Our Interview With Life and Health Agent Davan Johnson

I asked my good friend, Davan Johnson, to let me pick his brain recently. He's the owner and founder of Davan Enterprises Insurance Agency, as well as a integral part of his community and active member of several service organizations in and around his home town of Bristol, Tennessee. We discussed his insurance business, his thoughts on finding clients and sales in general. He offers great insight and I thought it would be helpful to know what makes us insurance agents tick. 

Thanks for talking with me Davan. First off, I'm curious as to how you got into the insurance business.

I had left a career in the restaurant industry that I thought I was going to retire from but quickly realized that I didn't actually own or have control of my destiny. So I was trying to decide what was next. I knew this time I wanted to do something that created residual and passive income. I chose insurance because I had been around it all my life with my mom using it as a fall back position. She was typically always an employee though, not an agent. But I remember pretending to fill out paper applications in an empty office whenever I had to be at the office with mom. She had a whole office building to herself with multiple offices, kitchen and waiting area. Additionally, I wanted to have a business that would allow me the time and freedom to choose my own schedule, as well as spend time with family for vacation and holidays. I had given up a lot of that working in the restaurant business.

Tell me how you find your prospects.

I used to do a lot of cold calling when I started out. I'd spend my time making lists and driving to make impromptu appointments, wasting a lot of gas going back and forth. Driving ALL day and almost all week to only get one or two appointments, and possibly resulting in one case or actual sale out of that. Now a lot of people make it in the business cold calling and that's great for them, but I have come to realize how I work best. So I begun doing more networking. Joining groups and setting up one-on-one meetings to get to know each other, which present warm leads and referrals. My business is about 90% referrals now. I work smarter, not harder, and these people are actually calling me. They are the ones have need, have time and money to spend on my services. I also positioned myself to offer unique products that most insurance agents don't so I can work with other agents and not be seen as a threat or competitor. 

Is there a product you think everyone should have?

Yes, I think there are several but one of the most uncommon ones is Legal Insurance. Unlike any other insurance we carry you don't have to wait for something BAD to happen before you can use it. You can be proactive. It's like an attorney on retainer with the power of a law firm in your pocket thanks to the apps and technology. When I was unemployed for a certain duration trying to figure what my next step was there were two budget items I was resolute not to cancel: My life insurance and my legal plan. People don't know this type of thing exists and yet it is so powerful giving people peace of mind so they don't have to check their checkbook before they can check their rights.

How do you prepare for a client meeting?

I actually use a worksheet to help guide me to the result of the meeting. But also, I try to review their social profiles to learn about them. I use the FOR method: Family, Occupation and Recreation to get to know them. It's all about finding out what is best for the client's needs.

Has Covid affected your practice?

Not much, because I have positioned my agency to be more of a referral business. Because of that it is important to keep the networking relationships strong. And during some of the downtime I've been able to re-evaluate systems in the my business.

What did you do with your first commission check?

Well, after I learned to reconcile a commission statement I most likely saved most of it because I didn't know when the next one would come. We got paid weekly.  I do know that I finally had some gas money and recouped what I spent on insurance licenses. I honestly don't remember how much my first check was which is sad, but I do remember my "can sell date" was 9/29/2012. That was the day I was officially able to sell and write my own policies. In my first month I had earned several awards, but no one was really there to mentor me on "cycles" of insurance or that when you get the BIG checks to hold some back for the slow times. Since then I pay myself a livable income and save the rest as an "emergency fund".  

Tell me about an usual or strange encounter you've had with a client.

The one encounter that comes to mind was when I was completing a life insurance application for a client. I had spoken to the client over the phone several times and the plan was that during our first in-person meeting we complete the app and submit it. This individual had the appearance of a male but when answering the questions on the application, everything was female. It was awkward for me because I had to get past some preconceptions and this was my first experience in this kind of situation. I basically decided that ultimately it was a decision for the underwriter and not me. So I filled out the application as the person responded and submitted it. It was issued! I had heard stories of people doing this before in order to get a more favorable rate, since females can get cheaper rates. Anyway, in this person's case it was legitimate and I was just unprepared for it. 

Thanks for your time, Davan! 

I hope you were able to get some quality information out of this interview. I always enjoy listening to successful agents and learning a thing or two. At Surf Financial we strive to grow and help our clients in the best ways possible. 

