Un cliente tiene empresa, buenos ingresos, familia y ningún seguro. ¿Qué le vendo? Antes de recomendar cualquier producto, lo primero es entender su situación financiera, identificar los riesgos a los que está expuesto y conocer sus objetivos. Porque tener una buena capacidad económica no significa necesariamente contar con una estrategia adecuada de protección patrimonial. La pregunta no debería ser qué le vendo, sino qué necesita. En este video te comparto algunos de los criterios que considero fundamentales antes de hacer una recomendación. • #SegurosDeVida #PlaneacionFinanciera #ProteccionPatrimonial #EducacionFinanciera #AgentesDeSeguros

The first question from the box says "Sergeo, I have a client who wins very well, has company, family, but nothing is safe, where would you start?" I would not start asking myself that I'm sure I'll see, I would start asking myself "What is the risk you can give me the most?" And for that we use a very simple matrix, all risks have two characteristics, frequency and severity. The frequency refers to what is so likely to happen to that risk, and the severity is that such serious consequences are the consequences if you present this risk. Obviously, a high frequency risk and high severity refers to immediate attention, but there is another quadrant, which is the most risky, because low frequencies are things that almost never happen, although the severity is very high. And as almost never happens, many people tend to go through them. These are things that probably have never happened, but if they happen, the consequences are unsupportable. There is a good example, any father or mother will understand me perfectly with this example, because when we have small children, we go up to the car and put them in a car seat, right? And we are sure that the feeling and the car seat are perfectly installed, perfectly more radically, approach the line. Why do we do this? Because we know the probability of having an accident going to school, for example, we know the probability of according to the avenue that we are going to take. Of course not, we probably have no idea, but still, every two days we approach that feeling. Why? Because we are not taking the decision, thinking only about what is so likely. We are thinking if it happens, I can support the consequences, and the answer is no. That is why we protect our children, although we hope to use that protection zero times in our entire life. Exactly like that, we should analyze some financial risks. Your client has a family, which is economically with them and Mañana Fallez. He has a company, which is with the company, and it is necessary. You can continue operating, how many families will they have to give without their sustenance, without the source of their sustenance? When you close your company, remember, we do not make sure, because we want something to happen. We make sure, because there are consequences that we are not willing to pay. First, you have to identify the risk, and then you decide that you are sure to sell your client.