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I love my job, and one key reason is what my clients teach me. I was in a home with a successful business man and his wife one evening not long ago. From our prior phone conversation I learned that he was a “high asset” individual who was in great health. Past experience told me that many people with substantial earnings often look to their money to save them from the pain and agony of long term care needs. I had dialogued in my mind for some time what I may say to him as to why he and his wife needed a long term care insurance plan. When we were together in his home, I simply asked him, “Why do you think you need long term care insurance?” I was preparing him for my well thought out response.

He told me that he had thought about it a lot and decided that he wanted to use his money for things that he could enjoy with his wife and family while he was healthy and active. He wanted full access to his money to enjoy life and not have to set aside funds for a time that he couldn’t appreciate it. On my sales presentation outline I found the response far down the list of why people buy this kind of insurance. My notes said, “To free up savings.” But the client said it much better than what I had learned in training class. Sure, this kind of coverage frees up savings, but the client put it into words that made so much more sense. He wanted to live a full and complete life with his loving wife and family, and if he needed care over an extended period of time later in life, he would fall back on insurance to take care of it.

Wow. His words will become a part of my discussion to clients from now on. In actuality it is more a philosophy of living than a sales technique. Rather than try to put it into some flowery statement to clinch a key point, I will just encourage my clients to consider how this wise man chose to live his life, not fearing the future, but planning for it nonetheless.