by John Darer® CLU ChFC MSSC RSP CLTC
One of my respected competitors proclaims: "There is no interest in selling another financial product before, during or after the case is settled". It's like "Dr. Erythro", a student health center physician at my University, who seemed to prescribe Erythromycin no matter what she was presented with. My question is a big fat rhetorical WHY? What is the broker afraid of?
I have always felt that skill in developing and communicating creative solutions is one of my strengths in helping my clients to resolve a case. There are many settlement planning issues to deal with, and problems to solve, that arise around the the time of the resolution of a personal injury case regardless of who you represent. A structured settlement annuity may or may not have a role in the settlement planning solutions. As part of a settlement solution ("before, during or after a settlement") there might be the sale or placement of a structured settlement annuity or annuities, a variable structured settlement annuity, various types of trusts and administration services depending on need, life insurance on caregivers or to provide estate tax liquidity, disability insurance, long term care insurance. There may be the need to dispose of a business asset or real property as part of the settlement planning process. If the installment sale method is desired then a structured installment sale solution might be put together.
Staying on top of your game means being more than a "one trick pony". Developing and possessing the knowledge and skill to be able to deliver the concepts and solutions to your clients problems is your challenge in being a better settlement professional.