One of the biggest challenges most financial professionals face is helping clients (and prospects) truly understand life insurance.
The harsh reality is that life insurance is a very complicated, misunderstood, and often overlooked piece of a comprehensive financial plan.
The best solution I have found is to make this difficult discussion an educational process versus a sales process. What most families want, need, and truly appreciate is to simplify life insurance into something they can grasp. This will allow them to make an educated and informed decision. In other words, what most clients really want is a basic understanding of the good, the bad, and the ugly regarding:
- What they currently own
- The other options available to them
- The “right amount” of life insurance to buy
|Peter Zinnen, CLTC|