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When initially sitting down with some clients with assets in tax sheltered accounts in the amount of 3 or 400k they think they can afford to take care of the risk, then I ask them if they would like to be protected by a company with only $400,000.00 in assets and they say "no way, you are crazy" not realizing that if they self-insure that is what they have done.

I see that question as phrased unfairly. The legitimate question would be something like this: "Would you like to be protected by a company that has $400,000 in assets backing up EACH of its customers, so that, for 1000 customers, it has $400,000,000 in assets?" Your more savvy clients will surely notice the discrepancy.

Chips, confidently self-insured
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