Life Insurance

Three ways for a Property and Casualty Agency to…

Presented by Brian Leising   Are you concerned about losing clients to your competition?  Looking for new ways to boost your retention rates and grow revenue?  The average client retention rate is 10% higher when agencies cross-sell products.  Many agencies fail to effectively cross-sell life insurance because they do just a few basic things the wrong way.  You need a plan.  Here is the third item that all successful agencies use to sell life insurance to their auto and homeowners clients: Use online applications.  You probably use these for your other lines of business already.  Nobody likes more paperwork.  You can be physically in front of your client, or speak with them over the phone.  Either way, the online process speeds up the underwriting system and eliminates paperwork errors.  Not familiar with this process?  Check out a how-to video and then listen to what a once-reluctant online app adopter has to say about the process.
Life Insurance

Three ways for a Property and Casualty Agency to…

Presented by Brian Leising   Are you concerned about losing clients to your competition?  Looking for new ways to boost your retention rates and grow revenue?  The average client retention rate is 10% higher when agencies cross-sell products.  Many agencies fail to effectively cross-sell life insurance because they do just a few basic things the wrong way.  You need a plan.  Here is the second of three items that all successful agencies use to sell life insurance to their auto and homeowners clients:  
  1. Understand life insurance must be sold pro-actively. Selling auto and homeowners insurance involves sales skills, but selling life insurance requires a different skill set, a different approach.  People are not required to purchase life insurance.  The lowest price is not going to make the sale.  You have to make them realize they need the coverage.  You cannot throw out numbers of different coverage amounts and expect them to pick one.  You need a system in place to determine the amount and type of coverage needed for your client’s situation.  It really doesn’t matter if you use a computer program or a quick analysis on a napkin, have a system to use and use it, every time.  In the end, the computerized systems and the shorthand napkin systems arrive at nearly the same coverage amounts.  People only buy life insurance for two reasons, they love someone or they owe someone.  All systems take these reasons into account.  We tend to look at them as debts to pay off (owe someone) and income to provide (love someone).  Looking for a system to use?
    1. Financial Brokerage quoting engine needs analysis
    2. Calculate Your Needs from lifehappens.org
    3. My two-column shorthand system (article coming soon!)
    4. The four zeroes (0000) approach (article coming soon!)
Start using one of these systems this week, then check back next week for part three.
Life Insurance

Three ways for a Property and Casualty Agency to…

Presented by Brian Leising   Are you concerned about losing clients to your competition?  Looking for new ways to boost your retention rates and grow revenue?  The average client retention rate is 10% higher when agencies cross-sell products.  Many agencies fail to effectively cross-sell life insurance because they do just a few basic things the wrong way.  You need a plan.  Here are three items that all successful agencies use to sell life insurance to their auto and homeowners’ clients: Have a system in place to ask for life insurance business.  It doesn’t matter what system you use, have one and use it.  One agent I know has a dollar bill and sign on his desk that says “This dollar is yours if I don’t ask you about life insurance.”  Do you send out annual review letters or e-mails?  Be sure you include life insurance.  You could also play a video in your office waiting area.  The LIFE organization has several “Real Life Stories” available at www.lifehappens.org. Work on this first, then check back next week for part two.
Life Insurance

I sell life insurance

Presented by Jim Linn   Other salespeople are limited.  They just sell furniture, appliances, cars or shoes. I make life worth living by selling those things and many more.  I sell meat, bread and milk for the table of a family deprived of a father or mother.  I sell cancelled mortgages so that mother or father and children can live comfortably.  I sell college educations to give the children better opportunities in life.  I also sell the little extras like ice cream cones, roller blades, movie tickets and a dress for the prom.  I sell time with grandchildren, golf clubs, fishing tackle, exciting trips, retirement income and self respect for later years.  I sell all the necessities and good things for life, because life insurance is for the living.
Life Insurance

What Social Security Seminars can do for YOU –…

Presented by Brian Leising Let’s put our two problems (you need more clients, pre-retirees need professional help) together and come up with a plan to help both parties. How many of your clients nearing retirement know their optimal social security filing option? What if you could help them make sense of governmental red tape and demonstrate potential consequences? What if you could sell a lot more permanent life insurance and annuities by doing so? Your clients know they can file for social security when they get older but most people have no idea when it’s best to file, that different filing options exist, or realize the financial consequences of those options. Producers all across the country are experiencing PHENOMENAL SUCCESS implementing Social Security Maximization Seminars. By hosting “no food” seminars at local libraries and community colleges, they are filling rooms with more prospects and at less cost than old-fashioned dinner seminars. The numbers back this up. I interviewed several producers in the past year. Here’s the feedback. A seminar will put you in front of 60-80 people per week on average. One third will say thank you and you will never see them again. One third will request a free social security analysis and may give you another appointment down the road. One third will be interested in a full retirement planning analysis – from YOU! This opens up new multiple annuity, life insurance and long term care sales. How do you get started? Familiarize yourself with the concept first. Financial Brokerage can provide materials to help you learn at your own pace, including written material, training videos, software and actual consumer workbooks. Armed with that knowledge, put it to the test. Call your clients that are approaching retirement but have not yet filed for social security. Target ages 55-62. Walk them through the process. Now you know more than 99% of the country. Pick a date and we’ll discuss how we can help you host your first Social Security Maximization Seminar.