If you haven’t listened to Part 1 of this 2 part series. Be sure to listen to it here.

Part 2: Advisors, your role is fundamental but should not be a dependency.

We human beings have an innate proclivity to get hung up on what we see and what we can touch and feel at the expense of the unseen.

Such as the Illustrations, policy statements and increased value, your return on your investment and the dividend you were paid this year.

But what about the unseen that we don’t take into account? They are such an integral part of our day to day life and we must develop our awareness to grasp their importance.

As advisors, it's paramount to step away from our tendency to want to sell from the illustration. It is only of value if the proper education has been done. Otherwise, it just becomes a source of confusion, dependency and a distraction to whether the client actually understands not only what's on the page, but what this now makes available.

The value for becoming your own banker is not on that page and if you don't lay the educational foundation first, then what you're doing is purchasing a liability not gaining a client.

Resist the urge to cut corners, not pay your dues, not be a part of the community, not do the work.

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