Monday Memos

The importance of working with a disability specialist

As times change, so do the complexities of disability insurance underwriting. Entering the big picture are how political correctness and state laws are factoring in to application decisions.  The standard guidelines are becoming rigid or in some cases are blurred, depending on how we view them.  How do we guide our clients to the correct products with the best outcomes?

A super important story to read is posted below.  It shows the complexities of disability insurance underwriting in this new day.

“Disability insurance specialists contend that informing clients about options for insuring their ability to earn a paycheck is more critical than ever, and that non-specialists need to know when to reach out to colleagues to help the clients get the best possible results.

“Individual disability insurance is tougher, underwriting-wise, even that life insurance,”  Larry Schneider, owner of the Disability Insurance Resource Center, said Thursday in an interview.

http://www.thinkadvisor.com/2018/02/16/how-a-top-disability-specialist-reads-that-big-app?eNL=5a87516b160ba024558b4602&utm_source=TA_LifeHealthNewsFlash&utm_medium=EMC-Email_editorial&utm_campaign=02162018

The bottom line is to make sure you deal with a specialist.  Someone who is an expert in navigating the old avenues in addition to the new roads to application approvals.  Through your strategic partnership, you have access to a specialist team.

Regards,

Steve


This week’s seminar will take place on Thursday, February 22nd, 4:00 p.m. to 4:30 p.m. EST.

A sales seminar with Steve Kobrin, LUTCF, principal and founder of The Kobrin Agency.

Steve has been specializing in tough life insurance cases for over 26 years.
He now helps brokers, advisers, and financial firms across the country utilize his organization and become a primary resource for the insurance needs of their own clients for all life insurance products, disability insurance, long-term care insurance, and fixed annuities. This week’s focus will be on the importance of working with a disability insurance specialist in today’s rapidly changing underwriting environment.



Come join our LinkedIn group!

“How to make your strategic insurance partnership hum with activity!”

This group is for brokers and advisers who have formed a strategic partnership with the Office of Steven H Kobrin, LUTCF/The Hardersen Group/Crump. It is also for financial professionals who want to learn more and potentially join us.

Strategic partnerships among sales people, general agents, and wholesalers are the wave of the future in our industry. Together we can bring the best products and services to more insurance consumers than ever before. This group will provide you with ideas and insights on how to do that. 

Simply click this link to join the group!   https://www.linkedin.com/groups/8635490
If you are a Linkedin member, just click the link and login.  If you are not a Linkedin member, you can join after clicking the link.

How to compose an elevator pitch with punch

“How to compose an elevator pitch with punch”

The elevator pitch is an essential tool in every salesperson’s toolkit. The exercise of having to clearly and concisely explain what you do to somebody while riding in an elevator with them, is excellent training. It forces you to “draw quickly” with your value proposition, and make the best first impression right off the bat. It will come into play every time you meet a new prospect, attend a networking function, and shmooze with new friends at a party.

Here’s my elevator pitch.

“I help brokers and advisers solve a major problem: how to take advantage of cross-selling opportunities to their clients, when they don’t have the expertise or the time to sell the products themselves.”

Here are five reasons for why I find it to be very effective. If you can incorporate these basic elements into your own pitch, you will give it a lot of punch. My own practice is based on the distribution of life insurance, disability insurance, long-term care insurance, and fixed annuities; nonetheless, you can adapt it for your own products and services.

1. My pitch shows I am a problem solver. That is exactly what I am paid to do: solve problems. This is true for all of us in the financial services industry: we sell solutions to our clients’ financial problems, through products, strategies, and/or advice.

Since I work with fellow brokers and advisers, my pitch is directed to them. But, I say the same thing to consumers. I think it enhances my prestige when they know that I am a professional who helps other professionals.

2. My pitch also emphasizes that I solve a major problem – not just any problem. We each face all sorts of problems every day. Some are big, some are medium, and some are small. Not every expert can solve every problem. I am an expert who can solve a big problem. Therefore, I can deliver exceptional value.

