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Lost in translation

How to talk to your clients (and their employees) about this most basic coverage need

By Steven Johnson | Updated on August 31, 2012

Imagine this scenario: You know you need to get in better shape, so you decide to join a gym for the first time. You walk in the door and look out at a huge room with a vast array of machines, equipment and objects—and have absolutely no idea what any of it’s for or how it works. No one greets you or offers to show you how to use the apparatus, much less asks you about your particular interests or special needs. You notice a few other people who seem to be working out, but frankly, they don’t look much like you so you doubt you have much in common.

A lot of us would turn around and walk out the door at that point, never to return. And unfortunately, that’s the experience most Americans have with life insurance. They know they need it, but they don’t know what kind or how much, no one is talking to them about it, and they don’t even know what questions or who to ask.

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