If you have any questions about this interview let us know in the comment section.  And as always, stay healthy

Chris Castanes is the president of Surf Financial Brokers, as well as a professional speaker helping sales people be more productive and efficient.

  

Covid-19 and Disability Insurance

As the pandemic continues to work its way across the country, there is a lot of uncertainty. But one thing is for sure and that is that people who have disability insurance (DI) in place, whether through their employer or bought as an individual plan, are grateful to have it right now. And I don't think any of our clients will be cancelling their coverage any time soon.

More than ever Americans are learning how valuable their DI plan is. In a recent conversation with a local business owner, she asked me if I would prefer short or long term disability during a time like this. Not trying to sound trite, I said it would be best to have both. This is because the Coronavirus can put you in the hospital for a few weeks, and short term DI is good for that, but other ailments may not be getting treated in the meantime. Elective surgeries can be postponed, leaving people out of work for longer amounts of time. 

One thing to be aware of is that if your employer is offering to pay for your DI coverage, that benefit can be subject to income tax. And if that benefit is around 60-65% of your income (which is close to your take home pay), expect to get another haircut from Uncle Sam. In the same vein, if your company offers a Section 125 plan, in which you can have the premiums deducted "pre-tax", again you may be subject to taxes. 

On the other side of things are the people who have to get their own individual policies. This makes up the vast majority of my clients, who are business owners, self-employed realtors or other contract employees. Generally speaking, the people who purchase their own DI are cognizant of why they need this protection. If they can't work, they can't pay their bills. For a affordable premium, these folk can shift the onus to an insurance company. 

Since these entrepreneurs are in different fields of work, from barbers to realtors to attorneys, they all have differing risk factors with their jobs. But the one thing they all have in common is that they have to work with other people who may or may not be contagious. 

As I watch our local news, I see that restaurants are closing temporarily as employees begin to test positive. I applaud them for being proactive and taking action. But if that is your co-worker, how confident or nervous does it make you knowing that you could be out of work due to the virus?

In the upper right of this page you can run your own quote (it's an estimate subject to underwriting) for disability insurance. It only takes a few minutes so check it out. You may be surprised as to how affordable it really is. 

If you have any questions about our DI plans, or any other plans we offer, feel free to drop us a confidential message from our website. We will respond promptly. And as always, please stay healthy. 

Chris Castanes is the president of Surf Financial Brokers, as well as a professional speaker helping sales people be more productive and efficient.

Memorial Day and Insurance (short post)

On Memorial Day we remember those who made the ultimate sacrifice to secure our liberties. These men and women left their families and loved ones for foreign lands to put themselves in danger. We call them heroes in honor of what they gave up for the rest of us.

With that thought in mind, we too can be heroes to our families and loved one by making a very small sacrifice. The purchase of an insurance policy can also give us security to know that the people we care about can continue to live in their homes and educate their children. For a few dollars, we can take the steps to show that, just like those we memorialize from wars, we too can make a lasting difference. 

Everyday I talk to people who tell me that a parent "took care of things" by having enough coverage, whether life, disability or  long term care, and that forward thinking saved their family. 

As we remember the fallen military personnel who sacrificed for all of us, remember that you can also make a very small sacrifice for your loved ones. 

Stay healthy and have a safe Memorial Day. 

Chris Castanes is the president of Surf Financial Brokers, as well as a professional speaker helping sales people be more productive and efficient.

Another Real Life Story For DIAM

As it is still May and still Disability Insurance Awareness Month (DIAM) I wanted to share yet another story and testimonial from someone whose life was greatly impacted due to a disability.

When Scott Rider was diagnosed with Parkinson’s disease at just 47, the life he once knew as a financial advisor and avid runner changed forever. His family's lifestyle didn’t have to change thanks to disability insurance.

I love working with clients who figure things out without me having to explain them. Several years ago I was helping a local business owner with his life and disability insurance. He said, "You know, if I die my family will bury me and have life insurance to move on with their lives. But if I get disabled and can't work, then I'm a burden. I'm not able to contribute and someone is going to have to take care of me. And that's going to cost money, either by paying someone to help me, or in lost income."  

He got it. He understood the importance of having a disability policy and knew how devastating it could affect his family if he was permanently disabled. And the money would come from an insurance company, not his savings account or his spouse's income.

Let us help you plan for those unforeseen landmines that can get in the way of your family's financial goals. 

Chris Castanes is the president of Surf Financial Brokers, as well as a professional speaker helping sales people be more productive and efficient.

