(原文) Life insurance is a way to mitigate the risk of potential financial loss for a client. Mitigating financial risk usually refers to making something less severe, serious or painful to experience. To understand this, an advisor should first assess the potential risks that a client could be exposed to, the likelihood of such events occurring, and their impact (in financial terms).
Some are so unlikely that the client may decide the cost to mitigate would far outweigh any benefits that could be gained. Alternatively, they may believe that the potential impact from an event occurring makes it highly appropriate to take some form of action, either through providing a pot of money to be utilized on such an occasion, or by taking out protection cover against that eventuality occurring. Clients therefore need to consider the types of event that could have an impact, and the financial requirements that would sit alongside those events.
Most clients understand, in high-level terms, that an event such as death would have an important impact on their financial position, but many have either chosen not to cover themselves, or have not covered themselves to the required extent, (often as they do not fully understand the impact of this).
There is a significant difference between perceived needs, identified needs and established needs for protection:
Perceived needs: What the client advisor and/or the client think they need Identified needs: After fact finding with the client, a real need is uncovered based on facts Established needs: Client understands and knows the consequences of action or inaction
感覺有需要：理財顧問或客戶覺得他們需要什麼 了解需要什麼：了解客戶的現實情況後，根據了解到的事實來發現真正的需求 確定需要什麼：客戶清楚理解到做什麼或不做什麼的後果