BSMG Blog: Protecting the Future of Families and Businesses

Generation Matters: Connect With Clients and Generate Sales

Part of the key to connecting with clients lies in the ability to understand their generational points of view. In some cases, the generational differences are minor, and in others, they could prevent you from connecting with a consumer and turning him or her into a client.

Read More

Sell Life Insurance Across the Ages: Generational Tactics That Work

Applying generational marketing tactics can help you connect with more consumers in today’s diverse marketplace. Consider the tips below for connecting with the four distinct generations.

Read More

Advanced Sales: Leveraging Social Security Benefits With Life Insurance

High-net-worth individuals (HNWI) who are thinking of retirement may not need their Social Security retirement benefits to cover their fixed costs of living.

They may have other sources of income such as rental income, defined benefit pensions, K-1 “pass-through” income from ownership of S Corps or LLCs, required minimum distributions from IRAs, and other investment portfolio income. Whether they retire at the full Social Security retirement age of 66, or wait for a maximum benefit at age 70 to take advantage of a payout that may be over 30% higher than what they would have received at age 66, these clients will have to decide where to place their after-tax Social Security benefits.

Read More

The 4 Most Common Risks In Retirement

  1. Market Volatility  
  2. Longevity 
  3. Inflation  
  4. Interest Rate Risk

Risk #1: Market Volatility

27% of Americans are worried the stock market will experience a major decline in the near future. 

In this fictional example, financial advisor Dave teaches you how to sell annuities as a way to mitigate client concerns about market fluctuations.

Over the years, Dave has been managing Karen’s account to maximize her growth potential. As Karen approaches retirement she has expressed her concern over what another market decline would do to her retirement income. She certainly does not want to “give back” or lose the gains she has made, yet she also wants to make sure her money continues to have growth potential. 

Read: Low Interest Rates & Market Turmoil: Managing Market Volatility with Fixed Index Annuities

Read More

[Video Blog] LTC & Chronic Illness Riders

Living Benefits of Life Insurance Using Long-Term Care Riders (LTC) and Chronic Illness Riders

Dana Darlington, Vice President of Sales at Brokers' Service Marketing Group, discusses new ways your clients can access their death benefit while they are alive. Watch the Video Blog Now!

Read More

Why Traditional Estate Planning Is Not Enough

Despite all the time and effort that’s put into traditional estate planning, the results have been less than remarkable. Research has shown that 70% of a family’s inherited wealth is lost by the first generation of heirs, and 90% is lost by the following generation.*

A traditional approach to estate planning can be passive/aggressive—neither assertive nor interpersonal, but has a major impact on other members of clients' families without their input.

Read More

Better Together: Selling Combo Life & DI

Does your client's lifestyle depend on their income? Of course it does!

What would their standard of living be if they were suddenly too sick or hurt to work and could no longer earn an income? Even if your clients have a spouse who works, could their spouse’s income alone support the family? And what would happen to their savings? To their retirement plans? To their children’s opportunity for a college education? To their dreams?

Nobody wants to think about it, but you, the advisor, must take steps to help your clients protect their family and their future. The good news is that you can help your clients take control of their personal financial situation – starting now.

Read More

The 22 Immutable Laws of Branding for Insurance Agents & Advisors

If you think branding is only for big companies, this might surprise you:

"Big companies don’t brand very well. In fact, individual agents and advisors might serve as better brands for insurance companies than the companies themselves." 

- Al Ries, as quoted from

Read More

7 Sources for Potential Foreign National Clients

Take a quick look around you and think about the different faces you see every day on your way to work, getting coffee or in your neighborhood. The key to expanding your practice could be sitting right in front of you. 

Read More

The Do's and Don'ts of Working with Widows

70% of widows change advisors after her spouse dies. Do you know what to do when your client tells you she has lost her significant other?

Many widows feel lost without the opinion of their spouse when it comes to making financial decisions. Advisors walk a fine line when addressing these concerns. It is important to know the best way to guide your widowed clients in the best direction possible for their future.

Here are some quick tips to keep in mind so you can retain these clients for life:

Read More