It doesn’t happen often, but most advisors have experienced this at least a few times: People buy insurance and understand why at the time, but months or years later, they lose sight of the reason and call back to cancel.
That is part of why every time Yolie Aleman-Rodriguez sells a policy, the four-year MDRT member from Tolleson, Arizona, includes a New York Times Magazine article from 2002 about a woman whose husband was a stockbroker who made six figures, with a six-figure bonus as well. He was uninsured, however, and a year after the man was killed on 9/11, his wife had lost everything. She removed her kids from college, was estranged from friends and moved into a shelter.
Watch more from Yolie Aleman-Rodriguez in “Live your life in full color.”
“When they see that story, of a woman who went from a lavish life to being homeless, and kids who went from the best private schools to state schools, and not even have their mom nearby because she had to get out and work for the first time in years, it makes a big impact,” Aleman-Rodriguez said. “It’s a life that is turned upside-down, and life insurance could have helped that family so much.”
Including a copy of this article with the client’s policy, she said, provides a reminder of why they signed up for insurance in case they ever think about canceling.
“People mention to me that it’s very touching, and it’s hard to believe how much a life can change overnight,” she said, noting that her assistant keeps a stash of copies of the article in the office to be sent. “It’s a simple practice, but it just made sense for us.”
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Where can I get a copy of the article ? THANK you !