Having the heart to listen and understand what they are going through.

The way for me to serve and retain the next generations would be really engaging the families I serve. Typically, most of my clients become longtime friends, and what I do, beyond an agent, is to really celebrate the milestones of their family members. For example, their marriage, the birth of their child, the graduations and eventually help to educate when they become adults.

Let’s take for example when I was a young agent, I would have never thought I'd have to go through meeting my clients on the subject of death, critical illness or disabilities. So, in recent years, after decades of being in the business, I have encountered several such cases. And it is really through accompanying and journeying with my clients when they are facing very difficult situations like that.

That has given me the courage to be with the family. And being with the family is all about having to be there, even if I do not have to talk too much. It is ideal that I am with the family and I'm able to open up conversations, which may at the time most people would not like to talk about, and that is to handle the final part of the journey they are facing in life. And having the ability to engage with the loved one to face the reality that this is a journey that is beautiful and has to come to an end.

And I found that to be very enriching. Besides, at the end of the day, I have to remember I have a job and that is to be able to deliver what the promise is. That gift of love in the form of life insurance coverage. The gift of love in the form of a legacy that I may have to communicate and pass on to their loved ones.

Serving clients from the heart through generations

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Author(s):

Li Choo Tan

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Li Choo Tan