Why Insurance Talk Makes People Uncomfortable — And Why I Keep Having Those Conversations Anyway

SOUTHERN MARYLAND — After more than 10 years in the insurance industry, one thing still surprises me: how quickly people tell me they already have coverage and do not need help.

Sometimes all I have done is answer the question, “What do you do?”

My usual response is simple: “I am your Insurance Lady. If it has insurance in the name, my agency can provide the service.”

I do not launch into questions. I do not ask when they last reviewed their coverage. I do not ask how much life insurance they have. I do not ask whether they have compared retirement costs for life insurance through work, Servicemembers’ Group Life Insurance or Federal Employees’ Group Life Insurance. I do not ask any of those things.

And yet, I am often met with discomfort because of what I do.

That is one of the hardest parts of being in this industry.

The Weight Of What I Know

Over the years, I have reviewed many federal, military and personal benefit packages. I have sat with people, looked through numbers, asked thoughtful questions and helped them understand options they did not know they had. In many cases, a careful review has helped people save money, stabilize monthly payments and create a plan that better fits their goals.

But I do not pursue people unless I am asked.

Then there is the other side of the coin.

If I do not say something to someone I care about, and then something happens to them or their loved ones, I carry that too. I wonder if I should have shared what I knew in a different way. I wonder if I could have educated them more clearly or encouraged them to move forward in their planning sooner.

It is an odd dichotomy to live in, and honestly, I do not always know how to do it better.

I have seen people cancel coverage or decide not to move forward with insurance they needed, only to later be diagnosed with an illness that made that same coverage no longer available to them. I have met with people five or six times to do the math, walk through the options and make sure they were accomplishing their goals in the most frugal and meaningful way possible.

That is the part of this work people do not always see.

Insurance is more than policies and premiums. It is education and planning — helping people understand what they have, what they need, what they are paying for and the choices available before life makes those choices for them.

Understanding FEGLI Before Retirement

One example I see often is Federal Employees’ Group Life Insurance, or FEGLI. Federal employees receive valuable benefits, but even good benefits are worth reviewing because assumptions can become expensive.

When someone retires from federal service, they may need to review their FEGLI Basic Insurance, which is the core life insurance coverage available through the Federal Employees’ Group Life Insurance program, as well as any optional coverage they carry. Optional coverage may include Option B, often called “multiples,” because eligible employees can elect additional coverage based on multiples of salary. Retirees may also need to decide how their Basic Insurance will continue in retirement, including whether the death benefit will reduce over time or whether additional premiums may apply.

These decisions can be confusing because the right answer is not the same for everyone. A thoughtful review can help federal employees and retirees compare FEGLI choices with private life insurance options and consider whether a plan with a stable premium and a death benefit designed to remain in place may better fit their long-term needs, depending on age, health, eligibility, and underwriting.

That is just one example of the knowledge I am happy to share.

Educating Without Pressure

I see my role as helping educate the community on how these things work. At the same time, I know people can be wary of insurance conversations. My goal is to inform, not pressure.

As an insurance broker, I represent many companies. That allows me to compare options and look for the company and product that best fit a client’s needs. I am not beholden to one company. I am beholden to my clients, and I believe that is a meaningful advantage.

So today, I ask you, lovely reader: how do we help change the stigma around insurance professionals?

How do I share important information without making people feel pressured?

The toughest part about many of the insurance products I provide is that most are not required. You have to carry home and auto insurance in many situations, but you do not have to carry life insurance, long-term care insurance or certain types of health-related planning.

And yet, those conversations matter.

They matter to families. They matter to business owners. They matter to retirees. They matter to the people who would be left trying to make decisions during an already difficult time.

In our busy world, how does one Insurance Lady, who wants to lead with integrity and education, move forward with confidence?

I think the answer is to keep showing up with consistency, respect and heart — to keep sharing information, offering education, honoring when someone says, “Not right now,” and being available when they are ready to ask questions.

Because at the end of the day, I am not here to push anyone into a decision. I am here to make sure they understand their options before life makes the decision for them.

---

About The BayNet Expert Series

This article is part of The BayNet Expert Series, which highlights local professionals, historians, nonprofits and community leaders who share their knowledge and expertise with Southern Maryland readers.

---