Monday Memos

The five contrarian standards for selling life insurance

We contrarians get a lot of flack for rocking the boat. Many people are very uncomfortable with others who challenge the status quo. But you know what? Sometimes the status quo is not good enough. It takes a dedicated contrarian to raise the bar to where it should be.

I have been a contrarian life insurance salesman my entire career. Here are the five ways I have designed my contrarian sales model. I’ll elaborate further in this week’s seminar.

The five contrarian standards for selling life insurance:

  1. I am first and foremost a business person, ahead of a broker or financial advisor. If I can’t run my practice at a profit, I can’t run it at all.
  2. Contrary to popular myth, life insurance is bought, not sold – not the other way around.  If at the end of the day a prospect does not buy from me, it is not my family or business who will be unprotected.
  3. The value of life insurance is determined by underwriting – not riders, features, guarantees, or tax advantages. All these features are meaningless if the cost of the insurance is not competitive.
  4. Prequalification is the name of the game. If you can’t quote your client a reliable rate, you shouldn’t quote at all.

I specialize in one product. Excellence requires being a master of one trade, not a jack of all.


This week’s seminar will take place on Thursday, May 24th, 4:00 p.m. to 4:30 p.m. EST.

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

The five contrarian standards for selling life insurance.  Steve will elaborate on this Monday Memo topic on how he has designed his contrarian sales model. Questions and your own experiences are always welcome.

Dial-in Number:       515-739-1245                  Access Code:  240970

Instructions:
At the scheduled date and time of the meeting, dial in to the conference line. When prompted, enter the access code followed by hash (#).



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 You Need an Impaired Risk Life Insurance Broker on Your Financial Services Team

This paper explains why the life insurance sales process needs an impaired risk specialist.

3 types of life insurance sales.

I have been selling life insurance for over 25 years. In that time, I have seen life insurance sales fall into one of three basic categories:

 

  1. Jumbo estate and business sales;
  2. Low-cost term sales (includes permanent products with small face amounts, for people who qualify for preferred or standard underwriting;)
  3. Impaired Risk (candidates who present a higher risk due to current health; medical history; lifestyle; avocation; travel; citizenship; or financial/legal/motor vehicle record.)

 

Why consumers want to work with an impaired risk specialist.

When I first launched my brokerage, we published a website advertising our services as a specialist in high-risk cases. Almost immediately we were flooded with email requests for help from people all over the country! It was remarkable. Clearly, there is a demand among consumers for such a specialist. I soon deduced several reasons why:

First of all, many, many people are having a bad experience applying for life insurance. They are getting declined or rated unexpectedly, and realize that their regular insurance guy or gal doesn’t have the skills for handling higher-risk cases.

Secondly, they are not comfortable disclosing personal information to someone who is not an expert in their problem. They may trust their financial planner, investment advisor, or general insurance broker implicitly in that person’s area of specialization. That does not mean they want to discuss their prior drug use, Crohn’s disease, or bankruptcy history with them.

Third of all, the use of a specialist has become standard operating procedure for dealing with many professionals. When people have a special medical problem, they go to a doctor who specializes in that area. They may go to a general practitioner for an annual check up, but will go to a nephrologist for a kidney problem. Likewise with legal issues:  attorneys with specific expertise are sought for estate planning, litigation, or real estate matters.

Prequalification is the key to client satisfaction.

Potential applicants who pose a higher underwriting risk realize they need special underwriting attention; at the same time, however, they expect the same level of service as people who present a standard or preferred risk. They assume their application will be approved at the rate quoted.

My firm accomplishes this with a state-of-the-art prequalification process. We invest significant resources in each client to obtain thorough and accurate quote information. All underwriting issues are identified before an app is taken. Very importantly, we confirm that the potential applicant is a “ready buyer,” and will indeed accept the policy if the application is approved at the rate quoted it. Our placement ratio of applications to quotes is very high with our wholesalers, and this encourages them to work with us on both underwriting and service.

The quotes we provide are therefore both competitive and reliable, and our clients can submit a formal application confident of the outcome. We remain their advocate throughout the underwriting process to insure an approval at the rate quoted.

