One way to help financial services clients think about death, old age and other difficult topics may be to mention related benefits that could help them live longer.
Chad Druvenga, the CEO of CBS Brokerage, a life and annuity brokerage based in Shakopee, Minnesota, said in a recent interview that he and the agents and RIAs that the firm supports are spending a growing amount of time talking about those kinds of longevity tech benefits.
The benefits include the Vitality wellness incentive program at John Hancock and other insurers, moves by several life insurers to offer policyholders free access to Grail's multi-cancer blood screening test, and Hancock's decision to add a discount for full-body MRI screening scans as a perk for some Vitality wellness program members.
When an agent or advisor is talking to clients about the longevity tech benefits, "it almost creates an additional conversation," Druvenga said. "It definitely helps a relationship."
What it means: Life insurers could end up providing a growing market for new longevity tech programs, because clients like hearing about them.