3. I identify the problem quickly: how to take advantage of cross-selling opportunities. This is a dilemma we all face. The fact of the matter is that our clients have multiple product needs. When we sell them the product in which we specialize, it’s only natural to want to sell them products to meet their other needs. Many times they ask us for this help.

4. But I also show that I realize there’s a problem in doing this: many times, we don’t have the expertise or the time needed to sell these additional products. We have chosen to be a master of one craft, as opposed to a jack of all trades and master of none. Or, if we have developed the capability to deliver multiple products, we don’t always have the time or inclination to do so.

5. Note that I illustrate several reasons for why a broker or advisor may have this problem. It could be lack of expertise, but it could also be lack of time or inclination. In actuality, we don’t take advantage of cross-selling opportunities for any number of reasons. Simply by naming two, I get my prospect thinking about them, and perhaps any other reasons for why they are leaving money on the table.

So how exactly do we get that sale? This is what I get my prospect to think about in the fifteen seconds it takes to deliver my elevator pitch. Such is the power of that sales tool.


This week’s seminar will take place on Thursday, February 15th, 4:00 p.m. to 4:30 p.m. EST.

 

A sales seminar with Joe Cocanour, Director of Agency Services for Crump InsureNOW Direct.

Joe is our Crump contact for setting up institutional clients.  His topic this week is ‘When to Use Sales Assist’.  He will provide reasons, examples and tips on how to best utilize his team for referred business.  Learn how the team can assist you with many situations: complicated cases, out of state sales, small cases, carriers which you are not appointed or products in which you are not a specialist.


Come join our LinkedIn group!

 

“How to make your strategic insurance partnership hum with activity!”

 

This group is for brokers and advisers who have formed a strategic partnership with the Office of Steven H Kobrin, LUTCF/The Hardersen Group/Crump. It is also for financial professionals who want to learn more and potentially join us.

 

Strategic partnerships among sales people, general agents, and wholesalers are the wave of the future in our industry. Together we can bring the best products and services to more insurance consumers than ever before. This group will provide you with ideas and insights on how to do that. 

 

Simply click this link to join the group!   https://www.linkedin.com/groups/8635490
If you are a Linkedin member, just click the link and login.  If you are not a Linkedin member, you can join after clicking the link.

What expectations should you have of your general agent for impaired risk cases

In a prior Monday Memo, I highlighted the skills and practices you should have if you want to place substandard life insurance business. Here now I present the other side of the coin – the skills and practices that should be presented by your general agent. After all, it is through the collaboration of the GA and broker that the client’s immediate and future needs for life insurance are met.

I am pleased to say that the Hardersen Group has these qualifications, which is why I use them for my higher risk business – and which is why I am encouraging you to do the same!

  1. What to provide your GA: a Ready Buyer.

Your client must have a need for life insurance; the means to pay for it; and the intent to buy a policy now. Otherwise, it is not worth their time, your time, or the general agent and carrier’s time to prequalify them and put them through underwriting. Of particular importance is their premium threshold – the amount of money per month or year they would be comfortable paying for life insurance.

What to expect from your GA: attitude attitude attitude. 

They should be keenly motivated to get this done. If you as a broker deliver a client with his checkbook out – ready to do business – then your GA should be prepared to scour the ends of the earth to get an offer.

  1. What to provide your GA: thorough and accurate quote information.

This includes the completion of quote questionnaires; copies of prior application; medical records as needed; and the completion of risk questionnaires/follow-up information. If these items are not readily available, you will need to work with your client to obtain them.

What to expect from your GA: a sophisticated in-house quoting capability.

It can’t always be a question of just sending the case out to carriers and waiting for responses. If the GA truly is a specialist in high-risk cases, they should have enough skills and experience to get you into a price ballpark without having to shop it out. If the case is too complex to prequalify without records or carrier input, they should be able to specify in short order what additional information is required.

