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Thursday, April 20, 2017

Are PowerPoints Your Best Friend or Your Worst Enemy?

By: Charlie Gipple CLU, ChFC, SVP Sales and Marketing at Partners Advantage Insurance Services, LLC

I believe wholeheartedly that the purpose for PowerPoints has been lost on many presenters because of those presenters’ own shortcomings at presenting. Let me explain. For many that do presentations wrong, the idea of putting together a long deck of beautiful slides that are extremely wordy automatically makes them think the presentation will be well received. Thus, the amount of time preparing for what is really important— practicing the words you use and how you use them—has gone by the wayside.

In a people business, where people want to connect with people, this is the wrong way of presenting yourself. Creating PowerPoint slides should be secondary and should take you only a fraction of the amount of time that it takes you to think through and rehearse the delivery of your words to the audience. If you have this backward, you are simply choosing your priorities and needs over those of the audience. There is no way that even a powerful PowerPoint could ever offset shortcomings in the presenter’s word and concept delivery.
With that as a primer, I want to share with you five quick tips that I teach people for using PowerPoint slides so they are not falling victim to the traps I just outlined. 
  1. Less is Better. I believe if you are going to use PowerPoint slides, there should be no more than one slide for every two minutes of speaking you do. 
  2. Know Your Transitions. Having smooth transitions makes the presentation one cohesive message, as opposed to starting and stopping 30 times which is equivalent to Ambien. 
  3. Never read the PowerPoint slides verbatim. PowerPoint content should be merely bullet points or pictorials to tee up a much broader conversation. Paragraphs in PowerPoint are deadly to a presentation. PowerPoints are points—with you elaborating on them verbally.
  4. Favor Stage Right. Of course, stage right is on the left-hand side for the audience. So as you speak on the left-hand side of the projector screen, from the observer’s standpoint it is subconsciously more natural. The audience is able to look at you on their left and then to the right to the PowerPoint.
  5. Learn and Rehearse Stories and Jokes. As I am pulling everything back up after a crash, I will tell a story or a joke in order to fill what otherwise would be an awkward silence. When you do this, you are showing that you are in control, not panicked, and have been there and done this before.
In closing, I am a PowerPoint fan if it is used correctly. The problem with this wonderful technology is that it has made our lives so much easier, that it is easy to rely on this tool too much while cannibalizing the important stuff—delivery. And good delivery is hard because it takes a ton of elbow grease. A good presentation takes work—not more slides!


Want to learn more? Call the Partners Advantage Brokerage Team at 
888-251-5525, Ext. 700.
Fill out my online form.


For financial professional use only. Not for use with consumers.


The information in this article is for general information only.


Always follow your firm’s policies and procedures regarding review and use of third-party templates, creation and distribution of client and prospect materials, hosting of client and prospect events, offering giveaways or prizes, and your firm’s employment process.



Wednesday, April 12, 2017

The Official Delay of the DOL Fiduciary Rule – Now What Happens?

We all had a sigh of relief hearing the official delay of the DOL Fiduciary Rule until June 9. While Partners Advantage has been preparing for the April 10 rule implementation for over a year, we are celebrating the news of the rule’s delay.

However, Partners Advantage will continue to prepare for possible future changes. 

You can listen to Partners Advantage’s DOL strategy here: 

You will hear four main points during the webinar:
  • The backdrop of the past and future, regarding the DOL Fiduciary Rule. When you take time to understand the history, it helps you better understand what is going on currently. Then what does this delay mean and how do you make sense of it all?
  • Partners Advantage’s General Counsel Patrick will provide answers to questions many agents currently have. 
  • Now what? What happens between now and June 9?
  • Partners Advantage’s Senior VP of Sales and Marketing, Charlie Gipple, will share why Partners Advantage is continuing to flourish despite all of the changes within the industry. How can you join them?
We bring you the key tools to prepare you for changes like the DOL Rule and provide you with a critical link towards continued success of your business. If you would like more information on how we can PARTNER, please contact us at 888-251-5525, Ext. 700. 


For financial professional use only. Not for use with consumers.

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Thursday, April 6, 2017

The DOL Rule Delay Is In...What Now?

The fiduciary conversation is not over! The Department of Labor has delayed its Fiduciary Rule and announced a 60-day delay to the applicability date. What does this delay mean to you?

Join Partners Advantage's Senior VP of Sales and Marketing, Charlie Gipple, and General Counsel, Patrick Amaya, Friday, April 7 at 10:00 a.m. PST as they share an update on the delay, what this means for you and the industry, and what you should do from now until June 9.

