For those of you who are already active in this market, much of what I will present here this month will be a “refresher.” To those of you who haven’t yet made the commitment to climb the learning curve, and position yourself to be a valued-added adviser to your clients on this important insurance solution, my comments may help you finally make the decision to do so. I hope so, anyway!

If I were sitting with a client an appointment, asking them the necessary questions to determine how best to assist them in protecting their most valuable asset, how would they respond? Is it their home? Family? Education and experience?

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