SCENE AT A CUSTOMER'S RESIDENCE !

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"Insurance is a matter of solicitation." So goes an ad of insurance company.  You have to make insistent requests to get insurance business. 

 

Insurance concept is that insurance is not sold.  But a willing person buys it by submitting the required details to the insurance company

 

There is a contradiction in the above two statements.

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When I received a request from a customer that he wants to buy a policy, I was happy.  There was no need for solicitation but the willing buyer is approaching the insurance company to complete the formalities.  So we decided to visit his residence.  And the only Sunday in the week was earmarked for this visit.

 

We were received at the customer's residence.  Tea and snacks were offered. 

 

I have usually found that basic need of an insurance advisor is an offer of a chair.  If the party asks the advisor at least to sit down, half the work is over.

 

But here everything was fine.  A seat was offered.  Then there was tea.  Also snacks were served.  On the whole it was an ideal situation.

 

Then it was the turn of the prospect.  He was trying to get clarifications for some of his doubts. 

 

Doubt One - Why the policy says that during the first year, there is no death cover offered.

 

Answer - You may take it that in the case of a policy for fifteen years, there is death cover available only for fourteen years.  In case you wish to have cover for more years, you may apply for a policy for twenty years.  Then you can get death cover for 19 years.

 

But the party is not convinced.  Again he asked the same question: why one year is excluded.  Again the same answer is given. 

 

This question and answer session was repeated.  Party wants death cover from day one.  Even request to choose another type of policy for getting insurance coverage immediately was not acceptable to him.  He made frequent fervent request for the particular policy which covered death due to cancer.

 

Discussion took us no where.  Party was not convinced.

 

While the discussion went on I noticed a long scar of an operation on the abdomen of the prospect.  When queried, he parried questions.  Finally he admitted that he had undergone an operation at a famous cancer centre at Mumbai.

 

But he tried to impress us by saying that the doctor had assured him, there was no risk to his life for at least the next fifteen years. 

 

Policy, no doubt, was not issued.  But I always thought the party would have been happier had we issued a policy on the basis of his pleas and assurances !

 

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