Friday, April 7 at 10:00 a.m. PST
Can't see the button? Register here!
Here's some of what our knowledgeable team will cover:
  • What does this 60-day delay mean to you and what's next?
  • What you should do between now and June 9
  • Our thoughts on how the DOL Fiduciary Rule may or may not change
  • The dos and don'ts concerning your business and this pending rule
  • Partners Advantage's commitment to you and your business now and how that will continue after June 9
Don't miss out on the valuable insight and key strategies in continuing the success of your business.

If you have questions or concerns please contact our Partners Advantage Brokerage Team for additional information: 888-251-5525, Ext. 700.

For financial professional use only. Not for use with consumers.
Discussion of the Department of Labor (DOL) Fiduciary Rule is based on the information available from the DOL, pending litigations, and other sources deemed to be reliable as of the date of this communication. The views and opinions of Partners Advantage Insurance Services, LLC is subject to change as guidance from the DOL becomes available and court opinions are published.

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Thursday, March 30, 2017

Human's Defense Mechanisms: Fight or Flight

By: Charlie Gipple, CLU®, ChFC®, Senior VP of Sales and Marketing, Partners Advantage Insurance Services, LLC

For our ancestors to have survived prehistoric/ancient frightening predators and harsh environments, we as humans have been given built-in defense mechanisms that have never left our DNA. Paradoxically, these same defense mechanisms are instilled in our clients’ brains and can be counterproductive to making wise financial decisions today. For instance, picture yourself about 14,000 years ago walking through the woods with your spear searching for food. Suddenly, from behind, you hear a low growl, a few thunderous footsteps, and you turn to see a saber-toothed tiger upon you. 

What goes through your mind at this point in time? Are you looking at this saber-toothed tiger and calculating the distance between you and him versus the distance between you and shelter? Do you calculate how fast you can run versus how fast he can run and then decide the success rate of escaping as this tiger’s lunch? Maybe you are calculating in your mind the odds of going head-to-head with him? In other words, are you making a left brain analytical decision at this point in time? No you’re not! Nobody can be that cool, calm and collected to make a left brain rational calculation in times of severe stress.

Conversely, this is what is happening. Your brain is moving to the tune of 268 miles per hour, and it’s telling your pituitary gland to secrete adrenaline immediately into the bloodstream. This shot of adrenaline increases your blood pressure, increases your heart rate, and actually increases the blood flow to the muscles, thus making you far athletically superior than before getting this shot of adrenaline. This “fight or flight” mechanism is what allows us a fighting chance of surviving that saber-toothed tiger. A similar example would be: we have all heard stories of a distressed mother pulling a car off her baby. Adrenaline and “fight or flight” is a powerful thing. This right brained “fight or flight” capability is biological and has been given to us by our creator. It is what has been happening in our brains since the very beginning of our existence. This is why we exist versus being extinct by dinosaurs or a saber-toothed tiger. It is what we are born with and it stays with us until the day we die.

Find out about the seven secrets: primacy bias, storytelling, simplification, power in the pen, feel/felt/found, confidence and recency bias...

DOWNLOAD the full complimentary whitepaper: Seven Secrets to Effective Communication, by Partners Advantage Senior VP of Sales and Marketing Charlie Gipple, CLU, ChFC. 
Fill out my online form.



For financial professional use only. Not for use with consumers.

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Thursday, March 23, 2017

The Human Brain: An Amazing and Powerful 3 Pound Machine

By: Charlie Gipple, CLU,® ChFC® - Senior VP of Sales and Marketing, Partners Advantage
This is an excerpt to the full whitepaper by Charlie Gipple: "What Robo-Advisors CanNOT Do That You Can An Introduction to Behavioral Finance"

The Brain is a Powerful Thing
The date was May 6, 1954. Up to this point in time, it was clear, it was impossible. Sports scientists, medical doctors, world class athletes from across the world said it was absolutely impossible to athletically accomplish this feat. Our bone structure was all wrong. We were not aerodynamic enough. Humans had inadequate lung power and inadequate heart power. All of these excuses were used and millions of athletes tried but failed. This challenge went all the way back to the ancient Greeks and nobody could do it. However, on this day, somebody proved wrong all of the pundits and athletes before him. His name was Roger Bannister. Here is the interesting part. Over the next 12 months, 37 more people broke the 4-minute mile. In the second year, thereafter, 300 more people broke the 4-minute mile. 337 people broke the 4-minute mile within two years of Roger Bannister accomplishing this feat that was “absolutely impossible.”1 

What is my point? My point is it’s all psychological! The Human Brain is an amazing thing. This little three-pound thing between our ears that usually takes up about 2% of a human’s bodyweight and has 100,000 miles of blood vessels is one of the most powerful things on earth. Of course, I’m talking about the human brain. It’s that powerful! There isn’t any other animal (except for maybe a dolphin) that has the brainpower like we do. For example, although an elephant’s brain is physically larger than a human brain, the human brain is 2% of our total body weight, where an elephant’s brain is .15% of their bodyweight. Meaning humans have a very large brain to body mass which makes us one of the smartest species on earth.2

Furthermore, because we are so smart, we can predict events that other species cannot predict. For example, I know when lightning streaks across the sky, there is the sound of thunder to follow. I know that if I am on the street and there is a car coming towards me from ½ mile out, to get out of the way. I can predict that if I bring home a Harley Davidson today, to my wife’s surprise, I will be single the next day. We have predictive capabilities that no other species on earth has.