Why conventional life insurance sales operations do not prequalify candidates.

The vast majority of life insurance sales people do not prequalify their clients for coverage. Those that do prequalify, typically do not do so effectively. This includes both full-time brokers and agents, as well as other financial consultants who sell life insurance as a side product. There are several reasons for this.

First of all, field underwriting is not typically part of their sales training. They are not knowledgeable in all the various risk areas that affect mortality. They don’t develop the people-skills needed to guide potential applicants in the full disclosure of private health and lifestyle information. Nor have they developed an efficient system for conducting client interviews, obtaining medical records, and acquiring all the other necessary quote data.

Secondly, they have not created the complex network of connections that are needed to consistently obtain good rates for large numbers of people posing diverse underwriting risks. Affiliations with different general agencies are required to have access to a wide variety of underwriters. Research into new vendors offering new companies and products needs to be conducted on an ongoing basis.

Most importantly, the standard of “an approval at the rate quoted” is not integral to the business model of many sales people. All too often, they submit an application speculating that their client will be approved at all, let alone at the rate quoted. When inevitable problems arise, they have not positioned themselves as client advocates to hold both the general agent and the underwriter’s feet to the fire.

How to significantly increase sales revenue in your firm.

The impaired risk life insurance specialist has a unique set of strengths. They can be utilized to complement the proficiencies of different types of financial services teams.

His expertise in substandard risks equips him to handle standard and preferred risks quite easily. A firm with core proficiencies outside of life insurance, such as in financial planning, investment management, or employee benefits, can utilize his talents to handle all life cases professionally. Life insurance can become a major source of revenue.

A firm that is well-established in closing jumbo and/or low-cost term cases may not have the prequalification system in place to effectively handle substandard cases. The specialist can then be brought in to close those sales. The firm now has the capability of handling all levels of risk.


This week’s seminar will take place on Thursday, May 10th, 4:00 p.m. to 4:30 p.m. EST.

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

Darren will be discussing Foreign Nationals, Foreign Residents and Foreign Travel.

Dial-in Number: (515) 739-1245

Access Code: 240970

Online meeting link:  https://join.freeconferencecall.com/skobrin

Instructions: At the scheduled date and time of the meeting, dial in to the conference line. When prompted, enter the access code followed by hash (#).  To join the online meeting, click on the meeting link listed above and follow the prompts to join the meeting.


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 get the most out of your LinkedIn marketing

I have become a dedicated marketer on LinkedIn, and it has yielded substantial results! Here are my five tips for getting the most out of this medium.

 

  1. Make it a priority.

It’s a fantastic way to connect with prospects who otherwise you would never have a chance of meeting.

 

  1. Let people get to know you.

Share your personal story, views, opinions, and professional knowledge. Distinguish yourself from the crowd.

 

  1. Maintain a presence.

Be consistent in your posting. People should look forward to seeing what you have to say next.

 

  1. Be professional.

Hire a professional marketing firm to edit and publish your articles. Your posts should look sharp, read well, and show that you are top-of-the-line.

 

  1. Network.

Find other like-minded people, and people with whom you want to do business. Support their posts by sharing them, adding supportive comments, and linking to articles that provide additional information.

 


This week’s seminar will take place on Thursday, April 26th, 4:00 p.m. to 4:30 p.m. EST.

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

How to get the most out of your LinkedIn marketing.  Steve will share the five tips that have helped him get substantial results from marketing on this medium. He will also explain why he favors this medium ahead of other social media. Come with your questions, and feel free to share your own experiences.

Dial-In Number:  515-739-1245

Access Code:  240970

Instructions:
At the scheduled date and time of the meeting, dial in to the conference line. When prompted, enter the access code followed by hash (#).

Getting clients past paralysis by analysis

How many times have you had a potential sale end up in the twilight zone, where your clients will ask endless questions, and request wave upon wave of illustrations and scenarios? It happens way too often, I am sure.

 

Some of this analysis is legitimate. There are people who are extremely analytical, and require a lot of information to make a purchasing decision. They need to compare and contrast a number of options. However, at some point this analysis reaches a point of no return. What can you do to help them pull themselves out of this rut of indecisiveness?

