Life Insurance

High Deductible Survival Plan – Part Three

Presented by Brian Leising In parts one and two, I explained how a basic term life policy with a critical illness provision could help your clients pay their health insurance deductibles in the event of a major illness. In this part, I will introduce methods and tools you can use to market this new term life policy to your existing clients. Since we’re talking about your existing health insurance clients, you already know who your target audience will be and have their contact information. Why not stay in touch with your clients the old fashioned way, through the mail? Better yet, start using an e-mail campaign system. The graphic design team at Financial Brokerage has developed a piece you can use with your clients to drive interest in this concept. We can work with you to have this same piece emailed to your clients on a regular basis. If you are not taking advantage of social media to stay in touch with clients and find new ones, now is a great time to start. Posting helpful advice on your business Facebook page, Linked-in and Twitter accounts costs you absolutely nothing. If you are not familiar with these free online platforms, our Guide to using Social Media can help you get started. All of these resources are available for agents contracted through Financial Brokerage. We can also provide access to the insurance carriers that currently offer critical illness benefits in your state. There is no reason to make your clients wait until they are dead to benefit from their term life insurance policy.
Life Insurance

Six Questions for Six Life Insurance Sales to Seniors…

Presented by Brian Leising Do you have senior clients? Did they purchase only one product from you? Was it a Medicare supplement, annuity, long term care or final expense policy? If you were able to uncover the need for one insurance product, could you uncover another? What if you had six simple questions to ask your clients that would uncover additional sales? Do you need a good way to open up an estate planning conversation with a prospect you think may have a problem? Maybe a business owner? Why not ask: ”What steps have you taken to minimize your taxable estate to your heirs?” This is an easy way to lead into the conversation. You are assuming they have already done some planning. Most people have not, or if they did it was never completed. Keep in mind with the higher exclusion amounts that went into effect in 2012? The Federal estate tax may not apply in as many situations as it did in the past. Your state may impose its own state estate taxes at much lower thresholds. On top of that, income or capital gains taxes may also apply. Make sure you are working with an attorney who specializes in estate planning to minimize your client’s taxable estate first. If needed, life insurance can provide immediate funds to pay any remaining tax without liquidating assets. In part six I will discuss two opportunities that will open the door to your next generation of clients.