​The KEY to buying life insurance is not what you think.

The life insurance industry wants you to think that it’s about blind trust. The key to buying life insurance is knowing how to shop...

As consumers we are constantly being trained to trust; trust brands, trust experts, trust “buddies”. Companies spend millions building brands, experts spend years building their knowledge  & “buddies” get to use their relationship to “cross sell” their relationship.
 
On the surface, this makes perfect sense. If life insurance agents were fiduciaries and legally, morally and ethically committed to the concept of unconditionally client first, the relationship would work well. Everyone in the insurance industry knows that this is not the case. In fact, this is the case:
 
When people apply for a job in the life insurance industry, this is the priority of employer decision making. "What relationships do you have, who is your circle of influence, can you get in front of enough “qualified” prospects and can you sell?"
 
Relationships are documented by your “Project 100” list. These are the people who know, like and trust you the most; respectfully, consider yourself the “low hanging fruit” to a new agent. In other words, a new agents low hanging fruit are people who will trust their agent blindly AND NOT SHOP. This sounds like the opposite of a "trusted" adviser.