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Something Old, Something New

Following loss of a loved one is a good time for most professional sales people to stay away from the bereaved family. Except for the life insurance salesman, who is there to deliver.

Thursday, April 8th 2010, 8:10PM

by Russell Hutchinson

When you read the story about a real estate agent prospecting a recently bereaved person what did you feel? Did you join in the general clamour of righteous indignation? Or did you think it a lot of fuss over what was at-most a minor indiscretion? Well, welcome to the new regulated era. If found guilty of misconduct of that type in (perhaps with regard to draft Code Standard 2) then you might find yourself having to disclose that misconduct to every new client you meet for a number of years...

But on the other hand - and intimately related to the issue of bereavement - something very old-fashioned happens when someone dies having done business with us. Unlike the lawyer, or the accountant, or dare I say it, the real estate agent - who all turn up to do their necessary jobs - but need paying. We come along with something that is unique to the life insurance salesperson, broker, or even (when they remember to sell insurance) financial planner.

Everyone else shows up with their hand out. We show up with a cheque.

You might think it unpleasant to talk about money in that way - but I don't. That's because I've grown up with the life insurance industry. Kind words of condolence are one thing, but the heartfelt thanks a family writes to express when they receive a claim payment is reserved for those that bring tangible help in the time of greatest need. That's us.


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