蘇·米雪儿 Michelle Su

When I first got into business, my close friend become one of my first clients. He didn't do it because he believed or understood that he needed it; instead, he felt he was doing me a favor. And he remined me all the time he was doing it for my benefit.

It got to the point that when I'd walk in the house, he'd call to his wife, "Bring the check book, Billy's here." That's how every conversation began, with sarcasm. I sold him life insurance when he got married, and I kept after him about disability. Disability insurance was very tough sale because he just didn't see the need for it, but I kept at him about it.

Finally, he relented on the disability. He still didn't think he needed it, but he felt it was a favor to me. I told him, "I want you to know that's not the case. My life is not going to change because you bought this policy form me. But yours will if something ever happens."

I took the application, but I was really bothered that he thought he was doing me the favor. Since I knew it was the right thing, I kept my ego out of it.

A few years later he wound up in the hospital. He hadn't been feeling well and when he visited the doctor, they realized something was seriously wrong. He would need immediate surgery or he would die.

They had to bring in a special surgeon to do the operation. My friend was told he should call his family, because there was a very high probability he wouldn't leave the operating room alive.

Luckily he survived, but he spent more than a month in the hospital recuperating. He was 38 years old, and has been disabled ever since. He has been collecting disability and received $8,000 a month tax-free. He still took a cut in terms of what he was earning versus what he's making on disability, but now he has a completely different attitude when he sees me.

His attitude with his family has changed as well. He has become a better father. Before his illness, he was working 12-to-14-hour shifts. In the last seven years, he hasn't missed a ballgame or a recital. He's Mr. Mom, driving his kids everywhere. His kids know him better now than they ever have.

He is still able to provide for himself and his family. This is the power of what we do.

Disability insurance was a very tough sale because he just didn't see the need for it.

I remember, like it was yesterday, being referred to an individual in my area. Phil was a solid citizen and a strong family man. Over time, we became good friends. We originally met for business reasons, but soon found we had common interests that would forge a lasting bond between us.

It was 1998. Phil was a freshman, and I was a new agent, having just started in the business only two months before. He was happily married with a 2-years-old son. When we met, Phil shared his concern for his family should anything ever happen to him. He was 34 years old and healthy. He was not really concerned about life insurance, but felt he needed to do something. After we met, he ended up purchasing a $250,000. life insurance policy. It probably wasn't enough, but it was a start. We picked this amount because he wanted the house to be paid off and his wife, Robin, to be able to stay home and care for their son.

After he purchased the policy, I stayed in contact through annual reviews and birthday phone calls. I also checked in periodically, which I still to do this day. During this time, we established a rich friendship and shared our mutual love for ministry. He was very fond of a particular radio ministry.

One day in 2005, I received a call that Phil had passed away from cancer. He was only 44. My immediate response was deep sadness at the loss of a friend. But then my mind went to what I needed to do to help take care of Robin and their son.

I quickly obtained the death certificate. I was able to push through the process so I could deliver the life insurance proceeds quickly to the family. It turned out that was exactly what was needed.

The original diagnosis caused the country insurance plan to decline coverage. Without the life insurance benefits from the policy Phil had purchased from me, Robin would not have had any money. We used the life insurance benefits to do exactly what Phil wanted. Robin paid off the house and was able to stay at home with their young son. She also took some of the proceeds and started a 529 plan for their son's college education.

I have continued to stay in touch, just as I had in the past. Robin has told me that the constant connection and the fact that I have not pushed her into doing anything, but respected her wished, was the biggest help I could provide. We also placed a life insurance policy on Robin and their son, who recently reached adulthood. He is financially set for whatever he chooses in life.

Though Phil worked to become a battalion chief, his greatest joy was his family. Due to his foresight and strong convictions, both his wife and son are doing well.

Eventually, the country recorder corrected the cause of death, and the benefits from the country were paid out to Robin. But at the time, the only money available to help Phil's family was the life insurance benefit.

It's been 18 years. I have had the privilege of watching their child become a man. I have been able to provide guidance in other areas, as well. But it was Phil's dedication and willingness to protect them that really paid dividends.