A Disability Insurance Story

I've already told you how Disability Insurance (DI) works and why you probably need it. Since we are in the midst of Disability Insurance Awareness Month (DIAM) I wanted to share a story with you.

This is the story of a gentleman named Chris Akers. As you'll see, he's just like the rest of us. His story resonates because any of us could be in the same situation. Take a few minutes to watch as describes what led up to his decision to quit work due to being disabled.

As you can see, Mr. Akers understood early on the importance of purchasing a DI policy. With his policy in place, he has the peace of mind knowing that he can still pay his bills and enjoy his time.

Let us help you with a DI policy. We can take you application right over the phone, so give us a call. And of course, please stay healthy.

Chris Castanes is the president of Surf Financial Brokers, as well as a professional speaker helping sales people be more productive and efficient.

Real Estate Agents and Disability Insurance

In my area there are hundreds, if not thousands, of real estate agents. A lot of these people have become clients of mine over the years as I've built networking relationships with them and their affiliated industries. As a matter of fact, the local realtors have their own networking group that rivals any of the local chambers of commerce. 

Realtors are there own kind of entrepreneurs. There are times when the market is up, like pre-2008 when home loans were available to too many people who couldn't afford them. Let's face it, everyone would like to own their own home, but not everyone has the means to do so. And the realtors sold a lot of homes. Then the crash came and their businesses dried up. A few hung in there but times were lean.

The market rebounded until recently with the advent of the Covid-19 virus slowing things down. Nothing like 2008 (so far) agents can still show homes virtually, so it's more like a speed bump. I personally think the market will come back and the agents can get back to showing property in person. 

With the pandemic as the current backdrop, I've had more interest in Disability Insurance (DI) recently from real estate professionals. Seeing how tight their bills can get while having a drop in income has been a sort of wake-up call, and with the threat of a virus possibly taking them out of work for a few weeks, agents are starting to look into DI. 

I was having a conversation recently with one of my agents, who works in Charleston, SC, on the topic of DI. She also has been getting interest from realtors and others in the sales industry. After speaking with her I asked called some of our other agents on the east coast and they also had an increase in calls. One of the great things about Surf Financial is that we have a great network of agents who are eager to compare notes and study these kinds of trends.

If you're a realtor and interested in what a policy might cost for you, click on the "Get a Quote" link in the upper right hand corner of this post. For job classification, make sure to enter "Class 5" from the drop down box. And if you're interested in a brochure on why real estate professionals need DI, click here. 

As always, please stay healthy and let us know if you have questions. We also appreciate your referrals to this blog and our website. 

Chris Castanes is the president of Surf Financial Brokers, as well as a professional speaker helping sales people be more productive and efficient.

Get You Some Insurance and Relax

The Greek word for "insurance" is "asfalisi", which literally means "security".  Not like a security guard, but more like a security blanket. In other words, insurance makes us feel secure knowing that if something bad should happen to us, like an accident or health crisis, our bills will be taken care of and so will our loved ones.

People love to "get away from it all", with trips, vacations, hobbies or music. We all need something to take our minds off of the everyday issues we deal with, from work to family, traffic to bad neighbors. There's a lot of stress out there and some in the medical community point to this stress as the root of a gamut of medical problems. And the cause can be those nagging little voices in the back of our heads letting us know if we get sick or hurt, we still have bills to pay.

Are you the breadwinner of the family? What would happen to your loved ones if you were to die too soon? Could your spouse and children stay in their home? What about debt? Who is going to pay those bills? Can the kids go to college? And what about those day-to-day expenditures, like when the refrigerator breaks down or you need a car in a pinch?

Sure, you could do something like a GoFundMe page, but why not avoid all of that by purchasing a life or disability insurance policy from now?  And with a pandemic all around us now is a great time to call us at Surf Financial Brokers and have a conversation.

We hear people always say that life is too short to suffer through all the aggravations and stress. Let us help you get a little more peace of mind with coverage that is affordable. And stay healthy!

Chris Castanes is the president of Surf Financial Brokers, as well as a professional speaker helping sales people be more productive and efficient

How Your Disability Insurance Can Help You Now Part 2

When I talk to groups about various coverages we offer, I mention the Holy Trinity of insurance, which is their major medical, their life insurance and their disability (DI) coverage. That's how important I think it is. In the previous post we went over the basic premise of disability income insurance  and why you may want to enroll in it. Let's take a look at a few other aspects of this part of your financial game plan.

