Missed Opportunity

I was recently at a training conference and there was a segment that the presenter talked about the greatest missed opportunity of his career and a very painful life experience. He talked with great passion on the subject, I can't claim this story as my own but it impacted me and gave me a new purpose in my business. I wanted to share, as best I can repeat. Jim was an insurance agent for many years but before that he had begun a life long friendship with a guy he deeply cared for and met with weekly as a spiritual partner and mentor. Jim had been through ups and downs with his friend and he was with him through it all as a listener and comforter. The friend was always there to build him up and support him. Their families became great friends and they were closer than ever when news struck that Jim's friend had been diagnosed with a brain tumor. It was inoperable and time with his friend was very limited. The pain of losing his confidant was difficult enough but after the funeral when the realization of the missed opportunity came was when he experienced another great loss. The wife of Jim's friend came to him and asked if her husband had purchased life insurance through Jim. Jims only answer was, no. He felt like when he replied with that simple no, it was like he just told this widow that he didn't care about her husband and that he didn't care what happened to her. She didn't hear that of course, she just heard no, and went on her way to figure out how she would go on with her life. Jim would have rather said, Yes and handed her a check or let her know it is on the way for any amount of money. At the very least he would have liked to say, "I'm sorry but when I asked him if he needed life insurance, he said no" but out of all of those years, Jim never asked. He assumed that his friend would have told him  if he wanted a policy.

What Jim wanted us to take from his experience is for us as agents to not wait for those we care about to ask us about coverage. We say we care about our clients and the most important way we can show that is to offer them life insurance. We can't assume they have it taken care of or don't need it. We can't put ourselves in their shoes and assume what they will need or want in the event of a loved ones passing. We sell car insurance all day long with the promise we will be there if they have an accident which may or may not ever happen. We all know our life has an expiration date, we just don't know when so why wouldn't we provide the protection that is guaranteed to be paid out at some point and make a life changing difference to the recipients.

One last thought, for those that are trying to find room in the ever tightening budget for life insurance, I just encourage you to consider even the least expensive option. "This check is too much" said no beneficiary ever!



*Jim shared this story with greater detail and passion than I can portray but I hope the point is made clear through my recount of his experience.