 Oh my, how things change. I still read a regular paper and I hit the front page, local news, sports and then... the obituaries. I am glad that I do, though. I see friends, clients, and people that I know listed there. I catch myself saying, “Wow... they were so young," and most are, but some are in their 70's and 80's. I don't know about you, but the 70's don't seem to be that old. 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. It is so easy to ignore and not to discuss with a spouse or share financial info and final plans with a spouse too. And that is a big problem! The surviving spouse just might end up with nothing after the funeral is over. 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... final expense policies. Final expense premium is up 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. After, 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. 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.
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