I guess many of us have a rough time admitting that we are no longer 40 years old, and we are in the "4th quarter" of the game. But, it is so easy to ignore. It is so easy not to discuss with a spouse. It is so easy not to share financial info and final plans with a spouse too. And, my loyal readers, that is a big problem, and the surviving spouse just might end up with a pile of doo-doo after the funeral is over. So, what is the point? Please give me just a couple more minutes.
It is our responsibility, and opportunity, to get people to take ownership of their financial situation. It is our responsibility, and opportunity, to review our clients retirement plan. It is also our responsibility, and opportunity, to discuss long term care needs, chronic illness potential problems, wealth transfer and... HOLD ON... final expense policies. Have you been reading the stats? Final expense premium is up... over the last 4 years on a rise. And, surveys say while clients might research online, they want to buy from an agent. Yes, your annuity clients want to buy: simplified issue, no exam and no fluid draw policies. And, they would like about $25,000 each. They have money in their annuities and can take out 5-10% each year to pay for the product. Or, just do a small single premium policy.
In closing, it might be wise to bring the newspaper with you on your review appointment. Pull out the obituaries and ask your clients and prospects if they know anyone in today's paper. They probably do. (believe me, most read the obituaries and I know most of you do, too). It is good to guarantee to your clients that their names will appear there someday. So, why not take the financial stress off of their heirs backs and provide instant tax free cash to tie up loose ends, pay for the funeral and provide a nice luncheon. The cash comes in handy while waiting for the liquidation or payout of the estate.
Until next time... good selling!