NAILBA Perspectives Spring 2019 - Page 30
Life lessons — Don’t take it personally
The best advisors I know are passionate about this business. They have a deep passion for
helping people understand the importance of being protected with a sound financial plan,
including life insurance at its foundation. And, the best seems to feel a calling to protect as
many people as possible.
But there’s a fine line between being passionate and feeling personally responsible. And
feeling responsible for what is ultimately the client’s decision can sometimes derail the
No matter how
good you are with
prospect’s needs, and
building a solid plan,
some people simply
will not hear what
you have to say.
Charles K. Hirsch, CLU
Chuck Hirsch, CLU, is the former
editor and publisher of Life
Insurance Selling magazine. He
continues to contribute to insurance
industry publications, in addition to
providing consulting and marketing
services through his firm, Hirsch
Communications Consulting, LLC.
He can be reached at
The one that got away
Think about your most frustrating case. You know the one. Remember how excited
you were when you met the prospect and how things seemed to click right away?
Then as you got to know them and understand their situation, it became clearer they had
significant risks and real needs. You enthusiastically built a bullet-proof plan, only to have it fall
flat in presentation. The prospect never purchased the plan or anything else from you. And,
that same prospect today has the same risks and problems that your plan could have solved.
If you have a case like that, you’re not alone. Unfortunately, some advisors end up blaming
themselves and ultimately taking personal responsibility for what was the prospect’s decision.
Cutting across cultural grain
There is no way to solve every problem for every client or prospect. Quite frankly, no matter
how good you are with understanding a prospect’s needs, and building a solid plan, some
people simply will not hear what you have to say.
Another harsh reality is that much of our culture fights against you. Today people are
encouraged to believe strongly in themselves, and in doing what makes the most sense for
themselves. Buying life insurance purely for the good of someone else — even if that someone
is a family member — is an act that often cuts against the cultural grain. Even in some areas of
the financial world, people frequently hear that life insurance — particularly whole life — is a
bad investment. In reality, nothing is further from the truth. But if someone has that mindset,
good luck overcoming it.
Five steps for moving forward:
1 Have confidence that your story is worth telling. There is no financial product that
accomplishes what life insurance does, so it is important to keep telling and retelling
2 Know your efforts are not wasted. Think about your successes and what a difference
you’ve made for your clients.
3 Learn from what didn’t work. When rejection comes, don’t ignore it. Look at what you
can do differently the next time to create a better outcome.
4 Accept that there are some people who aren’t ever going to buy, nor take any advice
5 Know the time and effort you’ve put in is never a waste. Perhaps your discussion has
planted a seed, and perhaps you or another advisor will harvest that seed later. You
Long-term care protection
may be their best asset
We can help you provide peace of mind for your
clients by protecting them from the impact of a
long-term care event. Our Care Solutions asset-
based long-term care products offer lifetime
benefits, so your clients may be protected as long
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*Lifetime coverage is optional and at an
Call 1-866-986-9439 or visit
www.oneamerica.com/nailba to learn more.
No doubt, when faced with temporary setbacks, it’s hard not to beat yourself up.
Yet, don’t get caught in that trap. Learn from failure and fuel your passion to do even better
the next time.
But don’t take it personally.
Note: Products issued and underwritten
by The State Life Insurance Company ®
(State Life), Indianapolis, IN, a OneAmerica
company that offers the Care Solutions
product suite. Not available in all states or
may vary by state.
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