  1. What to provide your GA: an application.

It is expected that once prequalification is completed and reliable quotes are presented, you will close the sale and gain your client’s agreement to submit an application. It is vitally important that you have the highest possible ratio of applications to quotes in order to continue to receive favorable underwriting from carriers.

What to expect from your GA: concierge brokerage services.

Once you close the sale, their underwriting team should take it from there. They should get the application completed for you, get the client signature, and move right into case management. This way you can move on to the next sale and not burden yourself or your staff with administrative chores.

And they should do this for a case of any size and any product – not just the big cases.

  1. What to provide your GA: client management.

Both the prequalification and underwriting processes can be long and arduous. Your client will need you to lead them on this journey with confidence. You will need to keep them updated on their progress; help resolve issues that arise; and advocate on their behalf to make sure their interests remain front and center.

What to expect from your GA: advocacy.

There should be a full-court press to get an approval at the rate quoted. If no information emerges in underwriting to contradict the preliminary file, then you should get the rate at which you sold the case. What if one underwriter prequalifies the case at Table 4, but the underwriter who gets the app says it should be Table 6? Not your problem.

  1. What to provide your GA: client insurability monitoring.

For applicants that pose higher risks, the life insurance purchase often takes place in stages. Improvements in their medical condition/lifestyle can make them eligible for lower pricing and better value in the future. They will need guidance on when to go back to market to upgrade their coverage.

What to expect from your GA: guidance on setting up the next sale.

If a case cannot be placed now – and sometimes that is the case – then the GA should specify the circumstances under which the case could be placed. What changes in medical condition or lifestyle would need to be made?

Similarly, let’s say this time around the client qualifies for a Table 6. What has to happen for that to be Table 4 or better in the future?



This week’s seminar will take place on Thursday, February 8th, 4:00 p.m. to 4:30 p.m. EST.

A sales seminar with Darren Hardersen, FLMI, Principal of The Hardersen Group.

Darren is our General Agent with Crump, our MGA. He will discuss long-term care insurance product history, and explanation as to why rates keep going up.  He will explain how, through our brokerage services, you and your clients have access to virtually all the carriers in the marketplace. This product can still be sold if you involve people who know what they’re doing.



Come join our LinkedIn group!

“How to make your strategic insurance partnership hum with activity!”

This group is for brokers and advisers who have formed a strategic partnership with the Office of Steven H Kobrin, LUTCF/The Hardersen Group/Crump. It is also for financial professionals who want to learn more and potentially join us.

Strategic partnerships among sales people, general agents, and wholesalers are the wave of the future in our industry. Together we can bring the best products and services to more insurance consumers than ever before. This group will provide you with ideas and insights on how to do that. 

Simply click this link to join the group!   https://www.linkedin.com/groups/8635490
If you are a Linkedin member, just click the link and login.  If you are not a Linkedin member, you can join after clicking the link.

Why the sales person has to be a team leader

I have found that to succeed in the financial services industry today, you have to wear at least three hats: expert in your field; business person; and team leader. We have covered the need to be a product or service specialist in other articles, and will continue to write about this theme. In addition, the importance of being a good business person has been addressed, and more attention will be given to this in the future as well. This post will focus on being a team leader.

The bottom line is that it takes a team to service a client. There is no escaping that. An insurance or investment sales person simply cannot perform all the functions necessary to deliver client satisfaction. When I first entered the life insurance business almost three decades ago, I was educated about a behavioral-typing model that described a very effective client service team. The model looked like this:

Finder: the marketer who would prospect for new business.

Minder: the advisor who would simply pick up the phone and see how clients or prospects were doing.

Grinder: the technician who would provide quotes/illustrations/underwriting information.

Binder: the product or service expert who would be brought in to close a sale.

