1 Comment 6 Sep 2017
September is Life Insurance Awareness Month (LIAM)! According to Life Happens, the purpose of highlighting life insurance for an entire month is "to make sure Americans are reminded of the need to include life insurance in their financial plans." Each September, Life Happens is joined in this educational initiative by more than 100 of the nation’s leading insurance companies and industry groups.Read More
The number one reason that people purchase life insurance policies is to protect the ones they LOVE. All too often we hear horrible stories of people who unexpectedly pass away and their families are left scrambling. Life insurance can be a difficult topic to talk about but finding the time to discuss it with your clients is so important. Life Happens is a website that advocates for life insurance awareness. They create campaigns that are dedicated to educating people on the important role life insurance can play in their lives. One of these campaigns is "Insure Your Love" and it's a great way for you to start the conversation with your clients!
Are you asking your clients for referrals? How are you asking them? Which clients are you asking and how often do you inquire about referrals? You've heard it before, the easiest and cheapest way to grow your business is to tap into the resources you already have - so why not start with your clients? Your clients already have experience working with you so why pay for a prospective client list or for advertising, when you can grow your business for free? Yes, those forms of prospecting should still be a part of your business, but don't overlook the power of referrals. Here are some life insurance sales tips on which of your clients you should be asking referrals from, how you should be asking them and when you should be following up with them.
No Comments 25 Aug 2017
One of the most highly sought after sales prospecting tools revolves around simply getting in front of more prospects! But how can you get in front of them if they won't give you the time of day? Does this scenario sound familiar?
You spend a portion of your day reaching out to potential prospects as part of your strategy to grow your business. However, at the end of the day all you have to show for that activity is a list of voicemails you've left and emails you've sent. Days turn into weeks and all of a sudden you realize that all of this activity has gotten you no closer to building your client base. So what can you do to ensure more prospects call you back? Follow these tips below!Read More
The Case Challenge:
A 75 yeaIr old gentleman was previously deemed uninsurable by 7 life companies for $9,000,000 of Survivorship coverage due to extensive coronary artery disease history. An initial clinical triage unveiled past inferior and anteroseptal heart attacks, diffuse coronary artery disease, enlarged heart, Stage II chronic kidney disease and a 2012 brain injury.
No Comments 21 Aug 2017
The LIMRA's 2017 Insurance Barometer Study is available and we bring you the highlights of what our team found most interesting about current consumer behavior. The results are impressive and confirms why you should be including life insurance within your broker services toolkit.
For the 7th year in row, LIMRA's 2017 Insurance Barometer Study has identified that the most common concern your client has is the ability to afford a comfortable retirement.Read More
Welcome back to the newest installment of Brokers’ Service Marketing Group's “Letter to a Broker” series. In this collection of blogs, we ask our sales team to create insightful pieces based on topics they cover every day. Our second letter takes an in-depth look at one of the industry’s finest products: fixed index annuities.Read More
In today's competitive marketplace, building your business, growing the client roster and developing your professional reputation should be an integral part of your business plan. Networking is still the most successful way to build quality connections however social media has changed the way that we network. We've gone from "you should have a social presence" to it being an absolute necessity. Having an up-to-date website and being active on social media (especially LinkedIn) are leading factors for advisors who log a high number of face-to-face meetings. We've compiled five of our top takeaways when it comes to social media for financial advisors.Read More
Get the most out of one meeting by asking your clients the right questions.
You have the prospective client in your office or on the phone, now what do you do? Start by asking the right, open-ended questions to create a meaningful conversation. Get your clients to talk about themselves in order to gather as much information as you can, in as little time as possible.
Target the basics: Who, What, Where, Why, and How. Use the questions below as a financial advisor prospecting tool to hold a productive client exchange. The answers to these questions will assist you in providing the best financial recommendations.