Selling Insurance – a Rose by Any Other Name

Commencing in the 1970’s, and maturing throughout the 1980’s and 1990’s, many advisers who adopted the mantle of ‘financial planner’, wanted to generate a different image in the eyes of their clients than that held by many consumers who saw them as purely sales-driven operators.

The Estate Funnel

With business owners, when discussing the area of estate planning, I asked two specific questions: Will your heirs inherit a gross estate or a net estate? AND “If you had died yesterday, what amount of shrinkage would your estate have suffered?

The Strategy Paper

Sadly, from my experience, a negative side-effect of our compliance regime is the inability of many Financial Advisers (FA) to convince people of their need to own much larger and appropriate sums of life insurance.