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May brings an expanded series of training and education subjects designed to help agents be more successful at the client’s kitchen table, whether it’s asking the right questions or having the right solution at your fingertips… or both.
We are introducing three new subjects this month and at least two next month AND a monthly spotlight of a carrier or new product. That doesn’t mean we’re throwing out the baby with the bath water. Using Doubleheaders, we will match these new subjects with our proven winners to provide more depth and opportunity for discussion. Following is an overview of the new subjects with the May schedule at the bottom. Sign up today!
New subjects for May
- Cancer, Heart Attack and Stroke. Along with Final Expense and Medicare Supplements, this can be an excellent door opener with seniors (and others who have a family history).
- Putting the Fact Finder into Action. If you don’t ask good questions there’s simply no way—NO WAY—you can provide clients good solutions. It’s shocking how many agents don’t regularly use this tool to manage discussions with clients.
- Voluntary Benefits 101. Wow is all we can say. If you think consumers are dissatisfied with their insurance, start talking to businesses. There is a world of opportunity with small and medium-sized businesses. Moving that Aflac duck to the side won’t be nearly as hard as you think.
- Carrier/Product Spotlight. Each month we will feature a new carrier or product. This month it’s Sagicor, our favorite destination for Term Life.
Coming in June:
- Premium Financing. Another Wow for your higher net worth clients and prospects. It allows those with money to leverage it in a creative way to generate tax-free income and significant life insurance coverage.
- There is Life Outside of Open Enrollment. If you’re an AEP veteran and you’re not concerned about what’s ahead for Medicare then, well… the road ahead may be bumpy for you. This class is not about what we think will happen (Lord knows we’re not that smart). It is about what you can do to broaden your capabilities so coming change doesn’t drive your business in the ditch.
Join our discussion next Tuesday!
Allianz Life Pro adds Barclay’s Balance Index
Allianz recently introduced a new index for its successful Life Pro Fixed Indexed Universal Life (FIUL) product: the Barclay’s US Dynamic Balance Index.
When clients purchase an FIUL policy they can choose from a variety of index allocation options. Interest is credited to the policy’s cash value based on the performance of the index, chosen crediting method, participation rate and annual floor. The addition of the Barclay’s index offers clients a more balanced approach beyond equity or bond indexes. Here are some of the features:
- 140% participation rate
- No cap
- Annual point-to-point crediting
And, with the power of annual reset, the indexed interest is locked in each year so the client has the opportunity to earn indexed interest each year the index rises. When the index performance is negative they don’t lose any of the locked-in interest, although fees and expenses will reduce cash value.
We asked our own Drew Gurley about the enhancement to Pro Life:
Q. What is different about this new version of Pro Life?
A. It offers a much more aggressive opportunity for growth for a client that understands the workings of a small, fee-based cost based upon how the indices perform.
Q. What’s the profile of a prospect for this product?
A. A person who realizes social security will nowhere near support their lifestyle needs and wants to protect their retirement and receive tax-free income.
Q. What are the key questions agents should be asking clients to uncover opportunities?
A. Do they have any idea what taxes will be in the years to come? Will social security be enough for them to live on? Would they be interested in hearing about a product that can provide tax-free income for their lifetime?
Have you downloaded it yet?
- Emotion sells. Leave the fire and brimstone at home but make sure you do bring your heart to the kitchen table. Product knowledge is not a substitute for passion. Believing in what you sell is a competitive advantage. Full article
- Customer for life is the goal. If you’re always chasing the next shiny object you’re missing the real earning opportunity. This article gives you 50 examples of how to build a business focused on the customer. We love these Help Scout guys! Full article