‘The Longer I Sit Here, the Better it Gets’

These words from one of my clients illustrate the powerful effects of our products and services.

By Jill Judd LUTCF, FSS

Aclient recently came into my office for a review of her insurance and financial situation. We had reached out to her and suggested she come and see us.

As we began our discussion, she made it clear that she was not really sure why she was there at a point in her life when her time was so limited. It was easy for me to discern that she was uncomfortable and ready to get to the end of this appointment as quickly as possible. When I get a sense that something like this is going on, it becomes even more important to find out what’s really brewing under the surface.

Taking care of our clients

As it turned out, my client, Martha, was caring for her aging and infirm husband. He had fallen ill, was bed-ridden, and was quickly losing his cognitive ability. She was stretched to capacity, had no additional help, and was deeply concerned about her finances.

Until recently, her husband had taken care of all the financial matters of the household and she now found herself in unfamiliar territory. I listened and recognized her challenges. I shared in her struggle. When she was satisfied that I understood her dilemma, she looked at me, resigned to her perceived fate. It was now my turn to help her through another of life’s many challenges.

I started by saying: “Martha, I may have some great news for you. Did you know that many years ago, your husband bought life insurance through our company?” Skeptically, she shook her head, but still looked defeated. “Hold on,” I said, “it looks like he has been paying on this for years. There is money in the policy that you can use to help pay for your husband’s medical needs.”

When she heard this information, she sat a bit forward, her look changing from defeat to interest. “Wait!” I added. “There’s a second policy, same story. This one also has cash value, twice as much as the first.” She leaned forward a bit more and asked: “You mean we won’t be eating cat food?” I responded: “No, Martha, not a chance unless it’s a favorite.”

Across the country, NAIFA members find ways to help clients weather the storms and navigate the roughest seas.

I winked at her and she smiled. This is how we work as NAIFA members.

I continued the conversation by posing another question: “Martha, would you like some more good news?” With this, she nodded and raised her eyebrows in anticipation. “There’s a third policy, also with available cash to help you with this rough spot,” I said. With this, she slapped her hands on the desk, let out a hearty laugh, and said: “The longer I sit here, the better it gets!”

This is nothing new — it’s what we do as NAIFA members.

The rest of the story is not unusual. It’s what we do, every day. Across the country, NAIFA members find ways to help clients weather the storms and navigate the roughest seas. We are building plans that will sustain them when the worst things happen. We are asking the right questions and finding the best solutions to their insurance and financial situations. We do it with respect, care and a profound sense of responsibility.

Good fianancial professionals recognize the needs of their clients and provide products to satisfy those needs, but great financial professionals are part of a different breed — the NAIFA breed of financial professionals who always make sure they go the extra mile.

Jill Judd, LUTCF, FSS, is president of the National Association of Insurance and Financial Advisors and a State Farm Insurance agent in Capitola, California. Contact her at jill.judd@statefarm.com.