But getting the cold shoulder from young potential clients doesn’t deter Justin. His personal goal is to make purchasing life insurance “something that’s cool to do” by the time he’s 30. His logic: “When you’re younger, you’re the healthiest you’ll probably be in your life. So why not lock it in right now? Age and health dictate premiums. Even if you purchase term you can convert it later when your budget permits or as your life changes—for example, you marry, have a child, or start a business. Usually, if you wait, premiums and other costs increase.”
To help reinforce his point and appeal to younger clients, Justin developed a website (www.justinmjohnson.com) that includes articles, electronic seminars, several financial calculators, a comprehensive glossary of financial terms, and a library of tax resources. Justin also hosts quarterly financial talks for members of his community and his clients.
“I want my clients to be educated consumers,” Justin says. “I have had to call clients who were declined for life insurance. That’s a hard call to make. Getting insured is not guaranteed. There is a risk when you wait, so why wait?”