Broker Check
We Are in the People Business, Not the Product Business

We Are in the People Business, Not the Product Business

July 26, 2021

Providing brokers and producers with the tools and knowledge to protect clients with Disability Insurance and Long-Term Care Insurance is a personal and professional passion. I love what I do. Why? Because I love helping people.

When someone makes the decision to buy insurance coverage, they are – and yet they aren’t – thinking of the worst-case scenario. They understand why it’s needed but they rarely let themselves go there, go to that ‘What if?’ place. I get that. The best producers in the business do, too. But it goes beyond that level of consideration. It’s about realizing a simple but impactful fact:

Yes, we sell products, but we aren’t in the product business. We are in the people business.

A retired colleague, Jeff Dunst, shared an example that I believe reflects this philosophy quite well:

I sold a disability policy to a business owner client in 1988. The policy had a $10,000 monthly benefit with a 90 Day Elimination Period and a Lifetime Benefit Period.

On the morning of September 11th, 2001, he was walking up from the PATH station when the explosion occurred.  He witnessed shards of glass coming down from the Tower creating a horrific scene, causing untold human suffering. This unexpected and unthinkable event had an immediate and long-lasting impact on his mental state.

Soon after, he was diagnosed with Post Traumatic Stress Disorder and Major Depressive Disorder. He was unable to go back into the city to do his job. The insurance carrier approved his claim. He was 56 years old when the claim began. I saw him recently. He is now 75 years old. Although he is physically healthy and in good shape, he still suffers from depression. He remains on claim and will be for the rest of his life. To date, he has received over $2,000,000 tax free from the carrier.

Although this sale happened early in my career, I have always tried to sell policies with a lifetime benefit ever since his claim. 

Never forget, no one thinks they will become disabled until they do. Never forget to be the lifelong advocate of your client’s interests.

Whether you are an experienced financial professional or new to the career, it’s important to remember what makes this industry and profession so impactful:

We are in the People Business, not the Product Business.

Interested in making a positive difference in the lives of others?

Are you a broker or producer looking to position your clients for success? 

2021-122324 Exp 06/2023


All scenarios and names mentioned herein are purely fictional and have been created solely for training purposes. Any resemblance to existing situations, persons or fictional characters is coincidental. The information presented should not be used as the basis for any specific advice.