285. Discussing Protection Gaps Without Making the Prospect Defensive

Many life insurance advisors know how to explain coverage.

• They can explain benefits.
• They can explain riders.
• They can explain premiums.
• They can explain returns.
• They can explain policy features.

But one of the most important conversations in life insurance selling is not just about explaining the product.

It is about helping the prospect see the gap.

The protection gap.

The difference between what the family needs and what the family currently has.

This is not always an easy conversation.

Because when you discuss protection gaps, you are not only talking about numbers.

• You are touching responsibility.
• You are touching fear.
• You are touching family security.
• You are touching the possibility that the people the client loves may not have enough if something happens.

That is why this conversation must be handled with maturity.

• Not pressure.
• Not fear.
• Not embarrassment.
• Not judgment.

But with respect, clarity, empathy, realism, and responsibility.

• Because the goal is not to prove that the prospect is underinsured.
• The goal is to help the prospect understand what must still be protected.

1. The Prospect Thinks “Having Something” Means “Having Enough”

Many prospects already have some form of protection.

• They may have company benefits.
• They may have HMO.
• They may have SSS or GSIS.
• They may have group insurance.
• They may have savings.
• They may have an old life insurance policy.

Because of this, they feel protected.

And in fairness, having something is better than having nothing.

That is why the advisor should never make the prospect feel that what he already has is useless.

• Do not attack the HMO.
• Do not belittle the company benefit.
• Do not dismiss the old policy.
• Do not make the client feel wrong for starting somewhere.

A better advisor begins with respect.

“That is good. At least you already have a starting point.”

But the conversation should not end there.

Because having something is not always the same as having enough.

• A ₱500,000 policy may sound big until the family needs to pay for funeral expenses, debts, tuition, monthly bills, medical needs, rent, and years of lost income.
• A company benefit may sound comforting until the client leaves the company.
• An HMO may help with hospital bills, but it will not replace lost income.
• Savings may help, but savings can also be depleted quickly when the family faces a major crisis.

The advisor’s role is to help the prospect see the difference between partial protection and sufficient protection.

A good question to ask is:

“That is good that you already have protection. May I ask, if your family receives that amount today, how long will it last?”

That question does not attack.

It clarifies.

And many times, clarity is what creates urgency.

2. The Prospect Does Not Know the Real Financial Impact of Losing Income

Many people underestimate the financial value of their income.

They think life insurance is only about paying final expenses.

But the real loss is often much bigger.

When a breadwinner dies, becomes seriously ill, or becomes disabled, 

the family does not only lose a person.

The family may also lose income.

And yet, the expenses continue.

• Food continues.
• Electricity continues.
• Rent or housing loan continues.
• Tuition continues.
• Medical expenses continue.
• Debt payments continue.
• Support for parents may continue.
• Business obligations may continue.
• The children still need to study.
• The spouse still needs financial breathing room.
• The family still needs to live.

This is why discussing protection gaps should not start with the policy amount.

It should start with the consequence.

Do not begin with:

“Sir, you need ₱5 million coverage.”

Begin with:

“If your income stops today, what expenses will continue for your family?”

That question changes the conversation.

• Because now, the client is not looking only at a product.
• The client is looking at his responsibility.

The protection gap becomes clearer when the prospect sees the total financial responsibility, not just the face amount.

The advisor should help the client connect insurance to real life.

• Not to abstract numbers.
• Not to a sales illustration.
• Not to a product brochure.

But to actual family needs.

• Monthly expenses.
• Education.
• Housing.
• Debt.
• Medical costs.
• Family support.
• Emergency needs.
• Income replacement.

Because if the financial impact is unclear, the need will remain vague.

And when the need is vague, the decision can easily be delayed.

3. The Prospect Feels Exposed and Becomes Defensive

This is where many advisors must be careful.

A protection gap conversation can make the prospect uncomfortable.

The client may suddenly realize:

“My family may not be as protected as I thought.”

That realization can create fear.

• It can create guilt.
• It can create embarrassment.
• It can create defensiveness.

That is why some prospects respond with:

• “Okay na ‘yan.”
• “Hindi naman siguro mangyayari.”
• “May savings naman kami.”
• “Next time na lang.”
• “Pag-isipan ko muna.”

On the surface, these sound like objections.

But underneath, they may be emotional defenses.

• The client may not be rejecting the product.
• The client may be protecting himself from the discomfort of the realization.

That is why the advisor must not sound superior.

