Prospect conversations: Better to buy two years early than two minutes late

A year ago, I was talking to Mr. Prospect and his wife, who is a foreign citizen, regarding the importance of health insurance. He felt, however, that health insurance was not necessary because he was still young and there were many other more important priorities.

A year later, he contacted me because he had a diagnosis of a disease (not critical), but the family immediately thought about the financial impact on them. They didn’t think of whether the disease can be cured or not. Instead, they were thinking of the cost of the medical bills.

It’s unfortunate that Mr. Prospect, who should be focusing on healing, instead is worried about the burden of health costs on his household budget. Fortunately, the prospect could be cured at a cost he could still afford himself.

After this incident, though, Mr. Prospect and his wife finally made the decision to buy health insurance and peace of mind.

Haven’t we all been in a situation like this? As financial advisors and as clients, we must be sure that health insurance is considered a primary need, and we don’t become financial burdens to our families.

Learn more ideas for overcoming insurance objections:

• Read “How I soothed a prospect’s derision to insurance”
• Watch “Why objections really are questions”
• Read “Explaining to clients the cost of delaying insurance”

Kennedy Sumarlie is a seven-year MDRT member from Tangerang, Banten, Indonesia.