After two years of trying, Hank Cochran finally wrote some life insurance for a preacher in his area. The Modern Woodmen representative from Lucedale, Miss., became very close to this new member over the following years. The preacher rarely missed a camp (chapter) activity. He enjoyed them so much he would be at the activity early and stay until the last person left.
About four years later, he was killed in a car accident.
Although death claims are a normal part of a representative’s job, dealing with them can be tough. “Some can get really touchy,” says Hank, who has handled over 45 death claims since he started with Modern Woodmen in 1988. “With our camp activities, you get to know these people as more than just a customer. They’re friends.”
As is the case with many clergymen, the preacher’s family lived in a parsonage by the church. They didn’t have a home to call their own. So when he died, his wife, Linda, lost a husband, an income and a home all at the same time. Life insurance literally helped her move on.
Realizing the impact “If it hadn’t been for something I did writing life insurance for them ... where would Linda be living today? She’s got a house to live in now because of something I did,” Hank continues. “That benefited her way more than the commissions I made off of it. That makes me feel proud.”
Hank estimates he’s paid in excess of $3 million in death claims to members’ families over the years. When he adds up the impact of his career, he’s amazed.
“What other business could I open in the little town where I live, put back the hundreds of thousands of dollars a year I do [through life insurance benefits and fraternal benefits and programs] and be the only employee? I mean, really, what else could I do?” he asks.
“I can’t think of anything else I would rather do.”