What really drives your clients’ decisions?
This is excerpted from Dr. Namika Sagara’s presentation at the 2016 National Medicare Supplement Sales Summit in Kansas City, MO.
Term Life with no Exam
SmartProtect™ Term with Vitality Smart, Fast, Affordable: Introducing SmartProtect Term with Vitality SmartProtect Term with Vitality is a quick, easy issue term product that protects your clients,…
Why more and more agents are offering Life with LTC
There's a serious need for long term care insurance, but as you may be aware, the LTCi market sort of collapsed a few years ago. This was due to products being priced incorrectly due to incorrect…
My client is a successful farmer, and needs more than just a Med Supp
Our agent, Judy, sold a Medicare Supplement to a husband and wife who farm. Judy knows that it always pays to ask questions, and found out that they have 1,200 acres - valued at over $12,000,000.…
Asking a few questions leads to a pair of Life with LTC cases
In this week's case study, we have an agent who recently starting using a client questionnaire. By asking questions beyond basic Medicare Supplement coverage, she was able to learn that her…
A question that agents (and clients) often avoid
How do you plan to pay for the care you may need someday? Don’t avoid showing your clients possible solutions to a concern that isn’t going away. Below is an overview of addressing the solution when…
Variable annuities - not for seniors
It’s remarkable to learn about the number of seniors who have Variable Annuities and are tied to the stock market. When seniors experience losses on their statements, they become alarmed, seeing the…
“Hit for the Cycle” with Client Needs Assessment
Recently, an agent did “hit for the cycle” when using a Client Needs Assessment (CNA). In baseball, “the cycle” is of course hitting a single, double, triple and home run in the same game.
What if my client doesn't need the money from their required minimum distribution?
An agent asked me about a scenario where his client was taking their required minimum distribution (RMD), but didn't need the money. Their client was looking for a better way to "spend" the money…
Beating the dead horse of cross-selling
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…
