Presentation on theme: "National Brokerage Webcast Presenters: Lance Barton and Todd Ruplinger Please Note: Please be patient while we wait for the presentation to begin Listen."— Presentation transcript:
National Brokerage Webcast Presenters: Lance Barton and Todd Ruplinger Please Note: Please be patient while we wait for the presentation to begin Listen by turning on your computer speakers -OR- call in to the conference number provided All phone participants will be muted during the webcast We will open for questions at the end of the presentation
Back to Basics Client Building Philosophy "The profit is in the relationship, not the sale.“ --Alfred Granum How do you achieve a combination of money, individual freedom and service to others? The answer lies in building a client base.
Client vs. Policyholder Policyholder engages in a single sales transaction with an agent and buys one at a time. Client buys repeatedly. On average a client will buy 6 different times from their agent. Whether the client is an individual or a business, they will continue to buy from the agent who understands and responds to their changing needs.
Needs Based vs. Transaction Based Selling A client is built through need based rather than transaction based selling. Client building is through listening and focusing on their needs. This will develop long term clients. Sales people are selling products, but customers are buying relationships.
Becoming Bulletproof Developing a large, diverse client base protects you against any unfavorable changes Insurance carriers changing Economy Tax Law Political Changes Industry
How to Change Policyholders to Clients Client lives are not static Financial and family situations change Understand your client’s needs and objectives
One Guaranteed Sale in this Economy! Perform a basic policy review Save your client money Never has there been a more critical time to review your client's policy than right now. Your clients are desperately looking to save money wherever they can, and you can help them.
Back to Basics We were taught to review your client’s coverage once a year or Family Changes: New marriage, divorce, new baby, new home, supporting elderly family member or other changes Business Changes: New business, sold business, new loan, new partners or other changes A repeat sale is easy compared to the effort to obtain the new client
Our Whole Country is Going Through a Change Net worth down Home values down Equities down Retirement and college education accounts down Now is a perfect time for a policy review
Asset Recovery Life insurance is one of the only financial tools that can guarantee asset recovery for your clients right now Take a small portion of their overall net worth (5-7%) and put into life insurance and significantly improve the value of the estate
Review Your Client’s Policy Align it with their goals and budget Term rates are lower then ever Mortgage Life - that usually can be beat with just a level term UL rates are lower then and guaranteed for your clients life Variable Life - Usually not performing, lucky if your account values are flat for the last ten years Many clients have policies you or even they don't know about
Let Us Be Your Back Office Support Don't have enough time to review your client’s life policy? Not sure if that old policy is still the best for your client? Have a bunch of old clients who need policy review, but don’t know where to start?
Case Study Last year, one of our agents who had not been practicing a basic annual policy review gave us 247 policies to review... 95% of which were term. He wrote 114 new applications and placed 92 of them for a total premium of $121k. Not only did he make an additional $121k that year, but he dramatically improved his client's policies and turned them from policy holders to clients.
Like Any Industry, Progress Has Been Made Some decisions took longer than they should have......like when you said, "My typewriter is as good as any computer" and "I'll never use a mobile phone" or "I don't need when I have the postal service.“ You are facing a similar choice right now: to use National's One "E" System or not. There are certain decisions that are easy and this is one of them.
Some Decisions are Easy… Your client choosing a new policy after you perform a review that lowers their premium and extends their coverage Use the OES or not: Send a personalized approach letter to all your clients at once Have all your clients info in one location Prepare side by comparisons Regular follow up correspondence
Back to Basics “Without a system you have no real chance to accomplish your goals” - Alfred Granum "Whole process couldn't have been easier. National gave me all the support, they provided the comparison and the filled out app. All I did was present the options to my clients and I got more referrals from them." - Agent: M. Johnson, TX
Next Steps Download and complete our National Policy Review Form - The form will provide basic policy information, current health and client's objective.National Policy Review Form We will compare current policy to the best available for your client. We will provide comparisons. If a policy can be improved, we will provide a populated formal application.
Questions & Answers To ask a question: In the Live Meeting console, open the Q&A section and type in a question - - OR - - If you are dialed in to the conference call, dial #6 to un-mute your line and speak up (dial *6 to mute your line when done!) National’s TOP Principles Transparent: Earning your trust through integrity, communication and full disclosure Objective: Searching for the best possible solution under your direction Professional: Working at the highest level of professionalism to facilitate every case
Conclusion That concludes our webcast. A full recording of this session should be available on our website within hours: Contact Us: (800)