When I started my career in insurance distribution, most conversations felt like talking to a wall. I’d mention premiums, policies, risk assessments—and people would smile politely, their eyes slowly glazing over. To them, it was just another sales pitch from a salesman pushing something they didn’t think they needed.

At first, I chalked it up to disinterest. But one morning, all that changed.

I walked into an office to meet an elderly gentleman. He had just finished reading the dailies, sipping his morning tea in an unhurried manner that only comes with age and experience. I started with my usual pitch, but before I could go further, he chuckled and said, “Son, I’ve lived long enough to know life hands out surprises. Some sweet. Some bitter.”

That moment shifted everything for me. I realized insurance isn’t about products or paperwork—it’s about people. It’s about stories.

• The farmer whose crops didn’t survive the drought.
• The young couple rebuilding their home after a fire.
• The taxi driver who made sure his children were cared for even after he was gone.
• The accountant who realised theory is different from practice
• The Techie whose server crashed and he didn’t have the most recent database back up

So, I changed my approach. I stopped throwing around jargon and started telling real-life stories—of hardship, resilience, and real protection. I spoke about life’s uncertainties and how preparing today can mean peace of mind tomorrow.

And gradually, the polite nods turned into thoughtful questions. The scepticism became genuine understanding. People began to see insurance not as confusing gibberish, but as a safety net—a ready umbrella when the rain inevitably comes.

That same elderly man leaned back, looked me in the eye, and said,
“Alright, son. In 15 minutes, tell me the best way to retire on an income like the one I earn today.”
And just like that, I knew I was making a difference….