SALES AND MANAGEMENT
Superman from page 28
I find Disability Incomes sales fun . It ’ s like trying to sell protection to Superman .
Pennies on the dollar lesson
Case in point , if I ’ m talking with a P & C agent , I will lead with term life and our Vive platform . Who doesn ’ t like a ridiculously fast term quote platform that allows them to quote , pre-qualify and apply in 5 minutes ? Transactional is the name of the game there . Send out a term quote with every homeowner policy . I also like to suggest when you know your younger clients are starting a family or buying their first home , that ’ s the time to do some life coaching .
I remember when I was about to be a mom and we had just bought our first home , our home & auto agent said , “ you kids need some life insurance .” He was right , now what we bought wasn ’ t right . A 10-year term policy on a 30-year mortgage and new baby on the way , wasn ’ t the right solution so shame on him for not educating us instead of assuming a 10-year term was all we could afford . This would have been the perfect time to explain Pennies on the Dollar . You know , if you gave the insurance company $ 2 and they would give your spouse $ 100 of life insurance to protect those you love , clear debt , pay miscellaneous expenses , replace lost income , how many dollars would you give them ? Sitting down and explaining life insurance without talking term , universal or whole life , that is priceless .
If I ’ m talking to a financial advisor , I like to talk about extended care planning and do they find long-term care insurance to be an asset or an expense . Is a 1 % use of monies worth protecting the million or so assets under management ? Is a reposition of funds worth protecting the entire wealth accumulation ? I also never miss the opportunity to ask about business ownership or anyone filing any type of self-employment income . Every financial advisor I ’ ve worked with agrees that they don ’ t have ALL assets under management so it ’ s worth talking about the opportunity for tax deductibility . What I ’ m really trying to do is find what insurance solutions I can offer and assist with what they don ’ t already have and have that be a part of the natural conversations that they would be having with their clients .
The Superman sale
I must be a glutton for punishment , as I find Disability Incomes sales fun . It ’ s like trying to sell protection to Superman . The conversation becomes a little easier when you can point out how many times a day , a week , a month , you see a Go Fund Me page start up on account of a young person who has had an accident or illness and they weren ’ t financially prepared for the loss of income . I say , Go Fund Yourself …. that ’ s where Disability Income Insurance comes in .
One of the largest areas of focus is on Medicare solutions . Now this one is not always the easiest because not many want to jump into the health insurance space . This area takes some time and education to bring the agent to a level of understanding and comfort . To simply say “ If I could show you how to prospect within your own book of business , with a solution that most have to have , and most of the time it is guarantee issue , and you can earn a renewable income stream for many years to come ” that will pique their interest . Now we recommend becoming a Complete Medicare Advisor so lots of times we are helping them build a team to support this inside their agency .
Measuring success
I measure success by how successful I can make others . Success isn ’ t just a monetary concern . Learning and educating are just as important . Opening new markets that agents haven ’ t explored is very fulfilling . Showing new sales concepts and sharing meaningful storytelling is what sales are made of . You know ; Sugar & Spice and Everything Nice ! Being able to uncover a need that a client has and finding the right solution is what makes our jobs fun . Diversity of products and solutions with practical sales ideas is the name of the game for independent distribution .
Happy Selling !
30 Perspectives Q4 2021