Webinar – Mortgage Protection One-Up

April 29, 2019

Buying a home is one of the more monumental points in someone’s life, and it results in a lot of time spent thinking about personal finances. While many end consumers are aware of the need for Life insurance, many people are not aware of the existence of personal Disability and Critical Illness policies.

Assurity, a well-known company for Life, Disability and Critical Illness insurance, has designed a bundled product for all-in-one coverage on a single application. This product allows the consumer to purchase 1, 2, or all 3 lines with one application, paid by one bill and complete underwriting once! It greatly simplifies the financial conversation when a prospect comes to you and is seeking Life insurance.

Topics:

  • Accelerated underwriting as fast as instant issue
  • Protection from Death, Disability, and Critical illness on one policy
  • Simplified underwriting through tele-application or e-application
  • Sell to the need–not to the budget–and place more cases
  • See a case study and learn how simple and affordable this bundled protection can be

Tuesday, May 14, 2019     10:00am to 11:00am

Full Details


Industry Articles

January 9, 2019
  • 5 Questions About Life Insurance for 2019
    This might be a year when plain old reliable oatmeal looks good. Read more.
  • Life-LTC Hybrid Sales Soar: LIMRA
    About 25% of new U.S. life premiums paid for policies offering LTC or chronic illness benefits. Read more.
  • How to Help Your Clients Keep Their New Year’s Resolutions
    A successful journey to financial wellness can begin with one small baby step. Read more.

The Ten Commandments of Prospecting

January 4, 2019

By Bryce Sanders

If you had to pick one set of rules with staying power, the Ten Commandments tops the list.  A second set of ten commandments, specifically written for prospecting, has come to light.

  1. Thou shalt not imagine business comes to you. You must find it. You need some form of client acquisition strategy. It might be client-prospect dinners, cold calling, social media, networking, seminars, mailings or many other approaches. It must be active, not reactive.  You must be able to drive the process. It must target your market segment, not just anyone.
  2. Thou shalt not have a sour attitude when prospecting. It’s a driver of future revenue, not a necessary evil. Prospects can sense the enthusiasm (or lack thereof) in your voice, posture and attitude. Don’t overthink it. Once you get started and get into a rhythm, time passes quickly.
  3. Thou shalt prospect every day. Get it done early when you are fresh. Time block. Don’t skip it for four days and say you will spend all of Friday prospecting. You will end up calling in sick instead. Even the biggest producers allocate time to finding new business and new assets.
  4. Thou shalt use a script. Thou shalt not wing it and make up every conversation as you go along. You initially need to get the prospect’s attention, get them engaged and lower barriers. Sometimes they can make a comment or toss out a question that throws you off course. Working with a script allows you to easily get back on track.
  5. Thou shalt not take rejection personally. You approach someone for business. They say “Get lost.” Your entire relationship can be measured in seconds, not years. They don’t even know you. They either aren’t interested in buying now or don’t have money available. They’ve actually done you a favor and saved you time.

Full Article


Industry Articles

January 2, 2019
  • These 3 Threats Scare Gen Xers More Than Basic Retirement Costs: IRI
    Read more.
  • 12 New 2019 Tax Numbers for Agents to Know
    Bookmark this article, and then YOU’LL be the one who has the new numbers. Read more.
  • What to Say Now About LTCI Rate Increases
    A longtime LTCI specialist returns with a column about those premium changes. Read more.
  • New Tax Deduction Might Favor Life Agents Over Retirement Advisors
    The IRS is definitely leaning toward lumping actuaries together with actors, doctors and other fancy people. Read more.

To Close More Sales, Open This

December 19, 2018

If I were to ask you if you have an open mind when you enter a sales conversation, you would likely nod and think, “of course I do.” Most sales people would, but an open mind is not so simple, especially as the value of a potential sale climbs higher and higher.

A first meeting with a prospect can become a complex juggling act of agendas and concerns as you and your prospect both do your best to determine if continuing the conversation is worthwhile.

As the value of the prospect increases—which means the competition for that prospect’s attention increases in tandem—creating an engaging, thought-provoking meeting becomes more and more critical. The prospect already has an advisor, and she fields pitches from your competitors on a regular basis. To win the business, you have to stand out, and that means having a different kind of conversation.

Here is what most advisors don’t do when they enter a meeting: Listen.

Full Article


Industry Articles

December 5, 2018
  • The ABCs of Structured Annuities
    These are for clients who want some downside protection, and some upside participation. Read more.
  • Family Caregivers Are Getting Younger: Genworth
    Challenges include stress, and depression. Read more.
  • Respect, Trust and the Growing Senior Market
    Your prospects need to understand why what you’re doing matters. Read more.

Industry Articles

November 14, 2018
  • The Value of Prospects Who Don’t Close
    Sometimes, the best prospects are the ones who, originally, got away. Read more.
  • Worry of Waning Retirement Income Big Reason for Annuity Purchases: Study
    LIMRA says younger workers are more skeptical about Social Security. Read more.