“You, get out of my house! Out, out, out!”

Those words cut through me. What was meant to be a simple meeting to help a young man named Lee to secure his family’s future turned into one of the most humiliating moments of my career. Lee’s mother, holding a broom and filled with fear and anger, drove me out of their home. To her, talking about death was extremely unlucky and must be avoided at all costs.

I left, shaking, my heart pounding. And on the bus ride home, as I cried quietly, my pride felt shattered. I started wondering, had I made a terrible mistake choosing this job? Why put myself through this? Why keep going when it hurts so much?

A few days later, Lee called me. Quietly, he told me he still wanted to protect his family. I still remembered the humiliation and was scared to go back. But as I heard the determination in his voice, I knew I had to. We met again, just the two of us. Together we built a plan for his family’s future.

Don’t give up

Lee’s commitment motivated me to persevere. Even when the world shuts the door in your face, a stronger purpose gives you a reason to knock again.

Then, just a few months later, I saw Lee’s name in the news. He had collapsed during a fitness run and passed away — just like that. Young, healthy, full of dreams, and in an instant, he was gone. I remember thinking, Thank goodness we didn’t wait. Lee’s story is a painful reminder that life is fragile. We never know how much time we have. The best time to protect our loved ones is now, while we still can.

Fulfilling final wishes

Returning to Lee’s home to deliver the insurance proceeds was one of the hardest things I’ve ever done. The same door I had once fled in tears, I approached with a heavy heart.

Lee’s mother, still deep in grief, looked at me through tears and said, “If he hadn’t bought that insurance, he would still be alive. You brought this on us.”

To be blamed for someone’s death, that is a weight too heavy to carry. In that moment, I wanted to run far away from this woman’s pain. But then I remembered Lee’s words the last time I saw him, his eyes filled with trust and quiet gratitude.

So I took a deep breath and said, “Lee may be gone, but his love and legacy will continue to live through you.” His mother eventually gave in and allowed me to share Lee’s final wishes.

Leave a legacy

Lee’s story isn’t just a memory; it’s a mission. And his legacy doesn’t end with me. I hope sharing his journey inspires you to persevere in the face of adversity; act with urgency, as tomorrow is never guaranteed; and do good work with renewed purpose, because there is more to this profession than transactions. Even death doesn’t discharge us from our duty to our clients.

I leave you with this question: What legacy will you help create?