The Advisor Experience: Turning Life Insurance into a Responsibility

About this episode

Chad Preston interviews Ed Steffens about transforming life insurance into a core responsibility for advisors.

In this episode, Chad Preston sits down with veteran advisor Ed Steffens to unpack how life insurance evolved from an uncomfortable topic into a core responsibility within his practice. Ed shares how a real-life client tragedy reshaped his perspective, turning life insurance from a "nice-to-have" into a moral and professional obligation. They dive into practical ways to introduce life insurance without pressure, why a direct approach works better than overthinking it, and how advisors can build confidence through repetition and real conversations. You'll also hear actionable strategies for the next 60–90 days to help you naturally integrate life insurance into your process, and why doing so ultimately comes down to care, not sales. If you've ever hesitated to bring it up, this episode will challenge that and give you a straightforward path forward.

People in this episode

Host: Chad Preston

Guest: Ed Steffens

Topics covered

• life insurance
• advisor experience
• client relationships
• professional obligation
• sales strategies

Keywords

• life insurance
• advisor
• responsibility
• client tragedy
• sales approach
• confidence building
• integration strategies

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