Commission: The gun that needs to be in the right hands

Jon Paul-Hale

Which is where the problems and perceptions stem from, and why we need regulation of both.

We've seen plenty on the commission discussion and debate, and much of it is rooted in personal experience with commission salespeople outside our industry or from life insurance sales back in the days of whole of life and endowment.

When arms had to be twisted to get people to buy a product they only saw as valuable when they died. By then they are past caring. However, they did care about their families, which is why it worked.

Also, to a lesser extent sales of term life before the 2011 regulation, though the personal engagement with living products reduced the need for arm twisting to the same degree.