One of the important things to consider when purchasing DI is the elimination period, which is the number of days before the benefits actually begin. For instance, let's assume that you get sick on January 1, but your elimination period is 7 days. Your benefits won't be "triggered" until January 8. Think of it as a deductible, but in time instead of dollars. And just like any other deductible, the longer the deductible, the lower the premium.

So the question to ask yourself is how long you can "self-insure" before the benefits kick in. If you have an ample number of sick days at your disposal then you can use those first and can stretch out that elimination period, thus lowering the cost of the insurance to you.

And some policies will have different elimination periods for sickness and injuries. Many group policies will have a "0,7" which means it will begin paying on the first day after an accident, but on the 8th day after a sickness. Be aware that if you have group coverage, maternity may be covered, but as a sickness (even though it may have been an "accident" lol). Individual policies will have longer elimination periods, like 30 or 60 days.

As I mentioned previously, your income will be looked at in the underwriting process. Some companies will want to see tax returns when you apply, but there are also carriers who look at this at the time of the claim. And if you are self-employed your income can vary from year to year. This was a huge concern for my realtor friends, so I picked up the phone and spoke to a claims specialist for one of the companies I represent. Her response was that incomes that weren't steady were already figured in to the equation and that "we just want to make sure they had a job when they became disabled". Makes sense.

Remember that your DI plan will generally cover a maximum of 60-70% of your income. To deter against insurance fraud (and we would never do that), you are allowed only one policy at a time. If you do have more than one, the companies will subrogate, or coordinate with each other to pay your claim. In other words, if you're paying more than one premium you will still be getting the same amount of benefits. As my mentor told me when I first got into the insurance business, "We don't want people making more when they're out of work than when they were working."

And yes, if you have a policy and contract the Coronavirus, you should expect to receive benefits for being out of work. However, be aware that just like any other pre-existing condition, if you've got the virus and apply after, you may be declined.

If you're interested in pricing for a policy, click on the "Get a quote here" box in the upper right side of this page. There's no obligation to purchase and you can get a decent ballpark on rates.

And please, stay healthy and let us know if you have any questions.

Chris Castanes is the president of Surf Financial Brokers, as well as a professional speaker helping sales people be more productive and efficient. 

How Your Disability Insurance Can Help You Now Part 1

As we are in the midst of the Coronavirus pandemic I thought now was a good time to post a bit on Disability Income insurance (DI). As the name implies, DI insures your income. And that income pays your bills.

Ask yourself what your biggest asset is. Is it your home, your car or the money in your bank account? Actually, none of those is correct for the vast number of Americans. Your number one asset is your ability to earn a living. And if you are sick or hurt and can't work, what happens to the bills? They just keep coming.

If you have a group DI plan through work, that's fantastic! Most of these are voluntary, so if you enrolled in a plan, you may be paying for it through deductions from your paycheck. Sometimes, the employer pays for it. And sometimes, there's a mix of the two. For example, you may be paying for a short term policy that covers you for 3 or 6 months, and the employer pays for the long term plan that begins after the short term plan stops paying benefits.

Be aware that your benefits are typically tax free with two exceptions. If your company is paying for the coverage or if you've decided to pre-tax your premium. A good insurance agent will discourage the latter. If you're out of work due to a sickness or injury, and you go on claim, you'll be getting about 65% of your salary, only to have it taxed. Ouch!

Many business owners, self-employed and contract employees aren't eligible for a DI plan through work. For those people, individual DI plans are available. They may be structured differently but generally do the same thing, which is protect your income. However, you may be subject to underwriting.

And speaking of underwriting, know that your health AND your income are going to be looked at. Smoking, your age and other factors, including pre-existing conditions will be considered. Many times the insurance carrier will ask for your medical records. And they may want to take a look at your recent tax returns. Since the benefit is based off of your income, they want to make sure you earn what you say you earn. Makes sense.

Another factor is your occupation. The safer your job is the less expensive the rate. A welder or a roofer will be charged more than the person who sits in a cubicle. And some occupations are difficult to insure (or aren't considered). Take professional athletes, for example. I tried to insure a young lady a few years ago who was a professional golfer on a smaller circuit. No company would even consider her.

In the next post, we'll discuss elimination periods other items to consider when purchasing a DI plan. In the meantime, stay healthy and of course let us know if we can help answer your questions.

