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September 15, 2004 at 08:00 PM
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Sitting in the dining room of a home in the affluent suburb of Rockville Center, N.Y., I had to refrain from staring at the antique woodwork and hand-carved door frames. What a beautiful home! Inside this storybook cottage lived a couple with their two children, a boy and a girl.
As I sat with the dad, a trader at Cantor Fitzgerald in Manhattan, I couldnt help thinking that this couple had everythingexcept, of course, enough life insurance. Through all of the chaos of a dinner-hour sale, we finally settled on a $1 million term policy, buthe didnt want to commit to it today. He wanted his wife involved in the sale, and that was not going to be possible this evening. After much convincing, he agreed to apply for the policy and, if they wanted to make changes, we would make them after the policy was approved.
When, after a week or so went by, I checked “new business” in the computer, I was pleasantly surprised to see that the medical and the callback had been completed. I thought, what a pleasure it was to deal with a client who understands the need for this protection. All I needed was an underwriting decision, and in two days, there it was, “Select Preferred.”
The policy delivery was just as chaotic as the sale itself, except now back-to-school issues were whirling around the house while I directed the insured to “Sign here, and here, please; this is your new policy.” It was a cool September night when I said goodbye to the suburban family and drove the 10 minutes home.
