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Category: The Conscious Consumer

Thoughts on why people buy – or postpone buying – life insurance. I often call upon studies of neuroscience, psychology, religion, and spirituality to explain consumer behavior.

What a loving parent does

A number of years ago, I received a phone call from a woman looking for life insurance. She got right to the point: “I need your help for two reasons: 1) I am a severe Diabetic, and I know my…
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To provide and protect

“Who needs life insurance, anyway?” I come across this attitude every now and again. Let me tell you how I dealt with it once: A number of years ago, a woman called my office to ask if I could “convince”…
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Feelings are tied to finance

People tend to take a purely ‘technical” view of life insurance. They treat it as a simple transaction: “When I die, my wife will get money to pay the bills.” “If the business loses a key person, it will receive…
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Your life insurance portfolio is built in stages

It would be nice to buy all the life insurance you will ever need in one fell swoop. Just be done and forget about it! But like all important things in life – your close relationships; your health; your investment…
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Helping your clients get Policy Audits

Accountants, attorneys, coaches, and other financial advsiers frequently ask me for ways to connect with their clients about life insurance. The product is the foundation of financial security. What is a professional and effective way to make sure coverage is…
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It’s not the product – it’s the strategy

“Whole life insurance is a waste of your money.”“Whole life insurance gives you the best value.”“Buy term and invest the rest.”“Term is a waste of money.”“Indexed universal life is the best deal out there.”“Guaranteed universal life is the best deal…
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The art and science of buying life insurance

Selecting a life insurance policy is both an art and a science. The “science” part is easy, and very commonly used. To calculate the coverage amount, consumers typically use a formula that factors in age and income, such as 12…
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It takes a team of professionals to take care of us

Suppose you had a friend who was complaining of heart pain. You would be concerned, and not hesitate to refer him to a doctor whom you knew would take good care of him. What about a relative who was getting…
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7 reasons why wealthy people need life insurance

Financial advisers and coaches frequently ask me if wealthy people need life insurance. Couldn’t they afford to self-insure? My answer is always this: sure they could self-insure, but why would they want to? Life insurance gives them tremendous leverage: every…
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“I am young, healthy, and single. Should I still buy life insurance?”

Yes, you should. It’s all part of protecting your insurability, and thinking ahead. Don’t wait until you have responsibilities, dependents, and debts. You can’t assume you will be insurable tomorrow, and at a good rate. Here are some factors to…
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