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My first book, Money and the Middle Man, was the result of my training in the life insurance field. I was led to that field through the practice of law in estate planning. Realizing that in order to recommend something to clients, I must be thoroughly familiar with the concepts surrounding that recommendation. There began my two year training period, first simply as a student and later as a field representative for a major life insurer. What I learned there was the following:
1. Selling life insurance was difficult.
2. Life insurance, especially whole life, is a bad investment IF it is used the way the company, through its agent, proscribes.
It was through this exposure that I was able to attend dozens of seminars, lectures, and symposiums. Sifting through all of this material, I was finally able to determine that:
1. Selling life insurance was a game. One which can be taught, but one that was only good for two of the three parties involved (insurer, agent and client).
2. The game could be won by all three if the product was used correctly.
Money and the Middle Man is my attempt to forward this understanding to those of us who own life insurance product or who contemplate doing so. Accordingly, I illustrate how to use the product effectively and why it makes a significant difference DURING the life of the insured.
Thank you for listening.
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