Here is the paradox, however, because we are so smart we are also so dumb. Because we can predict things that other species cannot predict, we tend to think we can predict things that are impossible to predict. This is an example in behavioral finance of what is called “Overconfidence Bias.” Have you ever seen a client that thinks they can predict the stock market and makes irrational decisions as a result? Have you ever run into a client that believes they do not need life insurance because they will live to a ripe old age? Have you ever spoken with a client who says he will never need long-term care because he/she will “just die”? The problem is, markets are unpredictable, mortality is unpredictable, and morbidity is unpredictable! There are some things in life that are hard for a human being to predict, unlike hearing the sound of thunder following a lightning strike. This “overconfidence bias” is an example of the 117 documented biases that behavioral finance studies and works to find solutions for.3

If you would like a copy of this whitepaper please contact our Partners Advantage Marketing Team at
888-251-5525, ext. 138 or email news@partnersadvantage.com.

For financial professional use only. Not for use with consumers.

1 Mackay, Harvey, 1988, Swim with the Sharks.
2 “Thinking About Brain Size,” http://serendip.brynmawr.edu/bb/kinser/Int3.html, last accessed 3/10/16
3 Source: “Conquering Concerns: Selling Through Behavioral Biases”

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Thursday, March 16, 2017

IUL: Cost Is An Issue Only In The Absence of Value

By: Charlie Gipple, CLU, ChFC, SVP Sales and Marketing at Partners Advantage Insurance Services, LLC

I had a mentor many years back who had done very well in financial services and had made a great deal of money. While I was talking with him one day on the phone, he brought up he had just purchased a Ferrari. At this point, me being fairly frugal and understanding there is no worse “investment” on earth than automobiles, I said, “what are you thinking buying a $200-$300k car? How can any car be worth this much money?” After firing back with a couple of choice words which I cannot put in this article, he told me a phrase I will never forget. He said “Charlie, cost is an issue only in the absence of value. Is this car costly to me? Yes. However, if to me the value eclipses the cost, why would I not buy it?”

The issue of cost is brought up very frequently during conversations around life insurance and especially permanent life insurance. Of course this is perpetuated by the pundits such as Suze Orman and Dave Ramsey who consistently make the blanket statement that permanent insurance is too costly and one should buy term and invest the difference. So, as I do indexed product boot camps across the country, my job is to educate the agents on why IUL is not so expensive if designed correctly and how the agents can explain this to their clients.

Learn more in the full white paper "IUL: Cost Is An Issue Only In The Absence of Value," by Charlie Gipple, CLU, ChFC.  Gain insights on how to show your clients tax advantage opportunities IUL policies offer and walk them through a hypothetical scenario that shows them IUL policies can be quite reasonable in price.

Fill out my online form.



For financial professional use only. Not for use with consumers.

Indexed Universal Life is not a stock market investment and does not directly participate in any stock or equity investments. Market Indices do not include dividends paid on the underlying stocks, and therefore do not reflect the total return of the underlying stocks; a market-indexed insurance product is not comparable to a direct investment in the equity markets. Clients who purchase IUL are not directly investing in a stock market index.
Pursuant to IRS Circular 230, Partners Advantage Insurance Services and their representatives do not give tax or legal advice and cannot be used to avoid tax penalties or to promote, market, or recommend any tax plan or arrangement. Encourage your clients to consult their tax advisor or attorney. The information contained in this article is not intended to serve as tax or legal advice and is not intended to provide financial or legal advice and
does not address individual circumstances.

Both loans and withdrawals from a permanent life insurance policy may be subject to penalties and fees and, along with an accrued loan interest, will reduce the policy’s account value and death benefit. Assuming a policy is not a Modified Endowment Contract (MEC), withdrawals are taxed only to the extent they exceed the policy owner’s cost basis in the policy and usually loans are free from current federal taxation. A policy loan could result in tax consequences if the policy lapses or is surrendered while a loan is outstanding. Distributions from MECs are subject to federal income tax to the extent of the gain in the policy and taxable distributions are subject to a 10% additional tax prior to age 59½, with certain exceptions. These characters are fictional and are not actual customers. Your own decisions should be made in light of your own financial situations. This hypothetical examples used are for illustrative purposes only, is no guarantee of return or future performance, and does not depict the actual performance of a specific product or its investment options.


