I Don't Care if You Do Your Own Laundry

Commentary January 24, 2012 at 01:16 AM
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A lot of people hate election years, but there's a snarky part of me that loves them. The low-budget ads, especially on the local level. The candidate gaffes. The inevitable Sarah Palin appearance that will result in dozens of SNL/Tina Fey parodies.

The one thing I can't stand? All the faux folksy. Every time we get close to a primary or caucus, we're bombarded with staged photos and reports of candidates being "normal."

Rick Santorum hunts! (In an NRA cap, no less.) Newt Gingrich names Chuck Norris his "Secretary of Attack"! Mitt Romney does his own laundry! (And the other side is just as guilty. Republicans may have more examples this year, because of the run-off, but remember Hillary knocking back a whiskey shot in 2008?)

Does anyone believe Mitt Romney actually does his own laundry? That, in between campaign stops, debates and strategy meetings, he thinks, "Oh, I've really got to do a load of whites!"?

I don't look at that picture and think, "Wow, Romney is so down to earth." Instead, I wonder how dumb he and all of the other candidates think we are. Do they actually believe they're successfully pulling one over on us?

I get that they're trying to come off as relatable. Salespeople who are likeable — whether they're selling insurance policies or themselves — will almost always do better in the long run.

But even if all this posturing were believable, I'm guessing down-to-earthiness is somewhat low on most people's candidate wish list these days. I'd much rather see candidates invest the time and effort in something of substance, like policy proposals. Platforms, in this and most other elections, seem to contain little more than catchphrases and political bombast.

What if a candidate said: "I don't like Jeff Dunham, NASCAR or line dancing. But I know how to fix the economy, solve our health care and Social Security problems, and balance our budget. Here's my detailed plan"? Would we seriously not elect that guy (or girl)? Because he didn't, like all the other candidates, pretend that he likes to sit around in his boxers, eat Doritos and watch late-night marathons of "Renegade"?

My point, when it comes to insurance sales, is this: yes, being relatable matters. But providing solutions and knowledge matters a whole lot more.

Whether you're selling to a demographic that's exactly like you or one that's completely opposite, you'll likely go farther if you drop any phony efforts to "connect" and just show people, in a friendly way, what you can do for them. Be the salesperson who can say, "Look, I'm not a stay-at-home mom/ a car salesman/ a retiree, but I think I can help you. Here's how."

Agree? Disagree? Tell me in the comments section below.

Corey Dahl is life channel and social media editor for LifeHealthPro.com and managing editor of Life Insurance Selling.

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