Does Everyone Really Have to Be a Hotshot?
Feb 19, 2025How to be a Life Insurance Apptivist instead!
Does everyone have to be a hotshot? Isn’t making a big difference in the life of your client just as satisfying as making a big sale? Ellen Barry once said: Helping one person might not change the world, but it could change the world for that one person. Isn’t that the very essence of the life insurance business?
So how did advisors get so fancy that they no longer have time for regular people and regular business? Why did we stop caring for widows and orphans? When did tax-driven community charity schemes replace love-driven family charity programs? How did we get so high and mighty that a mere $5,000 premium has lost its appeal and only $50,000 or more will do these days?
The fancy market of big cases takes big research, big prospects, big preparation, big presentations, big underwriting, and big time to issue and pay.
What about the Upper Middle-Class market, The UMC - where people pay for insurance from income, not necessarily assets? The UMC is easier to see; easier to plan; easier to close; easier to help, and easier to get paid. You can see more and sell more. You can even be a Life Insurance Apptivist like my friend Naji Haddad in Beirut says!
And if we didn’t chase the fancy 1% of the market with tax schemes and instead promoted fancy family-life value strategies to the UMC 35% of the market, wouldn’t we do better? Of course we would. Ironically, the more advisors have targeted the top of the market over the years, the more they have become average. The reason is simple. It’s hard up there!
There is an easier way. Target The UMC – the Upper Middle-Class and Middle-Class market, and you will multiply your potential market and sales many times over. And as life insurance icon John Savage said, when you work with the masses, you’ll live with the classes.
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