That doesn’t change who I am. (I’m here to help.)
Jonathan and I first sat down when he was referred to me for insurance and investments. He didn’t want to discuss anything other the purchasing term life insurance. Guarded at first, he eventually realized that I was not just a typical salesman. Jonathan purchased the insurance, becoming a client.
Jonathan and I got together, at which point I suggested he move his investments over to me as well as purchase supplemental disability insurance. He moved his investments, but we wrestled over the disability insurance and the amount. Finally, he agreed to buy a small amount.
Jonathan changed jobs and started making more money, as was his wife. It’s good to see my clients thrive. He bought some additional insurance but complained about the price. As we reviewed his investments, he complained about the fees. I reminded him that we’d outperformed the market and handled anything he requested.
In our annual investment review meeting, I pointed out to Jonathan that he and his very successful wife need more disability insurance in the event something happened. He argued with me and ultimately agreed to buy “a little” more – with much reluctance.
My firm actually moved into one of the buildings that Jonathan’s company owned. We got together and reviewed his planning. He said, “Don’t talk to me about insurance anymore. Just focus on my investments. Your performance and service are all great.”
Jonathan and I, and sometimes his wife, Charlotte, had many more meetings and check-ins in for time. I saw their children grow up. I saw them save more and more and become increasingly successful over the years.
Out of nowhere, Jonathan fired me.
The conversation went something like this: “While I know you have done a great job for me and my wife, I have always thought you overcharged. I am shifting to a new firm as most of you guys are the same anyway. Thanks for all the years of service. We won’t be moving the insurance and appreciate all the guidance there. I am not buying anymore.”
About a month ago, I received an email from Charlotte. I was out with my family, enjoying the last day of a long weekend when I received her email. Jonathan was in the hospital.
I immediately responded and said I would call her right now. Charlotte went on to say that three weeks earlier, Jonathan had suffered a seizure while in bed. She called 911 and he was rushed to the hospital.
After multiple tests, they found a benign brain tumor and he needed surgery right away. While in surgery, his brain had an aneurysm and fluid built up. He is now in the ICU and as of today, still not regaining his ability to speak. He is awake and stable, but there is still no timetable for when he will be able to leave. Jonathan is only 46 years old.
The other day
Charlotte emailed me to understand what they had insurance-wise. She explained that Jonathan had declined the short-term disability insurance his employer offered. Trying to remain calm, she asked me, “What do you think? What can be done?”
She also mentioned that she wanted to punch him for not listening to me and for what he did.
Charlotte was unsure of what they had in place to help them – if anything.
I listened to her for about 45 minutes, helping her understand that things would be ok, assuring her that I would handle the disability claims process for her.
She said, “You would do this even though Jonathan fired you for being too expensive on the investment planning?”
“That doesn’t change who I am,” I said. “And it doesn’t change the situation you are in. I’m here to help and we will do anything we can to help you.”
THIS is what we do.