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Wednesday, March 15, 2017

Taxes for 2017 and Beyond

By: Bill Jackson J.D., CLU®, Sr. Advanced Markets Consultant at Partners Advantage Insurance Services, LLC

With tax reform being a major part of President Trump’s platform and both houses controlled by the Republicans, many are wondering “how the tax environment will change.” All professionals in the financial services industry will be asked about this hot topic because it directly impacts financial plans our clients are implementing.

It is important to understand that tax reform is complex. It has been 31 years since the last major overhaul. With the deficit at 21 trillion dollars, any changes will need to be relatively revenue neutral. Changes will also require that the executive and legislative branches be on the same page. There are many differing views on this subject, even for members of the same party. Nevertheless, there is a better chance that significant changes will be made than at any time in recent history.

An important planning concept in a potentially changing tax landscape is flexibility. It will also be important to keep in close contact with clients to monitor planning solutions in light of changes that are being made. 

Let’s focus on some of the proposals being made. 1The most important change to personal income taxes would be the simplification of rates to 12%, 25%, and 33%. The cutoff points for Joint filers would be at $75,000 and $225,000, and for Single filers, it would be $37,500 and $137,500.

There are several provisions slated for repeal, the Medicare Hospital Insurance of .9%, the 3.8% tax on investment income, and the Alternative Minimum Tax. 

Aside from mortgage interest, charitable contributions, and state and local taxes, itemized deductions would be lost. Even these deductions would be capped at $100,000 for single filers and $200,000 for joint filers.

To compensate for lost deductions, personal exemptions would increase to $30,000 for joint filers and $15,000 for single filers.

The Federal Estate tax would be repealed.  However, gift and generation skipping taxes would remain intact. Revenue would be boosted by eliminating the step up in basis for capital gains to the extent that the value of the estate exceeds $10 million. However, transfer of appreciated property to relatives or a private charity would not be allowed.
From a business standpoint, corporate rates could be reduced from 35% to about 20%. Pass-through income would come down from the current 40% rate to 25%. Revenue loss would be made up by a 20% tax on imports and a 10% tax by repatriating foreign profits of U. S. corporations.

If these changes come into play, there is no guarantee that they will continue in future administrations. It is still prudent to provide financial security in estate planning situations regardless of the current estate tax environment. Fortunately, the retirement planning space has not been changed and is still provided with the incentives we are all familiar with for annuities and life insurance. The major takeaways are to provide clients with flexible solutions and make sure that you are monitoring client accounts frequently. 

Contact William “Bill” Jackson, Sr. Advanced Markets Consultant at 888-251-5525, ext. 361 with any advanced case design questions or concerns.  He’s here to 
HELP YOU present better strategies!


1Deloitte, 2017 Essential Tax and Wealth Planning Guide, Post-election tax policy update - Impact of the 2016 elections, Installment Two.

For financial professional use only. Not for use with consumers.

Partners Advantage Insurance Services and their representatives do not give tax or legal advice.  Accordingly, any tax information provided is not intended or written to be used, and cannot be used, by any taxpayer for the purpose of avoiding penalties that may be imposed on the taxpayer. Encourage your clients to consult their tax advisor or attorney.
The tax and estate planning information contained herein is general in nature, is provided for informational purposes only, and should not be construed as legal or tax advice. Partners Advantage does not provide legal or tax advice. Partners Advantage cannot guarantee that such information is accurate, complete, or timely. Laws of a particular state or laws that may be applicable to a particular situation may have an impact on the applicability, accuracy, or completeness of such information. Federal and state laws and regulations are complex and are subject to change. Changes in such laws and regulations may have a material impact on pre- and/or after-tax investment results. Partners Advantage does not assume any obligation to inform you of any subsequent changes in the tax law or other factors that could affect the information contained herein. Partners Advantage makes no warranties with regard to such information or results obtained by its use. Partners Advantage disclaims any liability arising out of your use of, or any tax position taken in reliance on, such information. Always consult an attorney or tax professional regarding your specific legal or tax situation.

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Wednesday, March 8, 2017

Experience the Advantage with Partners Advantage

Experience the Advantage
We Make Growing Business Easy.SM

Why Partners Advantage?
Partners Advantage focuses on providing added value to independent financial professionals and agencies through training, specialty services, enhanced case support and business planning. In addition, each of our contracted agents receive an assigned Brokerage Director and New Business Case Manager that can help the agent with their training and cases’ status. Partners Advantage represents some of the best insurance companies in the United States, with distribution contracts with over 50 major insurance carriers. Our current office locations are in Florida and New Jersey, while the main office is located in Riverside, CA.  

As our economy and industry continues to change, Partners Advantage provides you with leadership, resources and exceptional customer service to continue to grow your business. Together, we can adapt to change and thrive in this changing environment.

