Achieving Next-Level Growth

Last September, I received an article that did not make it in time for one of my numerous deadlines, but it is quite on time and on-message for my first letter of the year to you.

The article, written by Anthony Boquet, CLU, ChFC, CASL, CLF, LUTCF, FSCP, withThe American College, tells the story of a couple — Jim and Susan — who had built a multi-million dollar a year enterprise over the years. During the early years of his career, Boquet had handled their P&C protection.

Early on, Boquet had attempted to help the couple with their other insurance needs, but they insisted that a close friend of theirs was their life insurance agent. They felt this agent was advising them appropriately and wanted to help him out. So Boquet never mentioned the subject again.

Three years after their business expansion, Jim died unexpectedly in an automobile accident one stormy evening. At Jim’s funeral, Boquet listened to some of the guests as they wondered what would happen to Susan since the couple never had much life insurance. Boquet was sick to his stomach when another guest said that Susan would be fine because the couple had been good friends with the other agent, “the big insurance guy in town.” The guest insisted, “I’m sure he would have made sure that Jim was well covered.”

Boquet was dismayed because, after his initial attempt to get the couple to buy life insurance, he had not made another serious effort to review their life insurance needs. “I could have done much more and I didn’t,” he wrote. “I had all the knowledge needed to help them, but I did not apply it wisely when I should have. I let them down when they needed me the most.”

Applying your knowledge in 2017

This year, as you attempt to use what you know to protect your clients from life’s many uncertainties, keep in mind the following lessons Boquet learned from his experience:

• All the education and experience in the world are of little value until you put them into action in solving problems in a selfless and moral manner.

• It is OK to upset someone’s feelings by sharing the truth with him, especially when the truth can protect him or those he loves from tremendous pain or harm.

Be persistent in using what you know to educate and guide your clients, and success will be yours in 2017 and beyond. Happy selling! yppy

By Kevin Mayeux, CAE