Do you inadvertently discriminate against your Moderate Net Worth clients because they aren’t High Net Worth?

I believe many advisors do. They promote grand plans of preserving generational wealth through elaborate schemes for the HNW market but just cover the basics for MNW families - standard stuff like mortgages, loans, minimum family income for a few years, and a no name funeral.

But if there were a way you could “promote” MNW prospects to HNW status in just one generation, would it be worth knowing how to do it? Would you have a stronger sales strategy; and would it help you maximize the life insurance people bought? Would it help you feel like you were making a bigger difference?

If so, consider this. HNW families don’t get that way by starting at zero every generation. Their wealth grows by passing assets from generation to generation, multiplying them as they do.

So, what can MNW families who don’t have assets to pass along do instead? They can pass along tax-free life insurance assets to the next generation, over and above the “standard stuff”. This creates “generational nobility” and promotes clients from MNW to HNW in just a single generation. Leaving their family a large life insurance legacy - beyond just the basics, changes their financial trajectory forever and helps them contribute to the community by giving, rather than counting on the community, by taking. And this way family leaders can live forever.

So, ask your MNW clients if they’d like their family to become HNW in one generation. Then show them how life insurance can help them do it.

Would your company or group benefit from a presentation full of ideas like this? Book me to help you re-energize your advisors, rev up their life sales, and renew their enthusiasm for the noble profession of selling life insurance.

God bless.

Jim Ruta

Global Life Insurance Hall of Fame Speaker & Coach