Demonstrating a loss of income only requires one piece of paper

By Manuel Dy Chuaunsu Jr.

Whenever I meet a new client, I have a piece of paper with a big circle drawn in the middle. I draw a stick person in the circle and write the prospect’s name on it. I ask about his monthly expenses and write each expense around the circle, e.g., mortgage, transportation, education, groceries and food. After all of his expenses are indicated, I add them up and write the figure on the top of the paper. I fold the paper in half horizontally and then in half vertically.

While tearing off the corner of the paper, I say, “Mr. Prospect, suppose tonight as you were going home, something happened to you so that tomorrow, when your loved ones wake up, you are no longer in the picture.” I open up the folded paper with all the expenses written on it and a big, gaping hole right in the middle where he used to be. I keep very quiet and let him imagine what would happen to his loved ones if he was no longer around to provide for them.

I have just graphically shown him that, should anything happen to him, his loved ones would be in big financial trouble. It is very difficult to imagine not being around for your loved ones, so I literally take him out of the picture so he does not need to imagine it anymore. More often than not, that leads to a very serious discussion of how he can still provide even if he is no longer around.

Chuaunsu Jr. is a 10-year MDRT member from Makati, Philippines.

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