The death impacts so many people… friends, kids, grandkids, co-workers… I could go on and on. Fortunately, in my situation, we had already discussed the possibility. I did not have a pre-planned funeral for her. But, we all pulled together and made it happen. But, I quickly went and paid for mine which I hope is decades away. So, where am I going with this? It’s time to meet with all of your clients, and ask them what they want to happen at time of death.
Also, find out who the “go to” people are in their lives.
- Would they be their children?
- Do you know their children/heirs?
- Do you think that you should while all is right? I suggest yes.
Contact the people that would be left behind, tell them who you are and what you have done for their parents and ask if they have questions. Give them your contact info, and include them in the list of people that receive monthly info from you.
With your clients, ask them how they would like the finances left to the survivor.
- Do they want guaranteed resources to be paid out monthly?
- Do they have a life policy earmarked for funeral costs?
Bottom line, you have to ask questions and discuss. This is part of the pledge we gave our clients at time of sale. So, this is not a product push or some grand marketing approach. It is the right thing to do and it will be so helpful to all. Have them commit their desires to paper and help them out. Then they will know that, you too, are also… a different experience.
Until next time… good selling!
Raymond J. Ohlson, CLU, CRC, LACP
President and CEO of The Ohlson Group