Top Concerns Affecting Today’s Seniors
What Insurance Agents Need to Be Talking About Within Their Marketing Messages That Target Older Adults
Top-producing insurance agents understand the importance of strong client relationships; and one of the first steps to building a lasting relationship is getting to know your clients and their concerns.
For insurance agents who serve today’s mature adults, here are 3 concerns affecting seniors that you need to know about:
· Purpose Matters. Studies have shown that seniors who maintain a sense of purpose are less likely to suffer from heart attacks, strokes, and cognitive impairments. There’s a correlation between a sense of purpose and physical activity. Because consistent, age-appropriate physical activity helps to reduce the risks of developing diseases that contribute to serious health conditions, active seniors live healthier, longer lives. THE TAKEAWAY: Insurance agents can create awareness campaigns that highlight the importance of recognizing and sustaining a sense of purpose. Focus on family, friends, hobbies, new skills, healthy diets, and physical activity within the messages that are created to target your senior clients. By demonstrating that you sincerely care about your clients’ quality of life, you build stronger bonds with your clients while establishing opportunities for dialogue concerning their health and health-related insurance products.
· Depression. Affecting more than 7 million people over the age of 65, late-stage depression can develop following the stress of major life events like retirement or the loss of a spouse or other family member. Depression can also affect seniors due to medical conditions or as a side effect of certain medications. THE TAKEAWAY: Insurance agents can help to reduce the stigma that continues to surround the topic of depression by addressing the topic in marketing messages that focus on health and wellness. Remind clients of the importance of speaking with a doctor, therapist, counselor, or psychologist if there are concerns about depression.
· Mental Fitness. A common concern for aging Americans, relates to their mental fitness. Fears about dementia and Alzheimer’s disease are common for adults over the age of 65. THE TAKEAWAY: Insurance agents can use their social media channels to engage with older clients by posting suggestions for mental activities and puzzles. Share articles that highlight the benefits associated with mental stimulation from activities like crossword puzzles, brain games, reading and writing. Remember, your website, social media channels, and email newsletters provide you with excellent opportunities to provide engaging, interesting, relevant, and valuable content to your clients and prospective clients.
Over the last 100 years, the average life expectancy in the United States has increased by about 30 years. This means that there are more seniors today than ever before in our history. Insurance agents who serve the senior healthcare marketplace can add value to their clients by demonstrating an ongoing desire that clients are living their best lives. The marketing content that you share, whether it’s in the form of printed literature, video messages, website articles, blogs, social media posts, email, or direct mail campaigns, can offer helpful messages that offer more than just advertisements. You can go above and beyond the goal of closing the deal by truly understanding the concerns, challenges, fears, and interests that are a part of your clients’ daily lives. When your messaging addresses these pertinent topics, not only are they more effective within the marketing goals behind them, but they also go a long way to create lasting impressions on clients and potential clients.
As you work to build long-term relationships that allow you to get to know your clients and them to get to know you, you increase the likelihood for repeat business, referrals, and the rewarding reminder that the work that you do — the products that you offer and the unique level of service that you provide — truly makes a difference in the lives of others. That’s a very special part of your career in insurance. To learn more about how you can take your career further, build stronger marketing messages, and generate new leads, get to know GS National Insurance. We’re a unique FMO, driven to help you accomplish your sales goals. Visit us at gsnational.com to discover our partnership approach and how we’re uniquely qualified to help independent insurance agents and agencies succeed within the senior healthcare marketplace.
Sources:
· https://dailycaring.com/5-ways-to-improve-quality-of-life-for-seniors
· https://www.cdc.gov/aging/pdf/cib_mental_health.pdf
· https://dailycaring.com/1-in-10-seniors-has-depression-infographic
· https://bethesdahealth.org/blog/2019/06/19/7-ways-to-improve-quality-of-life-for-seniors
· https://bethesdahealth.org/blog/2019/03/25/our-brains-need-exercise-too
GS National Insurance is an independently owned insurance marketing organization. We specialize in helping independent advisors increase their Health, Life, and Annuity Business. Our primary focus is the senior health insurance marketplace. We combine technology and experience to deliver high-quality service and support. Learn more at gsnational.com
