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Twenty-five years of running my own businesses

Fifteen of those have been in financial services. The rest taught me the thing that carries over: if you look after the person in front of you, the business takes care of itself. If you don't, no amount of marketing fixes it.

I came to final expense because it is the part of this industry where the gap between what people need and what they understand is widest — and where getting it wrong hurts the most. A family that finds out at the funeral home that the policy only pays a fraction is a family that was failed by whoever sold it.

Why this work, specifically

I'm a family man. Three kids and a wife. I've thought about what happens to them if I don't come home, and I've done something about it — which is not a sales line, it's just the reason I find this easy to talk about.

Every person who calls me is somebody's parent or grandparent, thinking about the same thing. They're not trying to get rich. They want to know that when the day comes, the people they love get a phone call about a funeral, not a bill.

That's a small, specific job. I take it seriously.

How I actually work

Everything happens by phone. No appointment at your kitchen table, nobody parked outside your house. You call, we talk for ten or fifteen minutes, and if it makes sense we complete the application while we're on the line. Many carriers approve the same day.

I'm independent, and that's the whole point. MSW Insurance Group is appointed with twelve carriers. I'm not paid to steer you toward one company, and I don't have a quota from anybody. If your health history means one carrier will write you at full benefit and another won't, my job is to know which is which.

I'll tell you when the answer is no. If the numbers don't work for your budget, I'd rather say so than sell you something you cancel in four months — which helps nobody, least of all your family, who'd then have no coverage at all.

I answer my own phone. The agent who writes your policy is the one who picks up when you call in three years with a question about your beneficiary. That's unusual now. It shouldn't be.

The credentials, for what they're worth

MSW Insurance Group, Inc. is a licensed Florida insurance agency, license #L137897. I'm licensed as an individual producer in 21 states, 2-15 Life, Health and Variable Annuity, NPN 17234990. You can verify all of it — and you should, with anyone who wants to sell you life insurance.

Credentials tell you somebody is allowed to do this work. They don't tell you whether they'll do it well. For that, call and see how the conversation goes. You'll know within ten minutes.