This is a very interesting topic which I felt I must share with everyone especially those with relatives who are advisers/agents. But before I start I will like you to first ask yourself this question, if you being approach by your relative to purchase an insurance policy, do you just sign after your relative simply mention to you the benefits of the policy?

The chances of the above is pretty high I must say as usually the first group of prospect any adviser or agent would approach are their relatives as this is the group which offer the least resistance. Most relatives will support their adviser/agent relative especially if they can afford the premium and these relatives usually just require the following information like what is the premium, what is the coverage and coverage for how long. These are the 3 main questions asked and no matter what is the answers as long as the premium is not too high, the case would be closed.

I mean there is no right or wrong with the case being closed in this manner but the relative who bought the policy, does he really know what he bought and if the policy really address to his needs? I know not all advisers or agents are like this but the issue here is not on the advisers or agents but rather the relatives whom they are buying the policy. Why I say so is because this case happen to me. My uncle being very supportive actually just pop me those 3 questions (actually only 2, he left out the duration of coverage until later) and he decided to purchase a policy from me. 

I was like !!!. I immediately question my uncle back if he already know what solution I am proposing to him or he had already been previously been address by another adviser or agent. My uncle mention no and the reason why he decided to buy is because I am his nephew and I will not recommend anything which is bad for him. A very simple reason I must say but I told him I rather he not purchase the solution from me as I do not want him to buy anything which he has no knowledge of. I would only proceed with the deal only if he understand my solution and that it really address to his needs.

Sound stupid right I know especially for experienced adviser/agent who read my post. For most advisers/agents as long as a case can be closed it is good already but I guess for me I rather my clients to have a good understanding first before committing themselves even if they are my relatives. In fact for me I would say selling or proposing to relatives actually poses more pressure than to strangers simply because they are people whom you really care for.

So next time if you are buying any insurance policies from your relatives do make sure to ask a few more questions about the policy you are interested with as this will make it easier and happier to close the deal for you. No harm asking more as it will allow you to have more understanding of the policy and also allow your relatives to better fact find you too. A win win for both :)

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