Build delivery, annual review, beneficiary maintenance, premium monitoring, claim preparation, and family education into the service model. The commission compensates a transaction; trust is earned over the life of the contract.
Deliver the policy twice
First, deliver the contract and explain guarantees, assumptions, triggers, exclusions, premiums, access, and contact information. Second, deliver a one-page family guide that says what the policy is for and how to start a claim.
Review policies when family, business, health, ownership, beneficiary, or funding circumstances change—not just when a replacement opportunity appears.
Design for the difficult day
The claimant may be cognitively impaired, grieving, or overwhelmed. Assign responsibilities now, make documents findable, and set expectations about evidence and timing.
- No service calendar after issue
- Family unaware that the policy exists
- A review process built mainly to generate replacements
If you disappear after issue, you were a salesperson. If you remain useful through the claim, you were an advisor.