How Do I Discuss it With My Client?

Sample Script #1

“If we think about your Financial Plan as a plane – it’s your plane and you set the destination.  You’ve asked me to pilot it for you, to make sure you arrive safely at your destination. As the pilot of your financial plan it is critical that I address all the potential risks to providing you a soft landing.  During these current conditions one risk area has moved front and center and I want to make sure we address it together.  That area is protecting the lifestyle and legacy for you and your family, in the event that one of you dies or suffers a long-term care event.

Surprisingly, despite everything that is occurring today this could be a good time to address these risks.  Insurance carriers are making it easier to acquire coverage and with this prolonged low interest rate environment it is expected the carriers will move from today’s low rates.  What I can do is schedule a review with one of our insurance partners who can identify your needs and present a set of options to explore."

Sample Script #2

“As I speak daily with my clients, many are concerned with how these challenging times will affect their goals. And at the same time, they want to make sure that their family is protected.  I’ve learned that the best way that I can help them achieve a sense of security or peace of mind, is guiding them through a reassessment of their priorities. Doing this enables us to create protection plans for families that align with their priorities and financial goals.

You’re a very valued client of mine, and I want to ensure that we have this important conversation. I’d like to suggest we schedule a review with one of my insurance partners who can identify your gaps and present a set of options to explore.”