 

In times like this, I like to remind people that I have a business to run. I have many people working for me. Whether they are employed by my firm, or by my GA or MGA, is irrelevant. The point is that their time is worth money, and I can’t take unfair advantage of that time. I owe them business. We sales people can get so caught up in doing everything possible to get a sale, that we forget that our support people at the wholesale level also have a business to run. We can’t constantly place high demands on their resources without delivering the goods.

 

To drive this point home to my client, I say something like this:

 

“At this point, Mr. Client, I’ve asked my general agency to work overtime on providing you with all the information you requested. I can’t ask them to allocate any more time and resources until they know where they stand with regards to getting compensated for all their effort. With this last round of consultation, I need to ask you to move forward with submitting an application. If you are not ready, that is fine; we will just put our support on hold until you feel comfortable making a decision.”

 

In an optimum situation, my client gets it and agrees to buy a policy. In the worst case, they still can’t make a decision – but I am ahead of the game anyway, because I haven’t allocated any more of my time, or my wholesaler’s time, on a case that is going nowhere.



This week’s seminar will take place on Thursday, April 19th, 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 be discussing “InsureNOW Services – Sell More, Do Less”.  Join us to hear more about generating significant income by utilitizing InsureNOW services.

Dial in number:  515-739-1245

Access Code:  240970

Instructions:
At the scheduled date and time of the meeting, dial in to the conference line. When prompted, enter the access code followed by hash (#).


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 referring clients to specialist brokers can enhance your bottom line

When we brokers and advisers take on new cases, the meter starts running as soon as we pick up the phone or reply to an email. That is when we start spending money. Our own time is, of course, immensely valuable. Then start adding to that the cost of all the support personnel we employ. On top of that, consider all the housing costs – rent, utilities, insurance, etc. Then, you have the business services such as marketing, advertising, etc. I don’t have to tell you that it all adds up. If you run a serious, top-quality operation, the numbers can be large.

Every time I take on a new case, I know my total cost per hour for working on the case. Not only that – I know on average how many hours each case will take. This data is vital because it helps me make smart business decisions. It empowers me to determine which cases would really be worth my while. Those cases in which I can make some good money, I’m quite happy to work on. However, those cases that look like loss leaders present a dilemma. How do I satisfy the client without taking a hit financially? I am, after all, in this business to make a profit. If I make a habit out of chasing unprofitable cases, then I won’t be around to cash in on the really profitable ones.

This is one of the key areas of value a strategic partnership with a specialist broker can bring you. Assuming they have the business organization in place to still profit from taking on smaller, complicated, or otherwise time-consuming cases, they are an ideal solution to the problem of satisfying customers on cases that are not worth handling on your own. Simply hand the ball off to them, let them take care of the entire sale from the initial client interview to policy delivery, and get paid half the commission.

With this format, everybody wins. The client gets the product they need from a qualified professional. The specialist broker gets a sale and becomes more integral to your team. And you make a profit on a case that otherwise would’ve cost you money – and kept you away from all the cases that would be more worth your time.


 

This week’s seminar will take place on Thursday, April 12th, 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 MG .

This week’s topic will be discussing sleep apnea or otherwise called: ‘my wife says I snore so why is the insurance company rating me?’  Darren will provide tips

He will provide tips on how to underwrite sleep apnea.

Dial-In Number:  515-739-1245

Access Code:  240970

Instructions:
At the scheduled date and time of the meeting, dial in to the conference line. When prompted, enter the access code followed by hash (#).



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, April 5th, 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.

 

Dial-in number:  515-739-1245

Access code:  240970

Instructions:
At the scheduled date and time of the meeting, dial in to the conference line. When prompted, enter the access code followed by hash (#).



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 help your clients get comfortable with your team approach

In the financial services industry today, brokers not only specialize, they sub-specialize. This is because products have become more and more complex. Let’s take the life insurance marketplace for example. Can you really explain fully a whole life illustration? How about universal life? How about indexed universal life? When you consider the vast variety of products in the disability insurance and long-term care insurance marketplaces as well, you can appreciate the overwhelming complexity of the product lines we sell.

