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The parents absolutely refuse to buy additional coverage on themselves for whatever reason but want to start a program for thier kids....you gonna walk away? Or the grandparents want to start something but you know that the parents don't have enough or maybe grandma doesn't have her FE taken care of, you are going to say, "No, I won't sell the children coverage.". You are going to leave without a sale because they won't buy what you think is best for them?
Someone calls me to buy a couple child policies on their children or grandchildren, I am saying "please sign here and here. I make them a client. It is just the first policy. I do a lot of fact finding as I am inking the app.