How do we "make growing business easy"? 
We accomplish this with our cutting-edge sales technology, vast experience and expansive growth via mergers and acquisitions; providing new growth opportunities within the industry; and our training and education first philosophy. We put what we've learned from our many years in the financial services industry to work by helping financial professionals and agencies to innovate, expand and thrive.

There’s all of this and much more to help YOU better serve your clients! Partner with us and strive to achieve our VISION of keeping American families protected and secured throughout every stage of life.

If you would like to PARTNER with us, please contact our Partners Advantage 
Relationship Coordinating Team at 888-251-5525, ext. 389.

For financial professional use only. Not for use with consumers.

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Thursday, March 2, 2017

Understanding Generational Differences to Enhance Your Sales

By: Oscar Toledo, Director of Sales and Marketing, Partners Advantage Insurance Services

Our market space continues to evolve, and the better you understand that different generations have very distinct views about products, politics, religion, careers, and just about everything else, the more successful you will become. 

Sales techniques that are effective for one generation may come off as “pushy” for another. Generational differences are more significant in marketing and selling now than at any other time in our history. For one thing, there are currently more generations alive and active than ever before, as modern medicine and affluence have produced a revolution in longevity.

We need to try to understand how customers’ backgrounds affect their buying preferences. As an example, during my fact finder with a prospect, I begin with questions such as:
  • Where are you from and what was it like growing up? 
  • What did you learn about money growing up?
  • What was the hardest lesson you’ve had regarding money?
I do this because the information they will share with me during the first half of the meeting will allow me the opportunity to better understand their buying preferences, and just as important, build rapport with them.

Contact Partners Advantage for complete training and sales assistance at 
888-251-5525, Ext. 700

Read the full article: “Better Understanding Generations to Enhance Sales” here. 
Fill out my online form.



For financial professional use only. Not for use with consumers.

Always follow your firm’s policies and procedures regarding review and use of third-party templates, creation and distribution of client and prospect materials, hosting of client and prospect events, offering giveaways or prizes, and your firm’s employment process.
Partners Advantage Insurance Services and their representatives do not give tax or legal advice.  Accordingly, any tax information provided is not intended or written to be used, and cannot be used, by any taxpayer for the purpose of avoiding penalties that may be imposed on the taxpayer. Encourage your clients to consult their tax advisor or attorney.

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Thursday, February 23, 2017

Don't Discount Millennials as a Sales Opportunity

By: Oscar Toledo, Director of Sales and Marketing
Partners Advantage Insurance Services

The early cusp of the Millennial generation is nearing 40 years of age! Millennials were originally known as the “Echo Boom” because they represent a surge in the number of births that came mainly as a result of the Baby Boomer generation having children of their own.  The Baby Boomer and Millennial generations are the two largest generations in American history.  Until the emergence of the Millennials, Baby Boomers were considered the most important demographic in commerce, marketing, and sales.

Millennials have lived for most of their youth in a time of broad economic and technological expansion.  Indeed, ease with technology and telecommunication is one of the hallmarks of Millennials, along with a sense of optimism and entitlement that comes from growing up in an “everybody wins” world that their very attentive parents (Baby Boomers) carefully structured and programmed.  

I encourage you to watch Simon Sinek’s video on YouTube titled: “Millennials in the Workplace.”  I believe you will gain good insight from this 15-minute video.

Selling Tips
  • Tell them where to research and let them educate themselves so they can decide
  • Stay in touch with and through technology
  • Be a trusted resource and be yourself
  • Don’t be pushy
  • They’ll tell you when they’re ready to buy
Don't discount Millennials as a sales opportunity. They are the youngest and largest generation in the workforce. They have adopted an understanding that they need to save for retirement. Seventy-two percent of Millennial workers have started saving at the young median age of 22-years-old.2

Request the full article entitled: "Better Understanding GENERATIONS to Enhance Sales." 

Fill out my online form.




2Transamerica Center for Retirement Studies, August 23, 2016, "Retirement Insecurity: A Multi-Generational View" - http://www.prnewswire.com/news-releases/retirement-insecurity-a-multi-generational-view-300316823.html, last accessed 1/17/17.

For financial professional use only. Not for use with consumers.

The information in this article is for general information only.
Always follow your firm’s policies and procedures regarding review and use of third-party templates, creation and distribution of client and prospect materials, hosting of client and prospect events, offering giveaways or prizes, and your firm’s employment process.

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Thursday, February 16, 2017

Don’t Miss the Sales Opportunities with Younger Generations

By: Oscar Toledo, Director of Sales and Marketing
Partners Advantage Insurance Services

It was only a few minutes before the client seminar began, and as my team prepared to present, I noticed something I had not seen in my 18 years in the business.  I have done a number of client seminars throughout the years and have experienced strong success with them.  Because where else can you get 25 clients/prospects in one place and commit to a meeting with you at the same time?  

