Recently, I wrote an article on the C-Suite Dilemma. It piqued the interest of some high-flying executives in my network and led to a few interesting conversations. The gist of my article was ‘Make hay while the sun shines.’ Get all the right plans and policies in place while you’ve got a steady income inflow. The natural follow-up response to…
I see this often: Entrepreneurs often include themselves on their company’s group medical insurance plan. Alternatively, with family businesses especially, the entire business-owning family would be on the same group medical insurance plan. While this does come with a certain cost-benefit, neither of these approaches is a wise long-term move. I recommend that entrepreneurs, business partners, and family members in…
When it comes to purchasing Life Insurance, you’ll often hear the ‘time is of the essence’ pitch. Many Life Insurance agents are trained to use the passing of time as a scare tactic to create urgency to buy. While that is by no means pleasant to hear, it does have an element of truth attached to it. These pitches usually…
Do you know how some books stay with you long after you have read them? One such book for me was David Maister’s ‘The Trusted Advisor.’ The content resonated deeply with me overall but one particular chapter got me thinking about the financial services sector, especially here in the UAE. This chapter was about transaction versus long-term client relationships. Initially,…
Over my 22 years in the Life Insurance industry, I’ve seen many methods of wealth transfer from one generation to the next. I’ve noticed two major trends: One is the preference for more liquid assets and the other trend is the rising matter of ‘choice.’ Let me explain: With every passing generation, we’re seeing the increased awareness and practice of…
“You can’t please everyone, you’re not a jar of Nutella.’ It’s got to be a great article if it opens with a Nutella meme, right? If you’ve been following my content for a while, you know that one of my goals is to create more ‘free time.’ I’d like to spend less time working while still upholding exceptional standards of…
On the morning of February 19th, 2022, I was up at 3:30 am. I downed a quick breakfast and in a couple of hours, I was on the road, driving to the RAK Half Marathon. I had a 90-minute drive ahead of me. I’ve been training for ultramarathons and Ironman races for a while now, but this race was a…
Up until very recently, I used to serve two right-fit client categories: The High Net Worth (HNW) Entrepreneur and the High-Income Executive. The High-Income Executive group comprised individuals who were in C-suite positions with the powerhouse companies – the Fortune 500s, the big airlines, the energy giants. These executives typically earn an income between US$ 500,000 to US$ 1.5 million…
When I joined the Life Insurance industry back in 1999, I was a young, ambitious, and impressionable advisor. I got coached by an old-school advisor who taught me to use some pretty dramatic analogies and metaphors when selling Life Insurance. Some of these included positioning Life Insurance as a lifeboat or the spare wheel that saved the day when you…