Do not say:

• “Kulang na kulang po kayo.”
• “Delikado pamilya ninyo.”
• “Mali po ang planning ninyo.”

That approach may create fear, but it can also create resistance.

A better way to say it is:

“This is not about what you failed to do. This is about what we can still improve while you still have time and income.”

That statement is respectful.

It does not shame the client.

It gives the client a way forward.

The advisor must remember that the client’s dignity matters.

• People do not like feeling exposed.
• People do not like feeling judged.
• People do not like feeling careless about their families.

So when discussing a gap, do it gently.

• Show the numbers clearly.
• Explain the risk calmly.
• Let the client process the meaning.
• Then guide the client toward action.

Because the purpose of the conversation is not to make the client feel bad.

The purpose is to help the client prepare better.

4. The Advisor Reveals the Gap but Does Not Offer a Realistic Starting Point

Some advisors successfully show the protection gap.

• The client finally understands the need.
• The client finally sees the exposure.
• The client finally realizes that the current protection may not be enough.

But then the advisor presents a plan that is too heavy.

• The premium is too high.
• The commitment feels too large.
• The recommendation feels too ambitious.

And the client goes back to the usual objection:

• “Mahal.”
• “Hindi ko kaya.”
• “Next time na lang.”
• “Pag-isipan ko muna.”

This is where many sales opportunities are lost.

The advisor was able to create awareness but failed to create a practical starting point.

Remember this:

• The ideal coverage may be the destination.
• But the sustainable plan is the starting point.

Not every client can solve the entire protection gap immediately.

But many clients can start somewhere.

• A smaller policy that stays in force is better than a large policy that lapses.
• A practical first step is better than a perfect plan that never begins.
• A responsible beginning is better than endless postponement.

The advisor can say:

“Your full protection need may be bigger, but we do not need to solve everything in one day. Let us start with what you can sustain, then review and increase later.”

• That kind of language lowers resistance.
• It respects the client’s cash flow.
• It gives the client hope.
• It makes the decision more manageable.

Because when the client feels that the advisor understands his real situation, the client becomes more open to starting.

The Real Purpose of a Protection Gap Conversation

A protection gap conversation is not an argument.

It is not a debate.

• It is not a way to prove that the client is wrong.
• It is a way to help the client see the risk clearly.

The advisor must help the prospect understand three things:

• What the family may need.
• What the family currently has.

What gap still remains.

• But the advisor must do this with care.
• Because the client will not act only because the math is correct.

The client acts when the gap becomes personally meaningful.

• When he sees his spouse.
• When he sees his children.
• When he sees the unpaid loan.
• When he sees the tuition.
• When he sees the household expenses.
• When he sees the family’s future without his income.

That is when the conversation becomes real.

• Not because the advisor scared him.
• But because the advisor helped him understand the responsibility.

All the best my friends!!

#acgadvice

284. The Four Questions Every Life Insurance Advisor Should Ask Before Presenting

 

Many advisors present too early.

They explain the product before they fully understand the client. They show the proposal before they understand the pressure points. They compute the coverage before they understand the responsibility behind the need.

That is why these four questions matter.

Before presenting life insurance, the advisor must first uncover the client’s real situation.

Here are the top 4 issues behind this topic:

1. The Advisor Presents Before Understanding the Client’s Real Responsibility

Many advisors begin with the product.

They talk about coverage, riders, premiums, fund values, benefits, returns, and policy features.

But the client is not first thinking about the product.

The client is thinking about life.

• Family.
• Income.
• Children.
• Debts.
• Parents.
• Business.
• Health.
• Future obligations.

The advisor must first ask:

“Who depends on your income?”

This question changes the conversation.

Because life insurance is not just about how much coverage the client can buy. It is about who will suffer financially if the client is no longer around, no longer healthy, or no longer able to earn.

Advisor insight:

Do not present before you know who the client is protecting.

Better advisor angle:

“Before I recommend anything, I need to understand who depends on you financially.”

2. The Advisor Does Not Clarify the Financial Impact of Loss

Some advisors ask general questions, but they avoid the harder questions.

They ask about age, income, budget, and existing insurance.

But they do not ask the question that reveals the real protection need:

“If something happens to you, how long can your family continue their current lifestyle?”

This question helps the client see the financial consequence of losing income.

Without this conversation, the need remains vague.

The client may say:

“Important naman ang insurance.”

But if the financial impact is not clear, the urgency remains weak.

The advisor must help the client connect life insurance to real obligations:

• Monthly expenses
• Children’s education
• Housing payments
• Business loans
• Medical needs
• Family support
• Spouse’s financial breathing room

Advisor insight:

A client who does not see the financial impact will usually delay the decision.

