Better protect your book of business from competing brokers & discover new income sources with clients you already help

Article by Dean Walsh, FLMI, AAPA, ACS | Mgr, Annuity Sales & Marketing

For producers, an easy way to grow their income is to make sure their clients are aware of the numerous lines of business they have access to. Each appointment can serve as an opportunity to remind clients of all the different ways in which they can be of service. Personally, when I make an insurance proposal to friends and family, I always start with a statement such as:

Today we’re going to put together a plan to ensure that your family is protected (or whatever we’re trying to accomplish at that time), but before I start let me remind you that I am also licensed to help you plan for the following:

1. Create a lifetime of retirement income that you can’t outlive (Annuities.)
2. Protect your income if you are hurt and can’t work (DI.)
3. Make sure your retirement goals and dreams are protected against any unforeseen extended medical occurrence (LTC.)

It’s not enough to just put those words on a business card. In fact, many clients don’t fully understand what the words Annuities, Disability Income and Long Term Care actually mean. By taking just a few moments to increase their client’s awareness, our producers can better protect their book of business from competing brokers and discover new income sources with clients they already work with.

Now, ask yourself this question: are you doing the same thing with each of your producers? Do they know that you are their comprehensive resource for Annuities, DI and LTC Insurance? Just like your producers can find opportunity with their existing clients, you have that same opportunity with your producers.

Here are a few key points that are easy to mention to help get your producers thinking about growing their income with Annuities.

• Have you seen how easy it can be to sell 3% Fixed Annuities in this interest rate environment?
• Did you know that Annuity riders can guarantee to grow your client’s income base up to 8% compounded per year
• Have you heard about the new Long Term Care Annuities everyone’s talking about?

The more your producers are aware that you are their comprehensive brokerage resource, the easier it will be to keep them. If they don’t know what you can do, they’ll find it somewhere else.