Hindsight is always 20/20

by Andrew Murray

Performins Canada Inc.

We all have had, more lately, issues getting clients in the 50+ age range insured at standard rates. We have an advisor who has turned sub-standard ratings into sales. Many clients in the 50+ age group have young adult children 20-30 year old range. The advisor mentions to the rated client, “wouldn’t it have been nice if someone had recommended $50,000 of permanent coverage to you when you were in your twenties?” Most clients will agree… (hindsight is always 20/20).

The advisor asks to speak with these young adult children with a strong recommendation from their parents….BINGO, a nice sale and a new client to prospect additional sales and services to in the future.

Young clients turn into additional new sales, conversions and estate planning.

Andrew Murray is Business Development Director at Performins Canada Inc.

For questions, comments and feedback: email: a murray@performins.com.