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Communicate the value of life insurance

Jeffrey Scott, CFP, ChFC

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By helping clients understand the importance of life insurance, advisors can help empower them with the responsibility for the purchasing decision. How do advisors communicate that value? Scott explains how clients learn, how that process influences their decision-making and how advisors can guide them along their journey from recognizing a need to purchasing a product and beyond. Scott also details the primary reasons why people need life insurance and what causes clients to allow their policies to lapse.

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