If you are in business for yourself, you always have to have some Finder in you. To generate ongoing activity, you have to connect with potential prospects. Either you do it yourself, or you pay people to do it via one of the many marketing methodologies available, both online and off. Then, when you come across a sales opportunity, you spring your team into action. And you know what? It’s a very good selling point to say that you have a team behind you of top-caliber professionals to get the job done thoroughly and accurately. Together, they back you in delivering the highest quality service to your client.



This week’s seminar will take place on Thursday, February 1st, 11:00 a.m. to 11:30 a.m. EST.

A sales seminar with Brian Bircher of Crump Insurance Services. Brian is our insurance consultant with Direct Sales Assist.

Brian will describe how he serves as a team leader, coordinating the efforts of product specialists, underwriters, and case managers to help your clients purchase insurance and annuities.

 



Come join our LinkedIn group!

“How to make your strategic insurance partnership hum with activity!”

This group is for brokers and advisers who have formed a strategic partnership with the Office of Steven H Kobrin, LUTCF/The Hardersen Group/Crump. It is also for financial professionals who want to learn more and potentially join us.

Strategic partnerships among sales people, general agents, and wholesalers are the wave of the future in our industry. Together we can bring the best products and services to more insurance consumers than ever before. This group will provide you with ideas and insights on how to do that. 

Simply click this link to join the group!   https://www.linkedin.com/groups/8635490
If you are a Linkedin member, just click the link and login.  If you are not a Linkedin member, you can join after clicking the link.

Talking points for promoting your firm as a resource for life insurance.

“Yes, dear client, we can handle your life insurance!”

Financial services firms are very well-positioned to cross sell-life insurance. The clients of financial planners, investment advisors, P&C brokers, and group benefit consultants also have a need for life insurance. The challenge is reassuring your clients they will receive the same superior level of service they currently enjoy from you, in a product line that is not your area of specialization.

The good news here is that you do not have to be a specialist in yet another product line in order to deliver premium quality life insurance brokerage services to your clients. The strategic partnership between your firm and mine gives them the best of both worlds: access to a professional life insurance expert, but at the same time, accountability to you as their client representative.

Here are the three key talking points you should make as your brand yourself as a resource for life insurance for your clients and prospects:

  1. You have a full “life insurance department” in your firm.

It is staffed by experts and their professional support staff, who serve as consultants for you and your clients. All types of risks – from preferred to high-risk, and all sizes of policies – from low-cost term to jumbo estate and business planning – can be accommodated.

  1. All your clients will be prequalified before submitting a formal application.

The quotes provided will be both competitive and reliable. Your clients will know the carrier, product, and price prior to submitting an application. They can then be confident of an approval of the rate quoted.

  1. You remain their personal financial advisor.

You are responsible for the satisfaction of your client, as always. Your life insurance department personnel report to you. The medical profession has the same model. You have a personal physician, who may refer you to a specialist for a specific problem. But that specialist reports to your general practitioner, who is ultimately responsible for patient care.

Similarly, you are ultimately responsible for your client’s financial care. My firm is the life insurance specialist hired to solve the life insurance problem. But we work for you and your client.


This week’s seminar will take place on Thursday, January 25th, 4:00 p.m. to 4:30 p.m. EST.

A sales seminar with Steve Kobrin, LUTCF, principal and founder of The Kobrin Agency.

Steve has been specializing in life insurance for over 26 years. This week will focus on how financial services firms are very well-positioned to cross sell-life insurance. The clients of financial planners, investment advisors, P&C brokers, and group benefit consultants also have a need for life insurance. The challenge is reassuring your clients they will receive the same superior level of service they currently enjoy from you, in a product line that is not your area of specialization.



Come join our LinkedIn group!

“How to make your strategic insurance partnership hum with activity!”

This group is for brokers and advisers who have formed a strategic partnership with the Office of Steven H Kobrin, LUTCF/The Hardersen Group/Crump. It is also for financial professionals who want to learn more and potentially join us.

