Video: How to host online meetings with your prospects
Sometimes it isn't convenient or even possible to meet with a client or prospect. Maybe you're out of town, they're out of town, or for whatever reason it just isn't feasible to meet face to face.…
Plan F or G? How to Decide Which Med Supp Plan to Sell
There aren't many differences between Medicare Supplement Plan F & Plan G. This probably isn’t news to you, but let’s have a look at how they're different, and help you determine which plan you…
Contracting is a huge pain - there’s a better way
Contracting stinks. It’s a necessary evil at best, an extreme waste of time at worst. You might prefer kicking the leg of a coffee table with your pinky toe 5 times in a row rather than fill out…
You have to be kidding me - they’re millionaires?
My generation grew up with name brand recognition – if you wore Levi's over any other brand of jean, you were cool. We still live in a society that looks differently at people driving a Mercedes…
Coaching basketball and selling insurance
I coached D-1 college basketball for 16 years. Part of my job was to recruit the best players possible that “fit” our program. I talked to literally hundreds of High School coaches during that time.…
The JH LTC Opportunity Series - Part 4: Why the reimbursement model matters
There seems to be a lot of confusion surrounding how reimbursement LTC riders differ from indemnity or chronic illness type riders, and rightfully so. The language is almost perfectly backwards.
What Motivates You? A Quick Pep Talk
Motivation is a word we often use in life, from the root word motive: to impel a person to a certain action or emotion. Most of my younger years were spent around sports, and I often heard the word.…
The JH LTC Opportunity Series - Part 3: Counting the Cost
We have shared with you the statistics that support the need for long-term care planning, and you have now seen the Cost of Care Calculator. So how does John Hancock address the long-term care need…
The JH LTC Opportunity Series - Part 2: LTC Cost of Care
We thought it would be really helpful to provide some tools over the next few weeks to sort out the hottest trend in our industry; life with the LTC rider, and move towards helping you position more…
The JH LTC Opportunity Series - Part 1: Meaningful Statistics
We thought it would be really helpful to provide some tools over the next few weeks to sort out the hottest trend in our industry; life with the LTC rider, and move towards helping you position more…
How many types of seniors are there?
Last week we talked about figuring out who your ideal client is. It’s possible to categorize groups of people into endless “buckets”, but a research group (Esri) recently produced a report using a…
How to Show Clients You Care When it Matters Most
My wife recently gave birth to our daughter very early, at just shy of 28 weeks, and is now in the NICU. This experience has been amazing, scary, overwhelming, exciting, and several other feelings…
The Value of Relationships
This is not the first time I have spoken to you regarding the value New Horizons puts on relationships. John Hockaday and I were discussing this recently, and we both agreed that it is the…
Guaranteed Lifetime Income
As I chat with various agents about annuity products, I’m amazed by how many agents selling Indexed Annuities are leaving an important element of “modern” annuities out of the mix.
