Life Insurance

Are you working with Matures, Boomers, Gen X or…

Presented by Jim Linn Depending on your business, you could work with some, all or one of them specifically.  Today, your clients are not a one size fits all selling process.  What works for one, may not work for the others.  Knowing about the market you are working in and the selling tactics related to that market can help you produce more favorable results.  To give you an example:  Who has a teenage child (part of the youngest Millennial generation)?  Have you ever tried calling them only to get their voice mail or the recording that they don’t have their voice mail setup?  However, you text them and get an instant response.  Knowing their preferred method of contact will greatly increase your odds of securing an appointment.  There are countless studies that have been completed on generational sales and marketing.  I had the opportunity to listen to a presenter that has worked in this area for 18 years and provided valuable insight.  Click on the link below for information and videos relating to Generational Marketing   http://www.aig.com/generationmatters_3789_680638.html
Long Term Care and Disability Insurance

Why isn’t Disability Income insurance sold more?

Presented by Leonard Berthelsen   Ever stop and think for a minute what your life would be like if your paycheck stopped, your commission check wasn’t there or your renewals were reduced to a trickle? Why aren’t we asking our clients this question?  The most valuable asset that a person controls is their ability to earn an income.  How would our families be able to continue to be supported if the income just stopped? Now let’s look at it from a consumer perspective – additional premium, more insurance, what if I don’t use it.  I’m covered at work and my employer is paying the premium.  WOW, that is a lot of obstacles to overcome.  Maybe we look at Disability Income insurance as too complicated, premiums too expensive or that most people are covered at work. Well, most people aren’t covered at work as it has become common place to see employers not offer Disability Income insurance or reduce what they did have.  Only 2%-7% of working adults under age 55 have Disability Income insurance.  It’s only expensive if you make it expensive.  Return of Premium at set stages in your client’s life makes DI a better fit and more affordable. You can break Disability Income insurance down to a few basic elements that will allow you to talk and present comfortably to your clients; age, income, occupation and some basic health history.  The rest falls into place.  You will be surprised how receptive prospects and clients will be when you un-complicate and de-clutter DI coverage. On your next appointment, ask your client what they would do if their income suddenly stopped?  Give them the opportunity to protect that most valuable asset, their ability to bring home a paycheck.
Annuities

You’re More Than an “Insurance Agent”

Presented by David Corwin When someone asks you what you do for a living are you at a loss other than to say you are an insurance agent? People have their own preconceived notions of what an insurance agent is and often it isn’t as flattering as we might want it to be. People know what doctors, lawyers, architects and other professions do, but what do they really know about the value a professional insurance adviser can provide? What we do for the public can be more important and at certain times far more critical to people’s lives than many other professionals. The people you talk to don’t care about what your job is until they know how it will benefit them. Here are some great responses that I’ve compiled over the years: • I specialize in giving advice to seniors to provide a predictable lifetime income. • I work with families in planning ahead for an unforeseen, untimely death to make available dollars for ongoing expenses. • I focus on designing programs for the public to provide tax-free income for retirement. • I create ways for seniors to grow their money in a way that helps avoid probate delay and expense. It is crucial to know what you want to say before someone asks what you do. At a wedding reception, dinner party or other social event, when you discuss your business, a prepared, motivating description of your value proposition is a must. It’s all about describing how you work and how it benefits the people you work with.