Commentary: Our Industry Clearly Has Lost Its Mind
May 17, 2016 by Ron Sussman
Dear Life Insurance Carriers,
We have been friends and business partners for 36 years. Over that time, our relationship has been both prosperous and painful, not unlike many long-term unions.
In the beginning, I was young and naive and you were a guiding and benevolent force. I quickly learned, with your assistance, the products we sell help families in their time of need – many times, during loss, divorce or death.
As a young professional, I embraced the sales model you espoused, did my best to understand the complex calculations behind your products, steeped myself in industry acronyms and sales concepts, and did my best to encourage others to embrace your value proposition.
My naïveté led me to believe that you, as seasoned participants in a risk-shifting industry, had my clients’ best interests at heart. I believed you would honor your commitments and support those who helped advance your message and mission.
Fast forward more than three decades in this industry, and my perspective has completely shifted. Unfortunately for well-intentioned industry professionals and their clients, you are fundamentally flawed and institutionally unprincipled. Click HERE to view the full article. INN news articles may require a subscription to view