Chris Castanes is the president of Surf Financial Brokers, as well as a professional speaker helping sales people be more productive and efficient. 

Trying to Find the Silver Lining In the Coronavirus

Speaking on behalf of a large contingency of Americans, I'm exhausted of the amount of information, and yes, disinformation, about the Coronavirus and the numbers that go with it. Millions out of work, tens of thousands (at the time of this writing) infected and thousands dying. It's all so depressing.

As if those numbers weren't bad enough, businesses are shuttering their doors, supply chains are thinning out and rats are running amok in New Orleans. As I watch the markets each day I realize how truly fragile our economic lives are when a major catastrophe comes down the pike. Some have referred to our economy as a house of cards, which may or may not be true, but we all should take the time to reassess our own business situation. If your home suffered from a minor earthquake, you would reinforce your foundations, right? Maybe we should do that for our professional lives as well.

As an insurance agent, I suggest that all salespeople, business owners, independent contractors and otherwise self-employed take a serious look into disability insurance. Your number one asset isn't your house or car, but the ability to earn a living. And if you get sick and can't work, the bills don't stop coming.

With all of that said, there are some good things in the news. The public is seeing who the truly important people are. The working middle class, like cooks, cops and, of course, nurses and other healthcare workers, are taking the brunt of this crisis. We tell our military "Thank you for your service" all the time, but do we express appreciation to the ones who pick up our garbage, cook our food, and deal with us in this service based economy? My guess would be not often enough. Take the time to be extra nice to the person who has to ring up your groceries or deliver your mail.

Chris Castanes is the president of Surf Financial Brokers, as well as a professional speaker helping sales people be more productive and efficient. 

The Benefits of Life Insurance In a Down Market

When we think of life insurance, often the first thing that comes to mind is protection. That protection extends to both good and bad markets - and not just death benefits but living benefits as well.
Given the recent financial news, here are some things to consider.

• Tax free death benefits can protect an insured's income and assets from market volatility during their working years and beyond, and provide a legacy when markets recover. 
• Income tax-free withdrawals and loans may be used as potential sources of emergency funds, or to help meet liquidity needs.
• Life insurance cash values can be accessed during a down market to avoid selling other assets and "locking in" losses.

Different types of life policies offer other advantages. Give us a call and we'll discuss with you over the phone.

Chris Castanes is the president of Surf Financial Brokers, as well as a professional speaker helping sales people be more productive and efficient. 

Are You Playing Checkers or Chess?

Many people don't have a complete financial gameplan in place.  They buy life insurance, have a 401k through their employer and only insure their paychecks through a work sponsored program.  In other words, they are only thinking of one move at a time. This can be a fatal mistake when it comes to planning for you and your family.

On the other hand, forward thinking folks look at the big picture. They aren't just thinking of their needs for the present, but down the road. They know that their needs will change with time because their situations will change. Kids will be born and need to be raised.  Illness or unemployment can affect a families finances.  When making a financial plan, there can be a lot of landmines.  Just like a good chess player, these people are thinking several moves ahead.

In any game, whether it's chess or football or Monopoly, you have to play offense and defense. Think of offense and making money and defense as protecting what you have worked for. Insurance is playing defense in that sense and can be important in the case of an illness or accident. 

Take life insurance for instance. There are many types of coverage and depending on what your own situation is, you may need to buy several policies over your lifetime. Term is great during your working years, when you are still paying off a mortgage and want to make sure your kids have funds to go to college if they want to. And term life coverage is very affordable. 

As you get older and the house is paid off, you may want to look at coverage that is permanent, like a whole or universal life policy. You probably won't be looking for cash accumulation in that scenario, but instead something to relieve the burden of burial costs from your family. 

Of course, your income (or the incomes nowadays) is how you provide for you family and pay the bills. If you were to unexpectedly get sick or hurt and became unable to work, your family's financial situation could become a nightmare. And unlike the possibility of your death, you may still need care, which could involve paying someone or having a family member take time from their job. Either way, a disability policy could provide insurance for your paycheck. 

Finally there are the costs of aging. We all want to think of retirement as a time to kick back, travel and spoil the grandkids,but we rarely think ahead of a time when our health is failing and we can no longer be independent. The only time we consider it is when we see our parents or grandparents in that predicament. In the case of my father, who refused to go to a nursing home but could no longer care for himself, we had to bring in a private caregiver company. He pension and other small income streams were eaten up quickly each month. Desperate, he began dipping into his home's equity. 

