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It came upon a midnight clear…

November 2, 2015
Don’t worry, this isn’t a “Christmas” post (despite the fact that retailers will blow right past Thanksgiving and be Start with Whytotally decked out in their holiday finery by the time the doors open this morning). The headline is inspired by the fact that it takes me a week to adjust to that ridiculous one-hour time change we go through twice a year (can someone please tell me why we need these semi-annual interruptions to our circadian rhythms?) and for the last couple of days I’ve been wide awake at 3:00 a.m., reading Simon Sinek’s fabulous book “Start with Why,” and thinking about how fraternals are different from any other financial services organization. Here’s a summary of my latest brainstorm… When you buy a product from a traditional life insurer, you take your shiny new policy home, put it in a file, and think about it only when it comes time to pay that pesky annual premium. This provides you the annual opportunity for a good case of buyer’s remorse, because no matter how much peace of mind you thought you purchased, there are still 50 other things you could spend that money on that you REALLY, REALLY NEED! But when you secure your family’s financial future by purchasing a product and becoming a member of a fraternal, at least a part of your policy premium (as well as your participation in any community service activities) starts working to improve the quality of life within your community RIGHT NOW! You don’t have to wait for the benefits until after you die – you can experience them while you’re still here. That, to me, is an essential FRATERNAL DIFFERENCE that I’m not sure is fully understood by all fraternal leaders or field representatives. I think we may sometimes get too caught up in WHAT we’re offering (i.e. product features and price) and not WHY we’re offering it. (Each of you has to fill in the WHY, but one thought would be to help make our world a better place to live). Something tells me that if we can more effectively communicate that, new members (young and old) will beat a path to our doors. Your thoughts?  Share them here or send them to me in a private email at jannotti@fraternalalliance.org.