Strategic partnerships among sales people, general agents, and wholesalers are the wave of the future in our industry. Together we can bring the best products and services to more insurance consumers than ever before. This group will provide you with ideas and insights on how to do that. 

Simply click this link to join the group!   https://www.linkedin.com/groups/8635490
If you are a Linkedin member, just click the link and login.  If you are not a Linkedin member, you can join after clicking the link.

Three reasons for why wealth managers should not sell life insurance (themselves)

Wealth managers are ideally positioned to identify a need for life insurance in their clients. So are property and casualty brokers, bankers, group benefit consultants, investment advisors, and financial planners. However, there are pretty compelling reasons for not doing the selling yourself.

First of all, your professional expertise is in a different area. You don’t want to under-serve your client – who expects nothing but the best from you.

Second of all, you probably don’t have the type of relationship with your client through which complete prequalification can be completed. People need to feel comfortable talking about their depression history, or Colitis, or alcohol issues, or just plain reluctance to confront their own mortality. If you can’t guide them in going through full disclosure, then you will not be able to provide your general agent with thorough and accurate quote information, and so your life insurance quotes will not be both competitive and reliable.

Third of all, your business organization is probably not set up to give you access to the wide world of companies and products in the brokerage marketplace. Nor do you have the industry intelligence required to select the carrier that would be most competitive for each client from an underwriting point of view. How, then, can you be expected to make the best recommendation for your clients?

The solution to these problems is, of course, forming a strategic partnership with a life insurance firm that has the expertise, specialization, and business organization necessary to help each and every one of your clients get the best value for their life insurance premium dollar. When your client needs life insurance, simply refer them to the life insurance specialist so they can receive the personalized and superior level of service to which they have become accustomed.


This week’s seminar will take place on Thursday, January 18th, 4:00 p.m. to 4:30 p.m. EST.

A sales seminar with Joe Cocanour, Director of Agency Services for Crump InsureNOW Direct.  Joe will focus on how wealth management firms can benefit from using our consulting team for cross-selling.

Find out how you can generate significant override income by helping financial institutions form strategic partnerships with Crump, so their representatives can take advantage of these cross-selling opportunities by using our consulting team.

 


 

Come join our LinkedIn group!

 

“How to make your strategic insurance partnership hum with activity!”

 

This group is for brokers and advisers who have formed a strategic partnership with the Office of Steven H Kobrin, LUTCF/The Hardersen Group/Crump. It is also for financial professionals who want to learn more and potentially join us.

 

Strategic partnerships among sales people, general agents, and wholesalers are the wave of the future in our industry. Together we can bring the best products and services to more insurance consumers than ever before. This group will provide you with ideas and insights on how to do that. 

 

Simply click this link to join the group!   https://www.linkedin.com/groups/8635490
If you are a Linkedin member, just click the link and login.  If you are not a Linkedin member, you can join after clicking the link.

“How to identify cases that need special handling”

Here is a list of indicators that your client is in need of special handling with their purchase of life insurance. They show high risk with regards to meeting underwriting guidelines – medical, lifestyle, and financial. They also show potentially high risk with regards to case management, and the overall application process. A senior level of “application management” could be needed to ensure advocacy for the client, and the procurement of complicated underwriting requirements.

The role of your general agent is to manage both the underwriting and the application processes to secure an approval at the rate quoted.

Addictions
Recreational drugs; prescription drugs; gambling; alcohol; sex.

Application history
Declined or rated on prior applications.

Citizenship/residency
Non-US citizen; temporary US resident; foreign resident with business or financial ties in the US; US citizen living or traveling abroad.

Criminal record
Charges; convictions; time served; probation.

Face amount
Extraordinarily high face amount; multiple policies; multiple carriers.

Financial record
Bankruptcies; liens.

Health issues
Includes everything from the neurological to the psychological; from immune system deficiencies to build/weight.