In truth, most brokers can’t explain any of these illustrations fully. To make the situation more complicated, we now have more products with more bells and whistles. Critical illness riders. Long-term care riders. We even have hybrid products with both a living long-term care benefit and also a survivor death benefit. The trend towards increased complexity will only continue as more and varied distribution channels are developed. Already, we have to help clients integrate their online shopping and purchasing experiences into their consultation with us.

It is practically impossible to become a master of all these products and deliver the highest standard of expertise and competence your clients deserve. Insurance sales has really come down to a referral process in which you as the broker bring in the right specialist for the specific need your client has. Fortunately, many wholesalers have product specialists on staff. There are also brokers who have become expert in a certain product line or niche. For example, I have specialized in impaired risk life insurance for decades.

The function of the insurance sales person person has really become that of a team builder and manager. You recruit and maintain a team of specialists that could include other brokers, as well as personnel with your general agent and wholesaler. You bring each specialist into play as needed. Your job becomes one of facilitating the work of the specialists as part of the overall portfolio development process. It’s very much like the role of a general contractor in a building operation.

Educating your client about this team approach is key to gaining their cooperation. Here are the talking points you need to make for them to understand and appreciate how they will benefit:

  1. Financial products are highly specialized, and a product specialist is needed to shop for and recommend the appropriate product for your client.

This is a familiar concept. Consumers have been working with specialists in the medical and legal fields for decades.

  1. The specialist works for you.

They are a member of your team and are accountable to you. The medical model is typical. Your general practitioner is responsible for overall care, and coordinates the efforts of specialist physicians.

  1. You work for the client.

Your number one concern is client satisfaction. This adds a very productive dynamic to the whole purchase. In essence, you sit on the “client’s side of the table” and say, “let’s make sure my guy does his homework and gives us a real solution to your problem.” This reassures the client that their interest is the priority, and gives them confidence in the team approach. They know you won’t let them down.



This week’s seminar will take place on Thursday, March 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 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.

“How to refer clients to a specialist broker: what to say, and how to say it.”
This seminar will give you the talking points you need to help your clients feel comfortable working with the specialists on your team.

Dial-in Number:       515-739-1245

Access Code:          240970

Instructions:
At the scheduled date and time of the meeting, dial in to the conference line. When prompted, enter the access code followed by hash (#).


 

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. 

More Universal Life Premium COI Hikes Are Coming: Analyst

Here’s a forecast from big life settlement investors about the future of universal life insurance. They have a vested interest in the price stability of the policies they buy, so they pay extra attention to the possibility of cost increases.

“Sheridan has developed a mathematical model that suggests that life insurers are especially likely to impose COI increases on older, underpriced policies. His analysis suggests that the life insurance units at companies such as MetLife Inc. and Manulife Financial Corp. could face pressure to increase COI charges.”

To be a proactive advisor to your clients, I suggest you follow the guidelines below.

Feel free to contact me to discuss conducting policy audits; documenting your sales recommendations;, and selling guaranteed universal life.

 

  1. Audit the universal life policies of your clients to make sure they won’t implode;

 

  1. Be extra careful and thorough when selling universal life on a non-guaranteed basis – and document your disclosures;

 

  1. Give extra consideration to selling universal life as “permanent term insurance” with lifetime guarantees so you can avoid the problem of cost increases.

 

Here’s a link to the original article:

 

https://www.thinkadvisor.com/2018/03/01/more-universal-life-premium-coi-hikes-are-coming-a/?kw=More%20Universal%20Life%20Premium%20COI%20Hikes%20Are%20Coming:%20Analyst&et=editorial&bu=TA&cn=20180302&src=EMC-Email&pt=LifeHealthNewsFlash&slreturn=20180204083426

 


This week’s seminar will take place on Thursday, March 8th, 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.

How Sales Assist Can Help your Client’s find the Right Long-Term Care Solution

Joe will discuss the differences between Traditional Long-Term Care, Life with Long-Term Care rider and Hybrid Long-Term Care solutions and how Sales Assist can help you provide the right solution for your clients.

 



 

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, March 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. 

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.