Very true words, and I take them seriously. Even if it means I don’t get your business.
My father always said, “Always do what’s in the best interest for your client,” and I’ve never strayed from that. Because when you work with people in planning for their future, you want to be sure you are providing them with a good service they need at a price they can afford.
Case in point: Last week I visited with a husband and wife who had both recently retired. They had no savings, were in reasonably good health, but were having trouble consistently paying their mortgage. They wanted to buy a Long-Term Care policy.
The more I talked with them, the more I was sure that Long-Term Care was not right for them. They were already strained paying their mortgage. The last thing they needed was to add another bill to their budget.
I suggested that a better route for their situation might be to get information on a reverse mortgage, since they did have equity in their home. I put them in touch with someone I knew would give them the information they needed to make a good decision.
They called me back to thank me and suggested that now that they had money in the bank, they could invest in Long-Term Care. I had to smile. I was pleased they believed so strongly in the program and in my services, but once again, I said that I didn’t feel Long-Term Care was in their best interest right now.
Would your agent have made that decision? My responsibility and commitment as a Long-Term Care planning specialist is to help navigate through the many choices available for clients, and help them choose what is best for them — even if it means I don’t sell them a policy.
I am always happy to talk to new potential customers and give them the facts about Long-Term Care and other extended care programs. And – I’m always ready to say no, if what I offer isn’t in their best interests. I think that’s the only way to go… and my father, I’m sure, would agree. ~ Elise