Hobbies/avocations
Rock climbing; mountain climbing; scuba diving; parachuting; extreme sports; and many other adventurous pursuits.

Medical exam issues
Aversion to needles; hard to draw blood.

Medical records issues
No current records available; inconsistencies and inaccuracies in medical records.

Motor vehicle record
Excessive points; license suspensions; DWI.

Occupation
Higher-risk job duties; environment; workplace.

Owner/beneficiary designations
Charitable giving; corporate-owned; trust-owned; third-party involvement.

Travel
Job-related; leisure; missionary.


 
This week’s seminar will take place on Thursday, January 11th, 4:00 p.m. to 4:30 p.m. EST.

“How to place impaired-risk life insurance cases!”

 

A sales seminar with Darren Hardersen, FLMI, Principal of The Hardersen Group.

Darren is our General Agent with Crump, our MGA. He will provide tips on how to place impaired risk life insurance cases. He will explain how to prequalify your candidates so that the quotes you give them are not only competitive but reliable, so they can be confident their application will be approved at the rate quoted.

 

Find out how you can generate significant commission income by helping people purchase policies who have a serious medical condition; an adventurous hobby; an issue with their motor vehicle, financial, or legal record; or other rather risk factor that needs special handling.


 

Come join our LinkedIn group!

 

“How to make your strategic insurance partnership hum with activity!”

 

This group is for brokers and advisers who have formed a strategic partnership with the Office of Steven H Kobrin, LUTCF/The Hardersen Group/Crump. It is also for financial professionals who want to learn more and potentially join us.

 

Strategic partnerships among sales people, general agents, and wholesalers are the wave of the future in our industry. Together we can bring the best products and services to more insurance consumers than ever before. This group will provide you with ideas and insights on how to do that. 

 

Simply click this link to join the group!   https://www.linkedin.com/groups/8635490
If you are a Linkedin member, just click the link and login.  If you are not a Linkedin member, you can join after clicking the link.

“The difference between cross-selling and cross-marketing”

Here’s the situation: you are a wealth manager and have just set up a client with an investment portfolio that is just right for them. They are satisfied, you are satisfied. During the course of your consultation with them, you identify needs for life insurance, and possibly also disability insurance and long-term care insurance.

They trust you as their professional advisor, and are open to doing additional business with you. This is a classic cross marketing opportunity. The question is: who should do the selling of the additional products?

Maybe you. You are familiar with these products, since you are in the financial services industry. You do have access to some good ones. But here’s the thing: you have generated enormous good will, and established solid credibility, as an expert in your field. If you can’t deliver the same level of service in these cross marketing opportunities, you run the strong risk of not a only losing those sales, but having your client take his core business with you elsewhere.

So what should you do? In this case, I think you should bring in an expert who is as capable in the supplemental products as you are in your core product. Let that person take care of the cross-selling for you and keep your client equally satisfied. You’ve done the cross marketing, he does the cross-selling; you both split the case, and everybody wins.

Of course, your cross-selling strategic partner should have certain qualifications. They should be a specialist in that product line, or at least a consultant who has product specialists on his team. They should be completely independent and have no bias towards any carrier. And, they should have access to all the products in the marketplace, to make sure that your clients end up with the most appropriate and competitive products for them.


This week’s seminar will take place on Thursday, January 4th, 11 a.m. to 11:30 a.m. EST.

“How to cross-sell without spreading yourself too thin!”

A sales seminar with Brian Bircher of Crump Insurance Services.

Brian is our insurance consultant with Direct Sales Assist. He will provide tips on how to best utilize his team for referred business. They will close sales for life insurance, disability insurance, long-term care insurance, and fixed annuities, and split the case with you simply for the referral.

Find out how you can generate significant commission income by taking advantage of cross-selling opportunities while staying true to your core product or service.


Come join our LinkedIn group!

“How to make your strategic insurance partnership hum with activity!”

