white. There are four situations possible with respect to long-term illnesses. You have a health event and either have coverage or you don’t have coverage, or you don’t have a long-term health event and you do have coverage. Any of these possibilities can be forecast to illustrate the consequences of the long-term illness and/or the cost of coverage without ever having to use the coverage.
Risk is often a subject frequently covered with insurance. While there are many great insurance agents in the
world, I think that many would agree that the profession is also full of salespeople whose mission is to sell as much insurance as they can, without any fiduciary responsibility. Embrace risk, and your role to be that independent fiduciary assessing your clients’ needs and plans, and you’re almost guaranteed to enhance their experience.