The hard sell becomes a question of your money or your life

AN insurance broker has to be a good actor and manipulator to be successful. The world then becomes his oyster.

I bought some life insurance from a friend of a friend's relative about a year ago. Not that I needed it, but I was held to ransom by the slick operator.

I told him I did not need any life insurance now that my children were old enough to look after themselves, and that I had a few bucks tucked away for my funeral when the inevitable happened to me. He said: 'You still need some protection; I worry about you.' After hours of fruitless persuasion, he changed tactics. First he sighed, then he let me in on a secret. He was a contender for an award for the salesman of the year, and he needed to sell one more policy to make it. Without that award, his future would be bleak. His voice started to crack and his eyes became watery. I was moved to tears. I was looking at a fine young man trying to win an award, and establish himself as a useful member of society. If I deprived him of that opportunity, he might lose his job, and start robbing people in the street.

I had no choice but let him rob me of a year's premium. That was a year ago.

Last week, I got a call from him, reminding me that it was time to renew my policy. I told him no, because I never really needed it, and I had bought a policy from him last year only to help him win an award. He said: 'But you need some protection.' He called again the following morning and said: 'We must talk.' That was why I ended up in a restaurant, waiting for him.

Here he comes, walking and talking on his mobile phone at the same time. He gives me a firm handshake and a broad smile. I waste no time and tell him once again that I do not need any life insurance. The only assurance I need after I die is a proper burial, for which I have saved some money - although that fund has dwindled considerably since last year because of the insurance payment.