Should I do a complete financial plan before making product recommendations?

While “Prescription without diagnosis is malpractice” is generally true, it isn’t in this case.

The people change in a market but the problems stay the same. Just the numbers are different. So, if you have an idea of who your prospect is, you already know what their needs might be. You just have to work out the details.

But, time is of the essence for life, disability, critical illness and long term care insurance. Prospects might think that you have to be dead not to be able to buy life insurance. But we know differently. Money pays for insurance but only good health buys it. Everyone walks the line of insurability and no one knows when we’ll cross over.

Professional advisors recognize this critical difference and act immediately in the prospects best interest. This is “Professional Urgency”.

When referred to a prospect with no life insurance and obvious needs – young children and a stay at home mom – do you spend weeks working out a...

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