November 3, 2015

I've been in this business long enough to remember when the majority of your sales were not made during the last quarter of the year. I can remember growing a beard in December because no one wanted to see an insurance man right before Christmas!

Beating a dead horse

Oh how times have changed. It is such an exciting time of the year, especially for agents offering more than prescription drug plans. I know a lot of Medicare Advantage and Medicare Supplements plans are being sold as well. However, in talking to some top producers, they are having success landing large annuities and other ancillary products at this time.

While you are helping your customer and giving them good service, you are hurting your cause if you are not prepared to offer a wide range of products: Annuities, Final Expense, Life with Long Term Care Rider, Dental-Vision-Hearing, and Cancer Insurance, just to mention a few options.

Last week an agent sold almost a $400,000 dollar annuity to his Medicare Supplement client. Do you know how he did it? He simply asked! How about that?

My point is simply this, our customers are not getting 1% interest at the bank with their CDs, so why not offer to triple their return with no risk? At the risk of beating a dead horse I hope you are asking for a little extra during this year's AEP. We are tracking sales, and our associates that do cross sell are just blowing the lid off their sales!

Read more: The [New & Improved] Cross-Selling Roadmap: How to Build Your Business Using A Client Needs Assessment

Thank you so much and we hope you know how much we appreciate your business and your friendship. There is no doubt there are several top FMOs out there, and we appreciate every piece of business you send to any of our carriers. I hope you continue to knock out as many sales as possible and stay safe along the way.

Happy selling and just remember that if you feel that a product might be a good fit for your client, just ask them, and I bet you will find a nice reward for you and your family.

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