Nicky had an energetic and bubbly personality, with crinkles of merriness ever present at the edges if his eyes. I knew him both as a client and a member of my husband’s extended family. A year after I met Nicky, he asked for information about an education policy for his son. We met at his home on a Sunday night. Ultimately, the conversation shifted form the education fund to income protection since his ongoing policy was insufficient for his family. He agreed to apply for a new policy, and, after a medical test, the proposal was approved.

A few months later, we met again to consider additional term life protection by alteration, and I presented a table of data to support the proposal. Nicky made the decision to provide appropriate protection for his family.

Our next meeting, unfortunately, was in a hospital where Nicky was being treated for typhoid fever. We arranged the required documents for his medical claim. He was his usual cheerful self, laughing and smiling the whole time. I picked up the documents two weeks later at a café where his company was holding a business event. It was 11 p.m. and he was still working.

No longer after, on a clear, bright day, Nicky’s wife, Elizabeth, notified me he had been in an accident. At first, I thought the accident was linked to his previous illness, but that Elizabeth said next was much worse. She was on the way to the city morgue to identify his body. Nicky had crashed his car into roadside trees early that morning. The car —— with Nicky inside —— was destroyed by fire.

I found Elizabeth standing at the morgue gate. She was arranging the necessary documents to release her husband’s body, which could only be identified by dental records. Police investigation concluded the accident was probably caused by Nicky’s drowsiness due to exhaustion form working long hours. Nicky was 33; they were only married four years.

I assisted Elizabeth with completing the accidental death claim documents, the claim was approved in les than two weeks, and she received the checks gratefully and gracefully.

Two years have passed, and Elizabeth has moved on and found her passion as chief editor with a lifestyle magazine. Her son is in first grade. They continue living well due to receiving meaningful financial support through Nicky’s insurance.

It occurred to me that through assisting Nicky’s family, I also had rapped immense benefits. As their insurance agents, I was given a morale boost beyond commissions and bonuses. Our essential fight in this industry is a humane cause —— preparing our clients for life’s adversity before it arrives.

No once can predict what, when and how their life will end. We just take on the script and strive to play the roles the best we can before the director shouts, “Cut!” I was grateful I was allowed the chance to play a part in Nicky’s life.

Nicky was never an artist who left wonderful poems or legendary songs as his legacy. But, in his own simple way, he left a beautiful legacy of his love for his wife and child. The policy and the checks were his love letters.

Digital Assets should be treated with equal importance as physical assets.

Malaysian tend to forget to include their digital assets in their will.
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In this special edition of True Tales, a client of 25-year MDRT member Frank W. Andreoli, RFC, from Markham, Ontario, Canada, writes about the impact her insurance advisor has had on her life.

In our lifetime, we are fortunate if we can meet and keep a true and trustworthy friend. My family became acquainted with Frank Andreoli nearly 25 years ago, and we are blessed to still have in our lives. He shared his family stories and listened while we related ours. I have followed the growth of his sons, and he in return has kept tabs on our kids.

Our first meeting with Frank came when he was just a young, up-and-coming insurance man. At the time, we were deep in debt with two young children and were barely making ends meet. Initially, we were reluctant to make any kind of life insurance purchase, but eventually decided it would be the right thing to do. As time went on, we met and talked with Frank several times a year to update those policies. Visits with him —— whether at his office or at out home —— were always positive and enjoyable. As our children grew older, we increased their policies and changed some of ours, enabling us to better manage our finances.

My husband, Brian, unfortunately suffered from diabetes. Fourteen years ago, it claimed his life. Frank helped find the money my family would need to live on without my husband, and he made the necessary calls to expedite forms and reports. In the aftermath, he was always available to take my calls or to meet with me. He kept reassuring me that, financially, the kids and I would be all right.

Brian’s spirit is still with us, and he is definitely still looking out for his family. After Brian died, we had to decide what to do with the more from the policies he had from work. Frank helped set up investments so I would be taken care of in my retirement, while also being able to provide for my children’s college education. Paying for university tuitions for my son and law degree fees for my daughter would have been a hardship if it weren’t for the policies.

When I retired from teaching, I was able to contribute more to my registered retirement savings plan and various portfolios. Frank has always given me positive feedback on my investments and said I should not worry about my retirement days. Happily, I am currently not worrying at all. I’ve even been able to travel, including a trip to Europe.

My children have also listened to his advice and are his clients, as well. I have even invested in policies for my grandchildren, which will benefit them later in life. There are now three generations of contented customers working with Frank.