Advisors have so many stories of assisting clients through difficult times. W. Luther Pierce IV, CLU, a 36-year MDRT member from Greensboro, North Carolina, recalls helping Bill, a successful executive with a large manufacturing firm, use whole life insurance to prepare for the possibility of not being able to work until age 65 and the impact of that on his pension plan – and his wife, Lu.
“I said, ‘If anything ever happens to you, this Lou is going to take care of your Lu.’ He looked me in the eye and said, ‘Is that a promise?’ I said, ‘Yes it is.’
“Well, as fate had it, within a very, very short number of years, Bill contracted lung cancer. Could not complete the 15 years of employment and he passed away. But before he passed away, I went to visit him. Hospice had shown up. He wanted to see me one-on-one. So I went in and the hospice worker went out. He held me by the hand and said, ‘Don’t forget your promise. Don’t forget your promise.’ I said, ‘Bill, I’ll never forget my promise.’
“Recently, I went and had high tea with Lu. I’ve been able to help Lu for more than 20 years now, walking alongside her, helping her make decisions. ‘How do I do this? My children are getting married; how do I do that?’ It’s been a wonderful experience. That rejuvenated me.
“I’m in the best business in the world. I take financial dreams and I turn them into financial realities.”
Read the full Top of the Table 2014 presentation, “Embracing the Why.”
Good article
Ultimate Level on a professional is to hear the question, “Will you take care of the policy for me, Can you do that for me.” Adviser know the policy will do it duty but the adviser assured the Client and reply as “Sure, I’ll do”