Conversations with Aging Parents

Presented by Richard Mangiameli

Attached is a nice piece that was put together by F&G Life, on how to approach conversations with aging parents. This is a great thing to share, as I can see you using this as a business opportunity/value-add in a couple of different ways:

1) To use with existing clients who are 45-65 years old to possibly open the door to doing business with those clients’ parents.
2) To remind you with aging clientele to discuss the importance of having their affairs in order, and to possibly gain introductions to their children for future business.

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Call me on your next annuity case.

An Untapped Opportunity?

Presented by Donna Ries

According to the September 2013 U.S. Small Business Administration Office of Advocacy, with over 23 million small businesses in the United States, the market opportunity for business protection solutions is wide open. Small businesses need protection if an owner would become too sick or hurt to work. Overhead Expense insurance keeps the business running smoothly by reimbursing business expenses until the business owner can return to work during a disability. This type of policy helps pay for rent, employee salaries, utilities, loan payments, etc. to keep the doors open.

Overhead Expense premiums are tax-deductible for the business and the benefits received are reportable as income. Although benefits are taxable as income, the actual business expenses are deductible. Help protect the ability to keep up with overhead expenses that may force a business to close its doors. Propose Business Overhead insurance and disability insurance on your next business insurance visit.

Educate the Public About the Value of Life Insurance

If your clients and prospects were better informed about life insurance, do you think your job of selling would be easier?

I read an interesting article recently about the cost of insurance.  The article describes a survey that asked consumers to estimate the cost of a 20 year, $250,000 level-term life insurance policy for a healthy 30-year old. Their answer was about $400 annually.  The actual cost is half of that – around $190 annually.

Our job is, in part, one of educating and informing the people we work with about the value of and the remarkable affordability of today’s life insurance.  If the public were better informed about insurance it would make our jobs easier.  If we can demonstrate the real cost of life insurance and help them understand why it is important to have coverage for their families, the natural result will be more prospects and better sales.

So if the population thinks life insurance is expensive or they don’t really need it, it is our job to educate them.  Think about how you can expand your efforts to help educate your clients and your community about the importance of life insurance. An active approach to  this can lead to more business for you.

John Schraut, Life Sales Manager

Make Life Insurance Profitable (even when it’s not your main focus)

We work frequently with P&C agencies to show them how easy it can be to sell life insurance.  Remember, existing P&C clients (works well for banks, CPAs, etc.) already trust you or they wouldn’t be an existing P&C client!  And, when they trust you, it makes the life insurance sale a natural part of your conversation with them.  In fact, if you’re not already having those discussions, you may actually be doing a disservice to your clients.  If it’s important to insure their home, their car and other personal belongings, how can insuring their life be overlooked?

So, now that I’ve said it’s “easy”, how do we define that??  1) You’ve already done the prospecting because they’re already your client! 2) Financial Brokerage can create and brand life insurance-focused web pages for you to embed in your current web site 3) FB can also provide to you professional marketing materials to get your clients thinking about life insurance 4) We offer full-featured term quote engines, needs analysis tools and budget calculators that allow clients visiting your site to perform their own research and 5) We offer a robust e-mail marketing tool and provide client-facing e-mail newsletters  for you…all you have to do is provide the client e-mail addresses and send ’em out! and 6) And this is a big one…we have all the electronic tools that make it easy to write the app, which I’ve “blogged” about in the past.  No paper!!  In fact, you may not even need to ask all the awkward health questions (you know the type, “now what was the size of that boil again??”)

So, you’ve already got the clients and we provide everything you need to market life insurance and complete the sale in, say, ten minutes.  What’s not to like about additional revenue?!?!  And, if you’re not writing the life insurance, someone else is, and maybe it’s another P&C agency…and when they do, they slowly start to become “creepers”…creeping into a relationship with your client.  That doesn’t sound so good, does it?

Contact us at 800-397-99999 and ask for Kevin Kusleika, Senior VP and CTO or Sarah Stewart, COO to find out how we can help you help yourself!

You Are a Business Pro (yes, I stole the car-rental company tag line)

Do you still use an e-mail address for your business with a domain like or  Did you know that, for a very small amount, you can own your domain name (the part after the ‘@’ sign) with a great name like ‘’?  In our opinion, having your own domain name gives your business legitimacy.  Even if you don’t have your own web site, which I’ve spoken and blogged about in the past (yes, I think it’s a requirement in today’s business world), you can at least have the domain name.  Of course, one of the first methods a consumer might use to research you would be to look at your domain name within your e-mail address and try to access your web site by typing in ‘’.  If they find it, great!  That means you’ve taken the time and spent a little $$ to build your web presence.  If not, well, you should probably take the time and spend a little $$ to build your web presence!  Even if you’re technology-averse, it can easily be done through our web site hosting partner, which can be found through  And, as a bonus, you get all the help you need from me at no charge!  Hey, it’s a $1.99 value for free!

So now, at the very least, you have your own domain name and professional-looking e-mail addresses…and probably a web site as well since I’ve made you feel bad about NOT having one.  Did you know that we can build your business brand, logo, etc.?  We have a fantastic graphic designer on staff that has created branding for hundreds of clients!  You simply provide your thoughts, as complex or as simple as you wish, regarding theme, colors, look and he will do the rest.  Even if you have no thoughts, neither simple nor complex, he can work with that, too!  The guy’s like a mind-reader, even when there’s not much mind to read…trust me, he works with ME all the time.

After you’ve got the basics down…domain, web site (yes, you need to build one…have I mentioned that?), branding, it’s time to get started doing some really sweet e-mail marketing!  Call/e-mail and ask all the questions you want (still a $1.99 value for free) and we’ll get you going!  402-334-6330 or