Clients need life insurance policies and annuities that will suit who they are in the future, not just today.
Paul Wetmore, a financial services industry consultant at Gerson Lehrman Group, gave that advice earlier this week in an email interview.
"Some products have built-in flexibility," Wetmore said. "Others can be packaged with additional features to add flexibility."
The best planners look for ways to build in mechanisms that can accommodate clients' changing needs, Wetmore said.
What It Means
You help clients handle what may sometimes feel like a financial roller coaster ride.
You also help them prepare for a time when they, and the financial roller coaster, may look a lot different.
Paul Wetmore
Wetmore has a bachelor's degree from St. Lawrence University, a master's degree in business from Clarkson University and the Chartered Life Underwriter and Life Underwriter Training Council Fellow designations from the American College.
He began working for MetLife as a financial planner in 1988. He ended up spending 26 years at the company, holding roles ranging from assistant sales office manager up to assistant vice president for marketing and product liaison activities.
Now, in addition to working as a consultant, Wetmore is an adjunct faculty member at the American College of Financial Services and a co-author of the latest edition of The Tools & Techniques of Life Insurance Planning, a book published by ALM designed to help planners and advisors understand the tools needed to use life insurance as a part of a successful financial, business or estate plan.
