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How do you increase sales of costly Long-term care policies among existing Nationwide members?

Our solution beat the control by 248%

Nationwide was not on track to meet their goals for life insurance, and in order to meet their goals, Nationwide targeted their agents' customers who fit criteria for Long-term care insurance, because it includes life insurance with higher premiums. But, starting this conversation can be difficult, and customers don't want to think about the need and agents are uncomfortable bringing it up. Overcoming the Behavioral Economics principle of Temporal Discounting, we convinced customers to see the value of protecting themselves now against future long-term care costs, while also revealing just enough information to put the reader in control and calm fears.

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