Perspectives Q4 2022 Perspectives Q4 2022 | Page 11

Craig Berson President , Berson – Sokol Agency , Inc .
Mary Ann Lacey-Gray , CLTC President , Underwriters Marketing Service ( UMS )
Michael Tessler President , BUI
Charles K . Hirsch , CLU
President of Hirsch Communications Consulting , LLC , is a regular contributor to NAILBA ’ s Independent and Perspectives publications . As previous editor and publisher of Life Insurance Selling magazine , he also provides consulting services to the industry . Charles . K . Hirsch @ gmail . com
Dr . Guy Baker , MBA , MSFS , MSM , ChFC , CFP Managing Director , Wealth Teams Alliance , LLC
Regina Bedoya , CLU , ChFC President , RB Financial Advisors
Gregory B . Gagne , ChFC Founder , Affinity Investment Group , LLC

BGA Perspective

Retention

Craig Berson is the president of Berson – Sokol Agency , Inc ., a brokerage general agency . The insurance business was in his blood at a young age , he says , as he was licensed while a senior in high school . Reflecting on the changes over the years , he stated , “ With the advent of social media , email , and online applications , the art of human interaction and verbal communication has been lost . This goes for insurance companies , insurance wholesalers , and insurance agents alike .
Our best sales and relationships come from those brokers with whom we meet on a one-to-one basis , where we can learn about their business and determine how we can best help them in their business . Thus , this goes right in line with our company tagline — ‘ Our Business is Helping Yours .’
“ Of course , the other key is follow through ,” Berson continued . “ You have to do what you say you are going to do , and do so on a timely basis . Most importantly , stay in touch ; this is not a one and done game . The sales process is a relationship game , and you must bring value .”
All about the benefits
Given the state of the economy and the personal economic challenges of many people , Berson shared , “ The biggest economic challenge our nation faces is that Washington spends too much money and then looks to the public to pay for their childlike spending through increased taxes . We focus on talking about the many benefits inherent to life insurance — topics such as tax-deferred cash accumulation , tax-free death benefit , tax-free acceleration of death benefit for long-term care needs , tax-free distributions for supplemental income , favorable internal rates of return , and others . Therefore , as Americans in general and brokers in particular come to grips with increased taxes and with inflation decreasing buying power , we expect and hope that more insurance will be sold and thus are expecting a strong 2023 .”
Mary Ann Lacey-Gray , president of Underwriters Marketing Service ( UMS ), and recently selected Board President of the Federation of Americans for Consumer Choice ( FACC ) explained how her group is seeing opportunities become available because of Covid , increasing interest rates , and inflation ; as well as what attracts agent attention .
Marketing 3Rs continued on page 12
www . nailba . org 11