So, what was this new vision at my event? In the door walked a young prospect, in his early 20s. When we advertised the event, we were very specific in the age demographic we targeted; it was baby boomers. But here is a 20-something walking in and sitting down.  I asked myself if he was going to be a distraction.  The answer panned out quickly, yes, he was a distraction.  

He was actually responding to the questions being asked by the speaker and I was impressed with his answers.  It turned out he was a teacher in the local school district and he was interested in life insurance.  And not just term insurance, but it was an Indexed Universal Life policy.

Selling Across Generational Divides
Generational differences are more significant in marketing and selling now than at any other time in our history.  For one thing, there are currently more generations alive and active than ever before, as modern medicine and affluence have produced a revolution in longevity.

Of course, generational biases are not ironclad, and birth date does not dictate personality. The first step in applying generational tactics in selling is to learn about the generations by becoming familiar with each one’s characteristics, likes, and dislikes.

Once we do that, we need to understand how to sell across generational divides rather than allowing these differences to short circuit that crucial connection to provide the best service to our clients.

We need to try to understand how customers’ backgrounds affect their buying preferences.  As an example, during my fact finder with a prospect, I begin with questions such as:
  • Where are you from, and what was it like growing up?
  • What did you learn about money growing up?
  • What was the hardest lesson you’ve had regarding money?
I do this because the information they will share with me during the first half of the meeting will allow me the opportunity to better understand their buying preferences, and just as important, build rapport with them.

Proper Fact Finding Creates Better Understanding and Results
Fact finding is similar to an MRI health scan. It helps you dive deep into your client's perceptions and financial make-up to better understand them, build rapport, help you understand their financial goals and start to identify how you can help them. Using a well-designed fact finder to understand your prospects and capture what is important to them is a key step in a successful sales process. 

Request the full article entitled: "Better Understanding GENERATIONS to Enhance Sales." 

Fill out my online form.



For financial professional use only. Not for use with consumers.

The information in this article is for general information only.

Always follow your firm’s policies and procedures regarding review and use of third-party templates, creation and distribution of client and prospect materials, hosting of client and prospect events, offering giveaways or prizes, and your firm’s employment process.

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Thursday, February 9, 2017

The 2-2-6 Program for Effective Business Building

By: Oscar Toledo, Director of Sales and Marketing at Partners Advantage
Insurance Services



You met with the client and made the sale. 
Congratulations! You're all done and can move on to the next potential client - right? 
You might want to reconsider that!

It's important that your practice management plans recognize that many times your very best prospects are right in your current client database. Don't leave business on the table or the opportunities to continue serving the needs of the clients you already know. Put a specific plan in place to cultivate your database, produce more sales opportunities and cultivate stronger relationships.

I use a "2-2-6 Program" to serve and cultivate my database. Here's how it works. Use your Client Relationship Management (CRM) system to trigger important follow-up reminders. You can also ensure you cover these steps by entering calendar reminders in your Outlook calendar or smart phone right after you close the sale.

2-2-6 Program:
  • 2 Weeks After the Sale: Send a personal email and/or call the client to see if they have any questions that have popped up about the financial products they chose.
  • 2 Months After the Sale: Follow up in two months to ask if the client has any questions concerning their new policy and how it works.  
  • 6 Months Later: Follow up in six months to review coverage, ask if they have had any life changes that might require added coverage.
Annual Reviews:  It is important to schedule annual reviews with clients in order for them to understand the value in your recommendation.  Also keep in mind, most people don’t disclose all their assets to you during the first sale.  Go back to continue to cultivating the relationship.

Your client could have any number of issues suddenly appear in their lives. Here are just a few reasons the 2-2-6 program and annual reviews are so important:
- Death of a parent, spouse or child
- Receiving an inheritance
- Divorce
- New additions to the family via adoption or birth
- New marriage
- Seeing a friend/family member struggle with health and financial concerns related to long-term care needs
- Health change/issue

Most carriers are now paperless, so you don't receive clients' annual statements from carriers via postal mail anymore. These used to be good reminders to reach to your life and annuity clients. Now, you need to have your own system to trigger follow ups. 

You can gather this information by logging into the carrier websites to view your clients' annual statements each month. This is an important practice management task. Once you gather the updates, be sure to make the follow-up calls and you may very well uncover new needs with your clients.

If you don't have time to retrieve the annual statement information from carriers, you can choose to use a technology solution. These technology solutions are generally subscription based and they do the research for you! These systems locate all the policies you've written under your license number from all the carriers you choose. Information is provided such as, policy anniversary date, annuity in-force premium amount, if the term period still allows for conversion, etc. It feeds the information right to your inbox. It's a small investment to help you continue to mine your database and provide valuable service to your clients. Keep in mind, people like to do business with someone they have done business with in the past.

