Sales Concept Playbook

Presented by Gary Peterson Agents are always asking the question, “How can I get my clients and prospects interested in buying Life insurance?”  At Financial Brokerage, we have partnered with many carriers to offer sales ideas and concepts for you to use.  Here is an example from North American’s “Sales Concept Playbook”. Legacy Building: Help Maximize Assets Passed to Beneficiaries “Leverage is a term that most people have heard but few take advantage of. Life insurance provides an opportunity to use leverage to pass on greater assets to your heirs.  Think of it as buying dollars for pennies. If you have funds available to pass onto your heirs, each of those pennies can buy dollars and, therefore, leave behind a greater financial legacy.  The leverage of life insurance makes this possible.” Questions to ask:  “Do you have funds that in your mind are already set aside for passing on to your heirs at your death?”  “Are you sure you won’t need these funds in your lifetime?”  “Would you like to explore how, using those funds, you could multiply the amount of financial legacy you leave for your loved ones?”  Give us a call at 800-397-9999 and let’s work together to increase your Life Insurance sales.

Illinois Mutual – Occupation Class Upgrade

With Illinois Mutual’s Personal Paycheck Power DI, your eligible W-2 clients may receive a one-class occupation upgrade, which allows them to apply for additional optional benefits and riders offering them more coverage options. To learn more, download the W-2 Employee Occupation Class Upgrade for DI (Form A9680) flyer available on our Resource Library on the Agent Forum.

Insuring a Non-Working Spouse

Presented by Jim Linn Have you ever considered the cost to replace a stay-at-home spouse?  According to an article on http://www.businessinsider.com/value-of-stay-at-home-moms-2013-5 that value is in excess of $100,000 per year.  Consider the fact that the role of a stay-at-home spouse encompasses cooking, cleaning, errand running, chauffeuring and child care along with a list of additional daunting day to day tasks.  In the absence of this individual, the surviving spouse would be faced with the costs to hire someone to assume these duties.  Life insurance can provide a lump sum benefit that can provide the needed income to cover these costs.  Even though the non-working spouse does not receive a pay check there is still value in what they do and insurance carriers recognize that.  The amount of life insurance that can be placed on a non-working spouse varies by carrier and is anywhere from half of the working spouses amount of coverage up to 100% of the working spouses coverage.  As you meet with families that have a non-working spouse be sure to educate your clients on the value of a non-working spouse.  As always, your life marketing managers are here to assist with any questions you may have.  You can reach them at 1-800-397-9999.

Where Am I?

Presented by Gary Peterson In our technological world, we can use our GPS system to find out where we are and how we can get to another place. Now is a good time to turn on your “Sales GPS”, using it to guide you through the remainder of 2016.  You can find a path to increase your production and obtain the goals you set back in January. Or, you can expand upon your goals that have been reached. Following are more areas you can use to fine-tune this Sales GPS:                 Client reviews                 Client anniversaries or birthdays                 Referrals from your centers of influence                 Referrals from your current and past clients                 Partnering with local agents not in your product area You may come up with others, but the bottom line is, turn your Sales GPS on and put it to use today!

Eight Elements of Extended Care Riders

Not all extended care riders on life insurance policies are created equally. Do you know the differences? Different combinations will appeal to different clients more than others. View the first part of our video series to learn the eight elements of extended care riders offered on life insurance contracts and find the right formula for each client.