Better advisor angle:

“Let us not talk about insurance first. Let us talk about what your family would need to continue.”

3. The Advisor Recommends Without Knowing the Client’s Existing Protection Gap

Many clients already have something.

• They may have HMO.
• They may have SSS.
• They may have company benefits.
• They may have savings.
• They may have an old policy.
• They may have group insurance.

The mistake is to either ignore these or immediately dismiss them.

A mature advisor acknowledges what the client already has, then asks:

“What protection do you already have, and how much would actually be available to your family?”

This question is important because many clients confuse having benefits with being fully protected.

• Having HMO is not the same as having income replacement.
• Having company insurance is not the same as having personal portable coverage.
• Having savings is not the same as having a long-term family protection fund.
• Having a small existing policy is not always enough to cover actual responsibility.

Advisor insight:

The advisor should not attack existing benefits. The advisor should clarify the gap.

Better advisor angle:

“That is good. At least you already have a starting point. The question now is whether it is enough for the people depending on you.”

4. The Advisor Does Not Match the Recommendation to the Client’s Cash Flow

Even when the need is real, the plan must still be sustainable.

Some advisors overdesign the first proposal.

They recommend the ideal coverage, ideal riders, ideal premium, and ideal structure.

But the client may be thinking:

• “Can I sustain this?”
• “What if my income changes?”
• “What if expenses increase?”
• “What if I cannot continue paying?”
• This is why the advisor must ask:
• “What amount can you comfortably commit to without hurting your monthly cash flow?”

This does not mean the advisor should reduce the importance of proper protection.

It means the advisor should build from reality.

• A smaller policy that stays in force is better than a large policy that lapses.
• A practical starting plan is better than a perfect plan that never begins.

Advisor insight:

A recommendation that ignores cash flow creates resistance.

Better advisor angle:

“The best plan is not only the one with good benefits. It is the one you can sustain.”

The Core Message

Before presenting, every life insurance advisor should understand four things:

• Who depends on the client.
• What financial loss the family may face.
• What protection already exists.
• What premium the client can realistically sustain.

The advisor who asks better questions gives better advice.

Because life insurance selling should not start with the product.

It should start with the client’s life.

All the best my friends!!

#acgadvice

283. Most Life Insurance Rejections Are Not Really About the Product

Many financial advisors believe that when a prospect rejects life insurance, the problem is the product.

• Maybe the coverage is not attractive enough.
• Maybe the premium is too high.
• Maybe the benefits were not explained clearly.
• Maybe the proposal needs more riders.
• Maybe the presentation needs more numbers, more charts, more computations, and more comparisons.

So the advisor explains more.

• More features.
• More benefits.
• More product details.
• More illustrations.
• More reasons why the policy makes sense.

But after all the explaining, the prospect still says:

• “Mahal.”
• “Pag-isipan ko muna.”
• “Next time na lang.”
• “May insurance na ako.”
• “Hindi pa priority.”

And the advisor begins to wonder:

“Ano pa ba ang kulang sa presentation ko?”

• But sometimes, the problem is not the presentation.
• Sometimes, the problem is that the advisor is trying to solve the wrong objection.

Because most life insurance rejections are not really about the product.

They are about what is happening inside the life of the client.

• They are about cash flow.
• They are about uncertainty.
• They are about lack of urgency.
• They are about unclear protection gaps.

The product may be the thing being rejected.

But the real issue is often deeper.

1. The Client Has a Cash Flow Problem, Not a Product Problem

When a prospect says, “Mahal,” many advisors immediately hear a price objection.

• So they defend the premium.
• They explain the benefits.
• They compare the cost.
• They compute the value.
• They show what the client will receive in return.

But many times, “mahal” does not mean the client thinks life insurance has no value.

Sometimes, it simply means:

“I am already financially stretched.”

The client may be thinking about groceries, rent, utilities, tuition, debt payments, family support, medicine, business capital, or emergency expenses.

• The client may believe in life insurance.
• The client may understand the need.
• The client may even like the proposal.

But the client is quietly asking:

“Can I afford another regular commitment?”

That is why advisors must be careful.

• Do not make the client feel embarrassed about money.
• Do not make the client feel irresponsible.
• Do not make the client feel small because the original proposal is outside the budget.

A good advisor does not force the biggest plan.

A good advisor helps the client start with a plan that can be sustained.