In addition to utilizing the 2-2-6 program and annual reviews, here are a few additional tips:

Relationship Building:  Your clients should not just be clients; they need to become part of your extended family.  Keep in touch with a friendly call or card. And if you’re placing your client in a position of success, why wouldn’t they inform fellow members of their church, bowling league, county club, etc., about the value that you bring to their household. Every sale and just a meeting with a new prospect warrants a thank you note. Even a “no sale” could possibly lead to a wider referral base of future sales. When you are confident you have helped the client and built an ongoing relationship, you can feel more comfortable asking if they have friends or family that might have similar needs (referrals).

Client Advisory Board: Creating a client advisory board provides valuable feedback about your practice from clients.  It's an effective and inexpensive way to learn how to improve customer service, the office experience and your overall practice.

We all know this is a relationship business. Be sure you are structuring your practice for success.

Contact the Partners Advantage Brokerage Team for additional information and complete sales assistance: 888-251-5525, Ext. 700

About the Author:
Oscar Toledo, Director of Sales and Marketing, Partners Advantage
Oscar Toledo has spent 18 years in the insurance industry as a business consultant and in personal production. He has helped hundreds of financial professionals and agencies grow their life, annuity and linked benefits business by providing innovative sales concepts, extensive product knowledge and superior support. He has also qualified for the Million Dollar Round Table for several years as a personal producer - CA License #0E38226. He can be reached via phone: 888-251-5525, ext. 124 or email at otoledo@partnersadvantage.com.


For financial professional use only. Not for use with consumers.

The information in this article is for general information only.

Always follow your firm’s policies and procedures regarding review and use of third-party templates, creation and distribution of client and prospect materials, hosting of client and prospect events, offering giveaways or prizes, and your firm’s employment process.

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Thursday, February 2, 2017

Break Through the Myths. Set the Record Straight about Long-Term Care Protection.

When it comes to long-term care (LTC), your clients might not know where the facts end and the myths begin. You can help set the record straight.
More people today will need LTC services at home, in assisted living or in a nursing home — and the cost for care is on the rise. Yet too often, they stop short of preparing for real future needs because they’re confused by the myths of LTC products and services.

Have your clients confused facts with fiction on the subject of LTC? The myths are many:
  • “A government program will take care of me.”
  • “I already have health insurance.”
  • “LTC protection is for nursing home care only.”
  • “I can’t afford LTC protection.”
  • “LTC is only for old people.”
  • “We don’t need protection — we have each other.”
  • “I can save the money I need for LTC.”
With OneAmerica® Care Solutions, we put the myths to rest with solutions your clients can use to help protect themselves, the ones they love and their retirement future.

Help your clients uncover the truth about LTC protection with OneAmerica Care Solutions. Start today with training resources and sales tools!


The Myths of LTC consumer campaign includes a variety of consumer marketing materials at your fingertips. Contact the Partners Advantage Brokerage Team for more information: 888-251-5525, Ext. 700





Not a deposit • Not FDIC or NCUSIF insured • Not guaranteed by the institution • Not insured by any federal government agency • May go down in value

OneAmerica is the marketing name for The State Life insurance Company® (State Life), offering the Care Solutions product suite.

Notes: Products are issued and underwritten by The State Life Insurance Company® (State Life), Indianapolis, IN, a OneAmerica company that offers the Care Solutions product suite. Asset-Care form numbers: L301, R501 and SA31; Annuity Care and Annuity Care II form numbers: SA34, R508; SA35; Indexed Annuity Care form numbers: SA36, R529 PPA, R529, R530 PPA and R530. Not available in all states or may vary by state. All guarantees are subject to the claims-paying ability of State Life.

For use with financial professionals only. Not for public distribution.

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Thursday, January 26, 2017

Smoothing Out the Volatility in Your Practice with Life Insurance

By Charlie Gipple, CLU,® ChFC® , Senior VP of Sales & Marketing

Consumers also appear to disagree with what the financial “experts” like Suze Orman and Ken Fisher say about annuities.  In fact, 78% of people who own annuities are satisfied with their access to their money.1 More than 80% of fixed annuity buyers are happy with their purchase2, which is a very high happiness factor among financial products.

Even in light of the challenges we face with the Department of Labor’s Fiduciary Rule, I am confident we will adjust and FIAs will continue to be a mainstay of our industry.  However, in the short run we will likely experience some changes with the FIA product line. For financial professionals that may have their businesses highly concentrated on FIAs, I would propose a way to “smooth out” the volatility in your practice. I propose Life Insurance!  If you don’t like underwriting, there are attractive Simplified Issue Life Insurance products.  There are also Single Premium Whole Life products and Single Premium Indexed Universal Life products, which offer an attractive alternative to FIAs, when the client doesn't need the money during their lifetime.  

