One of the cardinal sins as a salesperson is to shop for our clients with our own money. We tend to want to recommend the products we have ourselves and can have a hard time recommending products we don't believe in or don't understand. Its one thing to work at an electronics store and not believe in the extended warranty but as an insurance agent we could put our clients in a terrible position and border on not doing our jobs if we don't offer certain products. 
It is your responsibility to know what all of your products cover and the limitations of them. Certain ones should be offered to every client no matter what you believe their needs are. I truly believe every adult should have an umbrella policy and Life insurance. Today I will focus on the Liability Umbrella policy.  We often tie the need of an umbrella policy on the assets or income someone has today.  We make a judgment call based on the car they drive and the home they own and perhaps the way they talk to determine if this person has enough assets to protect beyond the policies we sell them.
I want to point out a few facts so that you can better understand what an umbrella covers so that you can realize that everyone needs an umbrella.
7 Facts:

1. You don't have to hurt someone for them to sue you.
2. If you kill someone in an auto accident it does not matter how much money you have. They are going to come after everything you have and anything you will have in the future.
3. If you can't pay someone what you owe them from a liability suite you can have a judgment filed against you that lasts until you pay them back or until you go bankrupt or die.
4. If you have a judgment against you, you cannot participate in certain financial transactions like selling your home until you pay them back.
5. Your wages can be garnished if you cannot pay your responsibilities. 
6. If you severely injure someone, and they cannot provide for themselves you are going to want to take care of them and will live with the grief of not being able to as you live your normal life.
7. If you kill someone and cannot make their children whole you will live with that for the rest of your life. 

An umbrella covers so many more things than someone suing you because of an auto accident. In reality, it covers 4 parties. It covers you today for money you may need to pay someone because you are liable for their injuries. It covers the future you from grief and the possibility of garnished wages or being able to save for your children future. Also, it covers their person you may injure and finally it covers their families future as well if they can't work again.
I know I just listed a bunch of facts to why you need to have a liability umbrella but there are still more that are not facts but have been observed.  If you have an umbrella policy you now have representation from the insurance companies and their lawyers if someone is falsely claiming you hurt them. The insurance company is now on the hook for 1 to 5 million dollars and believe they are not just going to lay down and pay it. So they cover the lawyers cost, win or lose, and they cover the bill if you do lose the suit. 
I'm going to say it again. Everyone needs an umbrella. It covers the assets you have today and any assets you could have in the future. Umbrellas are not just for rich people. Do not pass up any client you are working with without explaining to them what an umbrella covers. They can still tell you no but don't you dare make that decision for them.  I would employ all of you listening to purchase a liability  umbrella and keep it forever.  The only decision to make is how much coverage to buy. 
In the next episode we will talk about how to sell one and how to best show your client the value. Hint it will include the 7 Facts. Get after it.