Life happens and bad things can occur at any point of our lives. Planning ahead and making sure you have your bases covered is a sign of "financial wellness". Shifting risk from your own wallet to that of an insurance company (life, disability or long term care) is a smart move.

So the question to ask yourself is, "Am I playing checkers or chess when it comes to my finances?"

At Surf Financial Brokers, we know which plan is more successful.  Let us help you become a chess player.

If you have any questions or comments, please let us know and stay healthy!

Chris Castanes is the president of Surf Financial Brokers, located in North Myrtle Beach, SC, as well as a professional speaker helping sales people be more productive and efficient. 

The Doctor Who Won't Listen

Have you ever seen those so-called "financial experts" on television. They have books and infomercials all about changing your financial situation by following their plan. Heck, one isn't a financial expert at all, but a travel agent. But the best part is that no matter what your situation is, their generic advice is going to set you on a path of financial success!

The truth is that people are not in the same situation. A wealthy couple with a large estate to leave their heirs has a different set of problems than the single mother struggling to pay her bills. And just telling them both to "buy term life insurance and invest the difference" makes no sense.

Imagine for a minute if you went to the doctor and all he talked about was a new wonder drug that was awesome and could treat a serious condition.  The only problem is that you don't have that condition.  At first you are polite because the doctor is very enthused about this new drug, but soon you become irritated because you need help with something else. The doctor won't have any of it and insists that you follow his orders. 

If this happened in real life that doctor would be run out of town on a rail and deservedly so. If an insurance agent were to sell their clients the same policy, despite whether they were young or old, employed or laid off, healthy or sick, they would be guilty of  "financial malpractice".

We in the insurance industry can become guilty of the same thing as this doctor.  We find a product, for instance a disability policy, and start investing our time (as well as the client's) into that product, instead of listening to the client and finding out what they really need.  In the end, the client isn't happy and the agent doesn't make the sale.

There's a better way, but the client has to meet the agent halfway. Many people don't want to discuss their personal situations with someone they barely know. And there are those who only want to talk to strangers. They feel as if they'll get a more objective opinion. Either option is good, but let your prospective insurance agent know what's going on. Issues like business succession, special needs children and budgets can help your agent get a better feel of the situation and help you remove potential landmines in your financial gameplan.

In our agency we take the approach that we have to ask questions. Sometimes it's like pulling teeth, but in the end, we do what is right by the client. And one way is by having a full suite of products that can help. Some people may not need long term care, but they may have a need for a Short Term Home Health Care plan. Or a cancer plan. Or disability insurance. 

We have helped clients from Charlotte to Charleston to Richmond and even in the state of Maine. They know that we are not going to prescribe a generic solution for all of their pain points, but will take the time to learn what their needs are and how to address them. And all of this is done without pressure. 

One way we make it easy is by making our calendar accessible. Set your own appointment and we'll give you a call to get you started. This is another reason we have been called the "coastal Carolina insurance experts". 

Chris Castanes is the president of Surf Financial Brokers, helping people find affordable life and disability insurance coverage. He's also is a professional speaker helping sales people be more productive and efficient and has spoken to professional and civic organizations throughout the Southeast.

The Money Machine 2023

Recently I had a conversation with one of my favorite clients. She's had her life insurance with me for a few years. I've tried to convince her that she needs some disability insurance, as she is single and lives alone. No kids and no one else to help her pay the bills. As a self-employed person, her income is above average. She was hesitant, mostly due to the premium payment.

"Let me ask you a question," I said. "But first, I want you to think about your annual income. Get that number in your head."

"Okay, I have the number," she said. "What next?"

"Now imagine that you have a small machine in your house that prints money." A smile crossed her face as she thought about it. "Every year that machine prints the same amount of money as your income." She was curious. "My question for you is would you insure that machine?"

She sat up and said, "Well, yeah. It's printing my income. That's a lot of money!" That's when it hit her.

"You're the machine," I said. "And if you, as a machine, break or go offline and can't work, you won't be able to pay your bills."

She completed that application that day. And she gave me a few referrals as well. Thanks, money machine! Let us help you insure your paycheck. 


Chris Castanes is the president of Surf Financial Brokers, as well as a professional speaker helping sales people be more productive and efficient.