I can comfortably assure you that if you know FIAs, it's not a very far leap to also learn and write IUL.  I have taken this leap myself and at the time I had less educational resources and support than what you have when you partner with a marketing organization with a strong training platform. This is what we at Partners Advantage specialize in - Education that Causes Sales. I encourage you to prepare for the future of our industry and continue to broaden your knowledge to truly serve your clients’ needs.  

Read the full article that first appeared in Retirement Advisor magazine in June 2016.
Fill out my online form.

 

Contact Partners Advantage for complete training and sales assistance at
888-251-5525, Ext. 700


For agent use only.  Not for use with the public.

* Guarantees are backed by the Financial Strength and claims-paying ability of issuing company. 

**Insurance and annuity products: Are not deposits. Are not guaranteed by a bank or its affiliates.  May decrease in value. Are not insured by the FDIC or any other federal government agency.

1Genworth The Future of Retirement Income Study 2014
2LIMRA Study – August 2012 http://www.limra.com/newscenter/newsarchive/archivedetails.aspx?prid=257

Annuities are designed to meet long-term needs for retirement income. They provide guarantees against the loss of premium and credited interest, and the reassurance of a death benefit for beneficiaries. 
An income rider or benefit (sometimes called Guaranteed Lifetime Withdrawal benefits, or GLWB) is an additional feature available with some annuities and generally optional and come with additional costs. Income benefits are designed to provide income options above and beyond the standard annuitization or free withdrawal features in annuities. 

Pursuant to IRS Circular 230, Partners Advantage Insurance Services and their representatives do not give tax or legal advice and cannot be used to avoid tax penalties or to promote, market, or recommend any tax plan or arrangement. Encourage your clients to consult their tax advisor or attorney. 

The information contained in this article is not intended to serve as tax or legal advice and is not intended to provide financial or legal advice and does not address individual circumstances.

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Thursday, January 19, 2017

Dispelling Myths of the “Sweet Spot” in Underwriting



By Lisa Morris, VP of Underwriting and Development at Partners Advantage

After spending 17 years working at life insurance carriers assessing large face amounts, the opportunity to move to the field presented itself and I jumped at the chance. The one observation that has been consistent can be narrowed down to one phrase: “What carrier is good at ___________”? (fill in any medical condition, avocation, aviation, etc., your choice!). My answer from both the carrier side and the field side has been the same…EVERYBODY! Everybody? Yes, everybody.

The majority of carriers use one or two of the available four reinsurance manuals. In addition, a few carriers may have some variances in which they can deviate a bit from the manual, but that happens after a carrier has shown a decline in a risk (either due to their mortality experience or new medical advancements). So if there are only a few manuals which all insurance carriers utilize, why do carriers market “sweet spots” or “niches”?

Perhaps the reason is related to how the carrier or product is positioned, perhaps how it is understood by the sales field, but whatever the reasoning, the end result is wanting to encourage you to think of their company when faced with certain underwriting issues. If you really give it some thought, you realize it is unlikely a medical condition could be a plug-in and go scenario. Why? In my 25 years of underwriting, I have never seen any two cases alike. In addition, physicians even have different interpretations or analysis of exams, conditions and treatment. Even in the case of twins with the similar DNA, they may not have the same medical condition and same treatment. So the question remains of how could a carrier indicate a sweet spot?

Individual life insurance underwriting is just that - individual. There is no cookie-cutter approach to medical conditions that can be applied to each and every applicant who has been diagnosed with that condition. No two clients are alike, so there is no set rule to evaluate their eligibility as if they are alike.

Do you have an underwriter with experience on your side? Partners Advantage can help. Read the full article which first appeared in Broker World magazine's November 2016 issue.
Fill out my online form.


Contact Partners Advantage for complete case assistance at 888-251-5525, Ext. 700.

For financial professional use only. Not for use with consumers.

Partners Advantage Insurance Services and their representatives do not give tax or legal advice. The material in this article is provided for informational purposes only and should not be construed as tax or legal advice. Discussions of the various planning strategies and issues are based on our understanding of the applicable federal income, gift, and estate tax laws in effect at the time of publication. However, these laws are subject to interpretation and change, and there is no guarantee that the relevant tax authorities will accept Partners Advantage’s interpretations. Additionally, the information presented here does not consider the impact of applicable state laws upon clients and prospects. Guarantees and benefits are based on the claims-paying ability of the issuing insurance company. Keep in mind that most life insurance policies require health underwriting and, in some cases, financial underwriting. Each case is individually underwritten as the severity of medical conditions varies among individuals. Formal underwriting evaluation and pricing is based on the individual characteristics of each case.


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