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Those of you who have worked closely with Redbird know we are constantly churning ideas to help agents get in front of prospects. What’s the old adage: prospect or die?
We’re testing another interesting strategy using seminars to help seniors better understand their options with Social Security and how good decisions early can have a significant impact on income in later years.
Redbird has a complete seminar package available to agents, from prospecting materials to information on Social Security to the presentation for the seminar to follow-up materials.
Redbird’s package has been through compliance and you can easily adapt the language so it appears to come from your company. Here’s the catch: the agent must commit to learning the ins and outs of Social Security. There is also an investment in direct mail to generate seminar attendees. The good news is that we have a packet of background information that will get you going and the Social Security website—www.socialsecurity.gov—provides as much detail as you’re willing to dig into.
One of our close partners you’ve heard me talk about before—Mike Granbois—has utilized this system and is a believer.
“Because of the major role that Social Security plays in financial health of clients this seminar approach has gotten a lot of people through the door,” Mike told me this week. “This subject impacts every single working person and a lot of non-working spouses as well.
“You’re going to get a lot of questions and some might be very complex,” Mike said. “The package of information Redbird will provide does a really good job of addressing the most common questions like ‘how do they calculate what my benefits are going to be’ or ‘when can I take my benefits?’”
“The agent is going to have to do their research and study the program.”
The key is being up front with attendees and telling them they are under no obligation to buy. It’s important also that they know we’re there to find new customers for our company.
“We position these seminars as educational,” Mike said. “We try to keep costs low. You don’t have to do meals like a lot of seminars have graduated to. A simple room in a community center with soda and water works fine. We tell the attendees that we want them out in 45 minutes. A bad crowd might be 40 minutes and we’ve had a good crowd go as long as an hour and 15 minutes.
“This seminar plays right into Redbird’s Services Offered approach where you can provide a broad set of options in life, health and retirement.
“You’re not just going to sell annuities,” Mike said. “People are likely to turn everything over to you. It’s amazing to me what clients will share just coming through the door. That’s why in the beginning of the seminar we take 10 minutes introducing ourselves, what we do and that we’re here trying to find new clients. We use a very, very, very soft sell.”
Redbird has a complete seminar package available to agents, from prospecting materials to information on Social Security to the presentation for the seminar to follow up materials. There is a financial commitment up front, primarily for direct mail to generate attendees, and like any other marketing strategy it is important you commit to do multiple seminars.
Call 866-547-8780 and talk to Drew Gurley, ext. 102.
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Product of the week: Washington National Individual Plans
This is the same product as last week, but we really like what Washington National has done with its individual products. We are seeing more and more agents using these supplemental products to help offset the rising deductibles and out of pocket costs for health care.
Whether you are selling Medicare Supplements or individual health plans, Washington National has an extremely strong mix of supplemental health products for individuals:
- Hospital Indemnity
- Accident
- Critical Illness
- Cancer
Call 866-547-8780 and talk to Drew Gurley, ext. 102.
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