08/17/2026
Early in my career, I overheard a conversation at Panera that would sound like a golden opportunity to most life‑insurance salespeople. A father was sitting with his two daughters, trying to explain what life insurance was.
When you work in this industry, you develop a sharper ear and start to notice how often people talk about their financial lives without realizing it. What caught my attention wasn’t just the topic, but the moment he said, almost under his breath, that he didn’t have enough.
I approached him and introduced myself. I wasn’t as skilled back then, and he quickly told me he wasn’t interested. I backed off politely so I wouldn’t seem pushy. But what I should have said what still sticks with me is that I wasn’t interested in selling him a policy. I was interested in changing the conversation he was having with his daughters. For the price of that lousy Panera meal, we could have sat across from them and made sure they knew that if anything ever happened, there was a plan, and they would be protected.
It hurts like hell thinking about that family all these years later.
Talk to me today [email protected]