First, as a veteran myself, I applaud you for entering this business because I believe that veterans are uniquely qualified to help increase the integrity of our industry. Our service members are doing some incredible humanitarian work around the world and that’s great training for helping people plan their personal finances.
If I meet with a veteran to talk about planning, I make sure that I speak his language. Veterans are trained to be prepared for all possibilities and to minimize consequences. That’s exactly what I’m helping my clients do when I present them with a strategy that includes life insurance.
The notion of protection is easier to understand when it comes to things you own. When someone buys a home, they get homeowner’s insurance. When they purchase a car, they take out an auto policy. People even purchase trip insurance to protect a relatively small investment. Yet, people don’t consider protecting their greatest asset — their income. No one knows when they’re going to die, but shouldn’t we protect and prepare for the unknown?
When I meet with a prospect, I don’t talk about products. I educate them on their options, one being to redirect cash flow. It’s true that no one knows when they will die, but I do know that no matter what, you’ll be taxed and no one lives forever. There are life insurance strategies that address the living comfort of your future and the burden that your family will bear when you’re gone.
I help people see that they’ll never be younger and healthier than they are at that moment, and I always bring a life insurance application with me to a meeting. I’m not selling a product, and I’m not asking for money. I’m simply asking them to take that first step. Once a decision comes back from the underwriter, then your prospect can make an educated decision that is in the best interest of their family. But until then, give them time to think about what they want.
No one knows what tomorrow holds, but as the saying goes, the best offense is a good defense.
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