How many of your clients (or friends for that matter) are reluctant to talk about the subject of death? I had several relatives that died without Wills because they just wouldn't talk about it. Worse I had another relative that cashed out his life insurance policy in his 80s after he started having serious health complications. As planners one of the many values we bring to our clients is an objective perspective on risk management. That means we have to get our clients talking about life insurance.
Years ago I read a fasincating book by Frank Bettger (a former professional baseball player) who made an outstanding living by selling life insurance. His book is entitled, "How I Raised Myself from Failure to Success in Selling." It was written in 1947 but remains a classic among books in the category of "selling." I highly recommend it.
One of the take-aways from that book that I still remember is the point that: "life insurance isn't about death, rather it's about life -- the life of your loved ones after you have moved on." We need to help our clients understand that having adequate life insurance in place is a way for him or her to continue to provide for their family when they are no longer physically there.
What are your thoughts? How do you get the conversation moving and motivate action?