02/09/2026
𝐈𝐍𝐒𝐔𝐑𝐀𝐍𝐂𝐄 𝐈𝐒𝐍’𝐓 𝐀𝐁𝐎𝐔𝐓 𝐖𝐇𝐎 𝐂𝐀𝐍 𝐌𝐀𝐊𝐄 𝐓𝐇𝐄 𝐌𝐎𝐒𝐓 𝐒𝐀𝐋𝐄𝐒.
I get it. As Financial Advisors and Insurance Agents, 𝐬𝐚𝐥𝐞𝐬 𝐚𝐫𝐞 𝐩𝐚𝐫𝐭 𝐨𝐟 𝐰𝐡𝐚𝐭 𝐰𝐞 𝐝𝐨. We have targets, goals, and of course, we want to grow our business.
But sometimes, we become so focused on getting a prospect insured that we forget to ask one important question:
“𝐃𝐨𝐞𝐬 𝐭𝐡𝐢𝐬 𝐩𝐞𝐫𝐬𝐨𝐧 𝐚𝐜𝐭𝐮𝐚𝐥𝐥𝐲 𝐧𝐞𝐞𝐝 𝐭𝐡𝐢𝐬 𝐢𝐧𝐬𝐮𝐫𝐚𝐧𝐜𝐞 𝐫𝐢𝐠𝐡𝐭 𝐧𝐨𝐰?”
Not everyone needs the same type of insurance. Not everyone has the same financial capacity, responsibilities, priorities, or goals.
Before recommending a product, 𝐰𝐞 𝐬𝐡𝐨𝐮𝐥𝐝 𝐟𝐢𝐫𝐬𝐭 𝐮𝐧𝐝𝐞𝐫𝐬𝐭𝐚𝐧𝐝 𝐭𝐡𝐞 𝐩𝐞𝐫𝐬𝐨𝐧 𝐢𝐧 𝐟𝐫𝐨𝐧𝐭 𝐨𝐟 𝐮𝐬.
📌 What are their financial responsibilities?
📌 Do they have dependents?
📌 What are they trying to protect?
📌 What risks are they exposed to?
📌 Can they comfortably sustain the premiums?
📌 What are their financial goals?
Because at the end of the day, 𝐨𝐮𝐫 𝐣𝐨𝐛 𝐬𝐡𝐨𝐮𝐥𝐝𝐧’𝐭 𝐬𝐢𝐦𝐩𝐥𝐲 𝐛𝐞 𝐭𝐨 𝐬𝐞𝐥𝐥 𝐚 𝐩𝐨𝐥𝐢𝐜𝐲. 𝐎𝐮𝐫 𝐣𝐨𝐛 𝐢𝐬 𝐭𝐨 𝐡𝐞𝐥𝐩 𝐩𝐞𝐨𝐩𝐥𝐞 𝐦𝐚𝐤𝐞 𝐢𝐧𝐟𝐨𝐫𝐦𝐞𝐝 𝐟𝐢𝐧𝐚𝐧𝐜𝐢𝐚𝐥 𝐝𝐞𝐜𝐢𝐬𝐢𝐨𝐧𝐬 𝐛𝐚𝐬𝐞𝐝 𝐨𝐧 𝐰𝐡𝐚𝐭 𝐭𝐡𝐞𝐲 𝐠𝐞𝐧𝐮𝐢𝐧𝐞𝐥𝐲 𝐧𝐞𝐞𝐝.
Insurance should never be forced just because there’s a quota to reach.
Instead, we should focus more on proper financial education and needs-based advising.
After all, a good Financial Advisor doesn’t start with, “𝐖𝐡𝐚𝐭 𝐩𝐫𝐨𝐝𝐮𝐜𝐭 𝐜𝐚𝐧 𝐈 𝐬𝐞𝐥𝐥 𝐲𝐨𝐮?”
They start with:
“𝐖𝐡𝐚𝐭 𝐝𝐨 𝐲𝐨𝐮 𝐧𝐞𝐞𝐝, 𝐚𝐧𝐝 𝐡𝐨𝐰 𝐜𝐚𝐧 𝐈 𝐡𝐞𝐥𝐩?” 🤝
Sales will follow when the advice is genuine.