This group is for brokers and advisers who have formed a strategic partnership with the Office of Steven H Kobrin, LUTCF/The Hardersen Group/Crump. It is also for financial professionals who want to learn more and potentially join us.

Strategic partnerships among sales people, general agents, and wholesalers are the wave of the future in our industry. Together we can bring the best products and services to more insurance consumers than ever before. This group will provide you with ideas and insights on how to do that. 

Simply click this link to join the group!   https://www.linkedin.com/groups/8635490
If you are a Linkedin member, just click the link and login.  If you are not a Linkedin member, you can join after clicking the link.

Five Principles for Life Insurance Selling Success

I was recently asked by a broker on a social media site how she could distinguish herself as a life insurance sales person. I identified five principles that serve as the foundation for my own practice. They are described below.

I’ve also included explanations as to how my strategic partnership with the Hardersen Group/Crump helps me apply these principles and build my practice for maximum success.

  1. First of all, selling life insurance is a business. You have to maximize your profit. This means running your business as efficiently as possible. It also means maximizing your personal time invested. You have to do what you do best, and delegate the rest.

Strategic partner insight: this is why I utilize the Underwriting Team. They will complete my paperwork for me, so I can move on to the next client.

  1. Second of all, specialize. Too many financial representatives are a jack of all trades and master of none. Sell only life insurance and make sure you know the product, the underwriting, and the marketplace better than anybody else.

Strategic partner insight: this is why I like the Consulting Team. Their professionals will cross-sell other products to my clients for me, while I stay true to my core product.

  1. Third of all, design your operation to maximize the potential to help the most people. Get yourself access to every carrier and product in the brokerage marketplace. Become an expert at field underwriting so you can help virtually anybody get a policy – even the higher-risk candidates. Set up a service model in which every potential applicant gets prequalified for coverage, so you can assure them of an approval at the rate quoted.

Strategic partner insight: the brokerage gives me access to virtually every company and product in the brokerage marketplace. They also know how to prequalify candidates to give me both competitive and reliable quotes.

  1. Four, personalize yourself. Show your clients, prospects, and referral centers what kind of person you are. I use a personal blog for this. It distinguishes me from all the millions of other people selling life insurance out there.

Strategic partner insight: I take full advantage of the Concierge Services. I rely on the expertise of the advanced underwriters, financial planners, and attorneys that are available at no charge. This way I am free to simply engage my clients and advocate on their behalf.

  1. Lastly, don’t be afraid to grow, but do it with your feet on the ground. Adapt to the times, but stay true to your path. I grew up in this business learning the kitchen table sale in which you met with mom and dad in their kitchen, with illustrations and an application. To a large extent, those days are over. Now I conduct business remotely with people all over the country. I’m still a life insurance guy; I just have to find new ways to connect with people.

Strategic partner insight: it was a big change for me to become part of a national organization. Like many life insurance sales people, I have been part of a family business. But the fact of the matter is that the mom-and-pop model is really only good for running a local business and promoting your personal production. To survive, your business has to continue past you. It has to grow larger than yourself. Affiliating with a national operation can help you do that.


 

This week’s seminar will take place on Thursday, December 28th, 3 p.m. to 3:30 p.m. EST.

“Five Principles for Life Insurance Selling Success”

A sales seminar with Steve Kobrin, LUTCF, principal and founder of The Kobrin Agency.
Steve has been in the life insurance business for over 25 years. He’ll discuss the most important principles he uses for his own practice in addition to how his strategic partnership with the Hardersent Group/Crump helps him apply these principles for maximum success.

 

Very important note: only brokers who have signed up with Crump and are participating in our strategic partnership will be given access. If you have not yet filed your paperwork with Darren, please do so now! If you have any questions, please feel free to contact me.



 

Come join our LinkedIn group!

 

“How to make your strategic insurance partnership hum with activity!”

