How do you explain life insurance to clients who may not understand it and be reluctant to invest in it?
I tell them that the required investment in insurance products is actually just a small sum. With this small sum, we’re able to build up a reserve for them. Investing in insurance helps control our expenditures so we don’t spend on other things that are not as beneficial. At the same time, we alleviate a risk. Sometimes human beings have a weakness in spending all the money they have. Insurance manifests the good side of mankind and it overcomes human weaknesses also.
You work with high-net-worth clients in China. How do you explain managing wealth to them?
I explain to clients about the different types of asset structures, what kind of risks are involved and the potential risks that they will face in their lifetime.
How do you explain the role of life insurance in managing their wealth?
I tell them several things. First, life insurance is dedicated to providing income when they die as well as for unforeseen circumstances. Once you buy the policy and make the payments, you don’t have to worry about it anymore. Second, I discuss with the clients the importance of having diversified assets. I also discuss with clients the importance of fulfilling your dreams and protecting your assets so you can pass them down to the next generation.
Bin Qi is a 17-year MDRT member from Shenzhen Guangdong, China. Contact her at firstname.lastname@example.org.