BSMG Blog: Protecting the Future of Families and Businesses

Use This Strategy to Close More Life Insurance Sales

6 Steps To Building A Successful Life Insurance Sales Strategy Using the "Balanced Approach"

Most of your clients face a dilemma as they find their life insurance needs shifting. They can either: 

  • Insure their highest level of coverage needed, even though it could be years from now, or
  • Insure their lowest level, all but guaranteeing they’ll be under-insured in the future.

Whether they are clients who are considering buying insurance for the first time or ones who realize that their current policy isn’t enough, finding the right balance is an important concept. 

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4 Costly Mistakes Clients Make When Claiming Social Security

For years, financial services companies have downplayed the role of Social Security in bolstering financial security in retirement. However, considering the increased financial risks, retirees are now burdened with the tax preferences that Social Security receives and the income options that Social Security now offers, a strong argument in favor of Social Security is being made. 

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Why Conduct a Policy Review in the First 5 Years


It is a common misconception by consumers that once a life insurance policy is purchased they can "set it and forget it."

Policy reviews offer you a unique opportunity. They allow you to reconnect with clients or connect with prospects about their protection needs. For clients, you can see what changes have occurred in their lives, and for referrals and prospects, it can be an eye-opening review. A life insurance policy review also offers you the chance to talk about whether or not the life insurance policies they purchased are still the right policy type and coverage amount to meet their current needs, and if it's not they can leverage their original underwriting and avoid a lengthy process. Ensuring clients’ coverage is still appropriate, is as—and in many ways more —important than the initial policy they purchased.

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Why Your Clients Aren't Buying Life Insurance

You know your clients need protection and we understand how challenging it can be to explain to them why they need life insurance. You have probably heard all of the excuses, but did you have the proper rebuttal to refute their protests?

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5 Reasons for Your Clients to Consider a Policy Exchange

A policy exchange (also known as a Section 1035 Exchange) is the process of directly transferring accumulated funds in a life insurance policy for another life insurance policy without creating a taxable event.

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What Every Client Should Know About Permanent Life Insurance

With so many different types of life insurance policies available it's easy for clients to feel overwhelmed or in over their heads. Most permanent policies can provide life insurance protection for their lifetime, but choosing the right one is not easy.

Make sure you mention these important points to your clients to help them better understand their purchase of a permanent life insurance policy.

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8 Communication Tips to Attract Clients Who Are Business Owners

Here are 8 Communication Tips for Insurance Agents to Attract Clients Who Own a Business:

  • Use a local phone number instead of an 800 number.

  • The best time to approach owners is Tuesday, Wednesday or Thursday.

  • Send personalized email:
    • Personalized subject lines indicate that the content is relevant to the owner or business, and increases panelists’ likelihood to open an email.
    • Send the email from an individual, rather than a marketing inbox.

  • Send personalized direct mail or letters: Use results-driven language (by doing this, you will get that).
    • Hand-addressed card-sized letters are opened most often.

  • Simplify and speak in terms that are easy to understand.

  • Incorporate messaging about ROI, rather than price.

  • Be sure to follow-up:
    • Follow-up even if you are told no, but provide educational information when you do.
    • The owner may not buy now, but follow-ups may help you get the business later.
    • Advise with frequency tailored to their needs.
    • Use non-evasive regular touches by checking in every 60-90 days after initial point of contact.
    • Perform more of a branding call vs. a sales call: Example: “This is John Doe, from Mutual of Omaha, checking on how your business is doing and reminding you that I’m here if you need me. Would you like me to follow-up monthly, bimonthly or quarterly?”
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Pitch a 'No-Hitter' for Team LTCi

Use this list of suggested talking points to hit a homerun for long-term care insurance against these top 4 client objections.

Client: Long-term care coverage is too expensive.
Agent: Life Insurance with a long-term care rider can be surprisingly affordable. While the exact cost will vary based on your age, sex and other factors, the cost of adding the rider to your policy can be offset by other advantages and benefits - choice, control and flexibility.

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Using Persona's to Get to Your Annuity Pot of Gold

Happy St. Patrick's Day! We thought we'd share a great tip to help you reach your own "pot of gold". Establishing and targeting personas is a key tool to grow your business and here's why.

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8 Things Your Clients Need to Know About Social Security

Are you prepared to help your clients see the whole Social Security picture?

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