• Because the best policy is not always the biggest policy.
• The best policy is the one that is still active when the family needs it most.

Better advisor response:

“The goal is not to force the biggest plan. The goal is to start with a plan you can sustain.”

2. The Client Is Uncertain About the Future

Many prospects are not saying no because they do not believe in life insurance.

They are hesitating because they are unsure about the future.

• Will my job remain stable?
• Will my business income continue?
• Will prices go higher?
• Will my family need the money for something urgent?
• Will I still be able to pay this next year?

This is common among employees, freelancers, entrepreneurs, OFWs’ families, and commission-based earners.

The client may understand the value of protection, but uncertainty makes people cautious.

When people are unsure about tomorrow, they become careful about committing today.

That is why the advisor should not dismiss the fear.

• Do not say, “Kaya mo ‘yan.”
• Do not say, “Huwag mong isipin ‘yan.”
• Do not make the client feel that the concern is unreasonable.

The better approach is to respect the uncertainty and design around it.

• Start with what is manageable.
• Show practical options.
• Avoid overdesigning.
• Review the plan regularly.
• Upgrade only when the client is ready.
• A client who feels understood becomes more open.
• A client who feels pressured becomes more defensive.

Better advisor response:

“Let us design something practical for your current situation, then review and upgrade when your income improves.”

3. The Client Has Not Yet Accepted the Urgency

This is often the real meaning behind “Pag-isipan ko muna.”

• The prospect may understand the explanation.
• The prospect may agree that life insurance is important.
• The prospect may even say, “Maganda nga ‘yan.”

But still, no decision is made.

Why?

Because the need still feels distant.

• Death feels far away.
• Critical illness feels unlikely.
• Disability feels theoretical.
• Retirement feels too early.
• Estate problems feel irrelevant.

So the client delays.

Not because the product is bad.

But because the responsibility has not yet become urgent.

This is one of the hardest parts of life insurance selling.

The need is real, but the event is uncertain.

The premium is paid today, but the benefit may be needed someday.

That is why many people postpone the decision.

• The advisor’s role is not to scare the client.
• The advisor’s role is to bring the client back to responsibility.
• Not through pressure.
• Not through guilt.
• Not through fear-mongering.

But through a mature conversation about what the client does not want to leave behind.

Life insurance should not be presented only as protection against death.

It should be presented as protection for love, dignity, promises, education, income, family security, and peace of mind.

• Urgency should not come from fear.
• Urgency should come from responsibility.

Better advisor response:

“While you are thinking about it, is your family already financially protected?”

4. The Client Does Not Clearly See the Protection Gap

Some prospects reject life insurance because they believe they already have enough protection.

They say:

• “May HMO naman ako.”
• “May company benefits naman kami.”
• “May SSS naman.”
• “May savings naman ako.”
• “May insurance na ako.”

These are not always excuses.

Sometimes, the client genuinely believes that these are enough.

That is why the advisor should not immediately contradict the client.

• Do not attack the HMO.
• Do not dismiss the company benefit.
• Do not belittle the existing policy.
• Do not make the client feel wrong for having some form of protection.

A better approach is to acknowledge first.

“That is good. It is better to have something than nothing.”

Then clarify the gap.

• How much is the actual coverage?
• Will it continue if the client leaves the company?
• Will it replace income?
• Will it pay debts?
• Will it fund the children’s education?
• Will it protect the spouse from financial pressure?
• Will it provide cash when the family needs it most?

The issue is not whether the client has something.

The issue is whether that something is enough.

Many people are not against life insurance.

They are simply unaware of how exposed their family still is.

• The advisor’s job is not to embarrass the client.
• The advisor’s job is to help the client see the gap clearly.

Because awareness comes before action.

Better advisor response:

“That is good. The question is not whether you have protection. The question is whether it is enough for the people depending on you.”

Final Thought

Most life insurance rejections are not really about the product.

They are usually about deeper concerns:

• Cash flow pressure.
• Uncertainty about the future.
• Lack of urgency.
• Unclear protection gaps.

If the advisor only answers the surface objection, the conversation may go nowhere.

But if the advisor understands the deeper concern, the conversation becomes more meaningful.

• The advisor stops selling from the product outward.
• The advisor starts advising from the client’s life inward.

That is where trust begins.

That is where better conversations happen.

That is where the client starts to feel understood.

And when the client feels understood, the advisor earns the right to guide.

Because life insurance is not sold by explanation alone.

It is accepted when the client finally sees the need, understands the gap, trusts the advisor, and chooses to protect the people they love before life forces the issue.

