Many of the ‘old guard’, of which I am sadly/gladly one, started our financial careers earning commission by selling life insurance. There were thousands of us, men (always) from the Pru, Pearl, Allied Dunbar and others long-gone.
We now manage wealth, plan and advise and most would not deign to be tarred with the sales brush. The result is that many who should have life insurance, don’t. When we talk to those who come to us for help with savings or pensions, we find couples with young families and no life or critical illness cover. And unless the potential consequences of this are spelled out, it is unlikely to be a priority.
I have often been proud that I was persuasive, as those policies are marvellous things to have when things go wrong. But they are sold, not bought. That’s a skill many of us developed to survive; and which we should pass on to help others, advisers and clients to do likewise.
