A sales trainer criticizes "comfort coaching" that tells struggling families they can't afford life insurance. He argues agents should push protection instead, citing Bill Aranda and Art Williams as models of direct, tough coaching that actually serves clients' futures.
I love being coached by Bill Aranda, and he's tough. He never tells me what I want to hear, and he has no problem telling me what I need to hear. Amen. How about Art Williams? He was direct and blunt and in your face, especially the way he talked about how big this thing can be, how we're going to one day dominate financial services in the world. He said that back when we were the size, in his words, of a peanut. And how about Jesus? What a vision he had, right? So a peacekeeper says, a peacekeeper says, It's okay if you can't afford that much life insurance. One time I was doing a field training appointment and the couple was tight financially like most people are, and the trainee saw they were uncomfortable and I was quoting coverage because they had 3 kids and no coverage. And the trainee blurts out a little speech. He says, oh my gosh, I see you're uncomfortable right now. Don't worry about it. If you can't afford it, that's okay.