All the best my friends!!

#acgadvice 

282. Why People Avoid Talking About Death, Illness, and Disability (Part 2)

 

Avoidance Is a Natural Human Reaction

A client who avoids the conversation is not necessarily difficult.

The client is human.

People naturally avoid subjects that create anxiety.

• They avoid what reminds them of mortality.
• They avoid what threatens their sense of control.
• They avoid what makes them feel guilty about being unprepared.
• They avoid what forces them to make difficult choices.

This is why the advisor must be patient.

When the client says:

“Ayoko muna pag-usapan yan.”

The advisor should not push harder immediately.

A better response may be:

“I understand. These are not easy topics. But may I share why responsible families still prepare for them, not because they expect the worst, but because they want to protect the people they love?”

This kind of response lowers resistance.

It shows respect.

It makes the conversation safer.

The Advisor Must Not Sound Like a Messenger of Fear

There is a wrong way to discuss death, illness, and disability.

That wrong way is to use fear carelessly.

• To dramatize tragedy.
• To pressure the client.
• To make the client feel guilty.
• To make the conversation heavy, dark, or manipulative.

That approach may create short-term urgency, but it can damage trust.

• A professional advisor must not sell fear.
• A professional advisor must guide with responsibility.

There is a difference.

• Fear-based selling says:
• “What if something bad happens tomorrow?”
• Responsibility-based advising says:
• “Because your family depends on you, let us prepare wisely.”

• Fear-based selling pressures the client.
• Responsibility-based advising respects the client.
• Fear-based selling focuses on tragedy.
• Responsibility-based advising focuses on love, duty, and protection.

That is the better approach.

Talk About Love, Not Just Loss

One reason people resist conversations about death, illness, and disability is that advisors sometimes frame the topic only around loss.

But life insurance is not only about what may go wrong.

It is also about what must be protected.

• The family’s dignity.
• The children’s education.
• The spouse’s financial breathing room.
• The home.
• The savings.
• The business.
• The dreams.
• The commitments.
• The promises.

When advisors talk only about death, clients withdraw.

But when advisors talk about protecting the people and plans that matter, clients listen differently.

• Instead of saying:
• “What if you die?”
• The advisor may say:
• “If your income suddenly stops, what part of your family’s life would you want to protect first?”

• Instead of saying:
• “What if you get critically ill?”
• The advisor may say:
• “If illness interrupts your work, would you want your savings and investments to remain protected?”

• Instead of saying:
• “What if you become disabled?”
• The advisor may say:
• “If your ability to earn is affected, how long can your family maintain its lifestyle?”

The topic is still serious.

But the tone becomes more respectful.

Clients Need Emotional Safety Before Financial Clarity

A client will not always open up immediately.

Especially when the subject is death, illness, or disability.

Before the advisor can discuss coverage amount, riders, premium, and policy design, the client must feel emotionally safe.

The client must feel that the advisor is not there to scare.

• Not there to pressure.
• Not there to embarrass.
• Not there to judge.

But there to help.

This is why trust matters.

• A trusted advisor can discuss difficult realities without sounding offensive.
• A trusted advisor can ask sensitive questions without sounding intrusive.
• A trusted advisor can guide clients toward preparation without making them feel attacked.

The quality of the relationship determines the quality of the conversation.

A Better Way to Open the Conversation

Instead of starting with product features, start with responsibility.

You may say:

“Sir/Ma’am, I know topics like death, illness, and disability are not easy to discuss. But because your family depends on your income, it may be wise to talk about how they can remain financially protected if life does not go as planned.”

Or:

“My goal is not to make you afraid. My goal is to help you prepare responsibly, so your family will have options if something unexpected happens.”

Or:

“We do not discuss these things because we expect them to happen soon. We discuss them because the people we love should not be left financially helpless if they happen.”

These openings are calm.

Respectful.

Professional.

They create room for a serious conversation without sounding threatening.

The Conversation Is Difficult Because the Responsibility Is Real

People avoid talking about death, illness, and disability because these topics are heavy.

But the weight of the conversation is also proof of its importance.

If nobody depends on us, maybe the discussion would be easier.

But when people depend on our income, our health, our work, and our presence, the conversation becomes necessary.

• A breadwinner does not prepare because he expects to die.
• He prepares because he understands that his family depends on him.
• A parent does not prepare because she expects to get sick.
• She prepares because she wants her children’s future protected.
• A professional does not prepare because he expects disability.
• He prepares because his income supports responsibilities that cannot simply stop.

