3Rs
Stop chasing parked cars ;
Mind your 3Rs instead
Well , here we are , rounding out another year . As most of us move into the fourth quarter of each year , we try to wrap up loose ends and then set plans for the next year . Always knowing that all plans need to be flexible but some things we ’ d love to be constant . Renewals , retention , and recruitment are some of the items we ’ d love to see set in stone . But as we know , not always the easiest to achieve .
Healthy renewals
When I think about renewals , I think about the insurance solutions that don ’ t have to be recreated year after year . In my world , most of those solutions fall under your health license . I know saying “ health ” makes some of us shudder , but it shouldn ’ t . I ’ m not talking about jumping into the major medical health insurance field , although more and more agents are getting back into that space . What I am referring to is disability income , Medicare , critical illness and long-term care insurance solutions . I might also suggest that having product solutions that don ’ t require re-selling every year , that certainly doesn ’ t mean you set it and forget it . With these clients , annual reviews are highly important . Medicare must be looked at every year and disability needs reviewed in the event of income changes and other factors .
Angie Hughes , LTCP , is a partner of Producer ’ s XL and speaks for local NAIFA Chapters and SFSP Chapters , as well as at national sales summits about life insurance , disability income , annuity , LTC , Critical Illness , and Medicare solutions . Contact Angie at Angie @ producersxl . com .
If you think about it , by selling DI , CI , LTC and Medicare , you are setting yourself up for renewability and renewable clients .
24 Perspectives Q4 2022