 

This group is for brokers and advisers who have formed a strategic partnership with the Office of Steven H Kobrin, LUTCF/The Hardersen Group/Crump. It is also for financial professionals who want to learn more and potentially join us.

Strategic partnerships among sales people, general agents, and wholesalers are the wave of the future in our industry. Together we can bring the best products and services to more insurance consumers than ever before. This group will provide you with ideas and insights on how to do that. 

Simply click this link to join the group!   https://www.linkedin.com/groups/8635490
If you are a Linkedin member, just click the link and login.  If you are not a Linkedin member, you can join after clicking the link.


 

Three must-haves for financial firms who want to sell life insurance

Now more than ever, financial firms want their representatives to sell life insurance. Wealth managers, stock brokerages, accountants, senior product brokerages, banks, employee benefit firms, and others realize the tremendous potential of entering this marketplace. Their clients need the product, and the commissions are great. Why not do it?

As with anything else, there’s a good way, a bad way, and an ugly way to get it done. Here are three essential factors that need to be in place in order for your firm to be successful selling life insurance. Without all three, the odds of failure – or at best mediocre service – loom large.

Expertise in the product.

Your clients have become accustomed to superior service from you in your core area of proficiency, be that investments, accounting, or whatever. Don’t disappoint them by settling for second-best when it comes to life insurance consulting. Make sure you have an expert on staff, or form a strategic partnership with an expert. Otherwise, you stand a chance of not only losing the life insurance sale, but jeopardizing their patronage for your primary services.

Make sure all your representatives have a pro-life insurance attitude.

You have to believe in a product to sell it effectively. People are persuaded by the conviction a salesperson has. There’s a lot of misconceptions and ignorance about life insurance out there. Your clients will need your advice and counsel to fully appreciate the value of this product. You will have to show them the key role it should play in their financial portfolio, and in the future of their family, business, and favorite charity.

If you don’t see this for yourself, you will never be able to educate your clients about it.

Management should be fully committed to life insurance sales.

If you want your clients and prospects to view your firm as their primary resource for their life insurance, you need to make a full-time commitment to the life insurance business. Sure, it will take time to develop an in-house capability or strategic partnership with an outside firm; nonetheless, every step along the way you need to send out the message that your firm is as much about selling life insurance as it is about providing your core service.

If you simply treat the product as an add-on, then your smart clients will go to other firms who specialize in the product. After all – wouldn’t you if you were them? Why settle for less with something so important?


This week’s seminar will take place on Thursday, December 21st, 3 p.m. to 3:30 p.m. EST.

“Three must-haves for financial firms who want to sell life insurance”

A sales seminar with Joe Cocanour, Director of Agency Services for Crump InsureNOW Direct.

Joe is our Crump contact for setting up institutional clients. He will provide insights on how banks, investment firms, and insurance agencies use InsureNOW Direct for cross-selling life insurance to their clients.

 

Find out how you can generate significant override income by helping financial institutions form strategic partnerships with Crump, so their representatives can take advantage of these cross-selling opportunities by using our consulting team.

 

Very important note: only brokers who have signed up with Crump and are participating in our strategic partnership will be given access. If you have not yet filed your paperwork with Darren, please do so now! If you have any questions, please feel free to contact me.


Come join our LinkedIn group!

 

“How to make your strategic insurance partnership hum with activity!”

 

This group is for brokers and advisers who have formed a strategic partnership with the Office of Steven H Kobrin, LUTCF/The Hardersen Group/Crump. It is also for financial professionals who want to learn more and potentially join us.

 

Strategic partnerships among sales people, general agents, and wholesalers are the wave of the future in our industry. Together we can bring the best products and services to more insurance consumers than ever before. This group will provide you with ideas and insights on how to do that. 

 

Simply click this link to join the group!  https://www.linkedin.com/groups/8635490
If you are a Linkedin member, just click the link and login.  If you are not a Linkedin member, you can join after clicking the link.