Insurance planning is not about pessimism.

It is about responsibility.

Final Thought

People avoid talking about death, illness, and disability because these topics force them to face what they would rather postpone.

They are not easy conversations.

• They touch fear.
• They touch love.
• They touch responsibility.
• They touch the possibility of leaving people unprotected.

That is why financial advisors must handle these conversations with maturity.

• Do not rush.
• Do not scare.
• Do not pressure.
• Do not reduce the discussion to product features.

Listen first.

• Acknowledge the discomfort.
• Respect the emotion.

Then guide the client back to the responsibility.

Because the goal is not to make people afraid of what may happen.

The goal is to help them protect the people they love before something happens.

All the best my friends!!

#acgadvice

281. Why People Avoid Talking About Death, Illness, and Disability (Part 1)

 

One of the most difficult parts of selling life insurance is not explaining the product.

It is opening the conversation.

Because life insurance naturally leads to topics many people would rather avoid:

• Death.
• Illness.
• Disability.
• Income loss.
• Family responsibility.
• Financial uncertainty.

These are not easy subjects.

That is why many prospects respond with:

• “Huwag naman nating pag-usapan yan.”
• “Ayoko muna isipin.”
• “Malakas pa naman ako.”
• “Bata pa naman ako.”
• “Hindi pa siguro mangyayari sa akin yan.”
• “Next time na lang.”

For the financial advisor, these answers may sound like objections.

But many times, they are not just objections.

They are emotional defenses.

Because the client is not only avoiding the product.

The client may be avoiding the reality behind the product.

People Avoid What Makes Them Uncomfortable

Most people want to talk about growth.

• Income.
• Investments.
• Business.
• Promotion.
• Travel.
• Retirement.
• The future they want.

But life insurance asks people to also consider the future they do not want.

• What if the breadwinner dies too soon?
• What if a major illness happens?
• What if disability stops the ability to earn?
• What if the family’s income suddenly disappears?

These questions are uncomfortable because they interrupt the assumption that life will continue as planned.

And most people prefer to live with that assumption.

• Not because they are irresponsible.
• Not because they do not love their family.

But because facing uncertainty is emotionally heavy.

It is easier to delay the conversation than to face the possibility.

Death Is Personal

Death is not merely a financial risk.

It is deeply personal.

When a financial advisor talks about death benefit, estate protection, income replacement, or family security, the advisor may be thinking in financial terms.

But the client may be thinking about something much deeper:

• “What will happen to my children?”
• “How will my spouse survive?”
• “Will my family be okay without me?”
• “Am I ready to accept that I may not always be here?”

These questions can be painful.

That is why some clients change the topic.

• They laugh it off.
• They say they are still young.
• They say they are healthy.
• They say they will think about it next time.

But behind the avoidance may be fear.

And fear is not solved by a product presentation alone.

It must be handled with empathy.

Illness Forces People to Face Vulnerability

Many people believe they are in control.

• They work hard.
• They exercise.
• They eat well.
• They provide for the family.
• They make plans.

But serious illness reminds people that control has limits.

• Cancer.
• Stroke.
• Heart attack.
• Kidney failure.
• Major surgery.
• Long hospitalization.

These are not just medical events.

They can become financial events.

A major illness may affect income, savings, investments, business operations, family lifestyle, and long-term goals.

But because the possibility is frightening, many people choose not to think about it.

They say:

• “Healthy naman ako.”
• “Wala naman akong nararamdaman.”
• “Hindi naman common sa family namin.”
• “Saka na pag mas matanda na ako.”

The advisor must understand this.

The client may not be rejecting critical illness coverage.

The client may be rejecting the discomfort of imagining himself or herself seriously ill.

Disability Is Often Underestimated

Among death, illness, and disability, disability is often the least discussed.

Many people think only of death.

But disability can be financially devastating because the person may still be alive, but unable to earn the same way.

That creates a difficult situation.

• Expenses continue.
• Medical needs may increase.
• Family responsibilities remain.
• But income may be reduced or completely stopped.

For breadwinners, this is a serious risk.

Yet people avoid discussing disability because they believe:

• “Hindi naman ako maaaksidente.”
• “Office work lang naman ako.”
• “Malakas pa katawan ko.”
• “Hindi mangyayari sa akin yan.”

But disability does not only happen to people with dangerous jobs.

It can happen because of accident, illness, injury, or medical complications.

That is why disability planning is not negative thinking.

It is responsible planning.

To be continued

#acgadvice