I’ve been thinking a lot lately about the “Cobbler’s Children Syndrome” in which the Cobbler is so focused on making shoes for his clients that he doesn’t have time to make shoes for his own children. How often do we get so wrapped up in our own business that we put ourselves and our families on the back burner?
Last year, I received a call from a widow of an advisor that I worked with. She didn’t have any details of his life insurance handy because of course, “he handled all of that”. Come to find out, he did not have adequate insurance and none through us to protect his family in his untimely death. I’m sure that some one you have had to deal with deaths that have happened where there was not adequate planning or adequate insurance in place. This is an awful situation. Now, imagine having that conversation with the widow of someone who clearly should have “known better”. I can tell you, it’s much worse and it’s a conversation that I don’t want to have ever again.
We have worked with many of you for years and others just more recently but sadly, only a handful of you have policies of your own and some of those should likely be reviewed to be sure that you have enough coverage to protect your family. The old adage that “life insurance is sold, not bought” rings true and most either are not sold themselves or have procrastinated. I don’t want to be on the same end of the previous conversation with your spouse.
It’s easier said than done to set aside time to make sure that you have the correct amount of coverage, but it is critical. I will be reaching out to you this year (and please feel free to reach out to me at any time) to discuss your coverage and remind you of why it is so important to have appropriate coverage in place. We can discuss options and remember, if you do a 20 year term with North American, your commission should easily cover your premium!
Let’s make 2016 a year about protecting our own. And using your coverage as a great selling tool for your clients. What an easy lead to a policy review “I just updated my coverage and was thinking about you! It’s time to review your policy, when can we meet?”