In the case of life insured financial instruments........you don't sell it.
Commodities are sold.
Life insurance is not a commodity.
It is a legal document that binds a financial institution to provide the capital necessary upon the death of a policyowner to assure the lifetime income that a loved one, a business entity, a charity or any number of possible beneficiaries may require to survive financially.
The act of insuring one's life is a highly personal value statement. It is the antithesis of a conventional market transaction.
For this reason it cannot be sold.
The top 2 - 3% of the professional practice leaders in the life insurance sector engage their clients through numerous sequential acts of leadership - one on one. Their objective is to help their clients become aware of, understand and feel comfortable making a values based decision that reflects the core of their character, integrity, love, moral and ethical responsibilty for a family member, business colleague or partner to eradicate a financial debt or obligation which will arise upon their death and which would otherwise remain a financial burden to those who were financially dependent upon the deceased individual.
This values based decision is anything but transactional.
In a product driven commoditized financial marketplace the need for ethically unbiased consumer centric financial advisory leadership is paramount. The same leadership principle applies to our need for open and direct competent diagnosis and advice from those physicians upon whose medical practice we depend for our physical and mental well being.
Such professional practice leadership is rare.
When it appears it is a work of art and empathetic compassion.