<![CDATA[Postema Marketing Group - PMG Power Blog]]>Tue, 01 Dec 2015 10:01:05 -0800Weebly<![CDATA[PMG Power Blog: You're Leaving Good Business on the Table]]>Wed, 25 Nov 2015 15:22:20 GMThttp://www.pmg1.com/pmg-power-blog/pmg-power-blog-youre-leaving-good-business-on-the-tableBusiness on the table
To all of the terrific and successful annuity agents we have the privilege of serving, thank you. We are incredibly grateful for your business and the confidence you place in us every day.

However, this week’s blog is not for you.

This week, I have an exclusive message for our agents that do NOT sell annuities on a regular basis.

You are almost certainly leaving good business on the table.

Not just good business, but potentially game-changing business. Business with no underwriting, quick to issue, easy to understand, with really good compensation, and needed by the same clients you’re working with right now. Think about that. 

If you’re concerned about having the time to learn about new products, strategies, and sales concepts… Don’t be.
Start simple. Start with Fixed Annuities and Multi-Year Guarantee Annuities. It’s true rates are historically low right now, but there are fewer moving parts with FAs and MYGAs. Plus, they still offer all of the advantages safety-conscious clients are looking for. Learn more.

If you’re not sure who to approach… Start simple here, too.
Start with CD holders. CD holders are terrific annuity prospects because they like safety, simplicity, and guarantees… Precisely what MYGAs and FAs offer.

Annuities also offer several enticing advantages over CDs.

  • Interest rates are significantly better than CDs. 
  • Tax deferral on annuity gains provides the power of triple compounding: interest on principal, interest on interest, and interest on the money that would have been paid out in taxes.
  • Annuity funds typically pass along to beneficiaries probate free.
  • Annuities can offer better liquidity than CDs for clients over 59 ½.

That’s a lot to like and a pretty darn simple message to deliver.

To drive home the advantages even further, provide your prospect with a personalized educational booklet on the topic of CD replacement. Click here to download a pdf copy of Safeguarding Your Retirement from CD Sabotage.

If you’re concerned with how to start the conversation… Don’t be.
It’s easy to transition from delivering the product you’re selling now to uncovering CD replacement opportunities, once you know a few secrets. Watch the 4-minute video below to see one very simple approach to the transition. There are plenty of others too.

​If you’re concerned about pending regulatory changes… Don’t be.
It’s true we are probably facing changes to how we do business when it comes to qualified funds, but don’t let that be an excuse not to get started. Don’t let something challenging that might happen prevent you from pursuing something good that will happen. Besides, there are plenty of non-qualified funds out there to keep you busy improving clients’ situations—and your business.

If you’re still not sure about this… Let us help.
We’ve helped countless agents add annuity sales to their existing practices including those specializing in Medicare supplements, life insurance, disability insurance, property & casualty, and more. Think about it. You’re already serving these people. This is just a simple and powerful way to serve them in a new way and boost revenues significantly at the same time.

The one thing I know for certain is you will be shocked at how many CD replacement opportunities exist all around you right now. All you have to do is open your eyes and start looking for them.

Stop leaving good business on the table.

P.S. I don’t want to rush things, but Fixed Index Annuities offer all those benefits and more. There are several good reasons FIAs outsell all other annuities by a wide margin. Once you’ve gotten your feet wet with FAs and MYGAs, we’ll focus on bringing even more value to your clients with FIAs. If you’re ready to tackle FIAs now, click here. 
Written by: Paul M Mallett SVP/COO Postema Marketing Group, LLC
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<![CDATA[6 Principles for a Strong 2016]]>Fri, 20 Nov 2015 21:09:55 GMThttp://www.pmg1.com/pmg-power-blog/6-principles-for-a-strong-2016Hitting your goal
Many agents and advisors wait until the beginning of the year arrives to create their business plan.

I completely disagree with this approach.

I firmly believe you should work through the process now, so you are prepared to hit the ground running when January 1st hits. If you don’t plan ahead, your year will be off to a slow start causing yourself to constantly feel behind and experience unnecessary stress.

These six principles should be a priority in your 2016 plan:

1. Identify your niche. Who is your target audience or ideal client? If you have not sat down and thought about who and/or what your niche is, then you need to figure it out now. The success of your business depends on it.
2. Determine which products best fit those within your niche. It’s imperative to know which products will be of most value to your niche so you start studying. Do some research and/or contact your IMO/FMO to make you’re contracted with the most competitive carriers for those particular product types. Then, become an expert on them so you’re ready to take off with full force come January 1.
3. Develop a prospecting strategy. This is almost a sub-business plan to your business plan. What prospecting strategies will you employ in the coming year? Host educational workshops? Participate in community events? Purchase lead lists? Send direct response mailers? Something else? All of the above? While making these decisions, always consider the cost of each method, how often you will do each, and how much of your budget you can invest in prospecting. If you feel overwhelmed and are unsure where to start, give us a call at 877-512-9287.
4. Set realistic sales and revenue goals. How much money do you realistically want to earn in 2016? Based on your current sales and revenue, identify how much money you will aim to earn in the coming year. Then, to determine if it is feasible, work backwards. What is your current average premium per sale, and what is your closing ratio? Once you have that information, calculate how many people you will need to see and how many presentations you need to conduct throughout the year to reach your revenue goal. Next, break it down even further by computing how many appointments you need to hold per month, week, and day.
If your income is based 100% on your personal production, you need to take this very seriously. Measure it every single week, and review it at least once per quarter to ensure you’re on track. If you are not, first try to adjust your game plan. If that is not reasonable, then adjust your expectations.

5. Study your competition. What are they doing to be successful? It’s important to know what your competition is doing, so you can develop a business plan that will help you dominate your market. Don’t just be a competitor in the game; be a winner. With that being said, do not fixate on your competition because it can be a distraction very easily. Instead pay just enough attention so that you’re not blindsided by an enormous growth or something else that could hurt your practice.
6. Devise an execution strategy. How will you accomplish your new business plan? Who, if anyone, will help you? What tools and/or training do you need to achieve success?

You can insure your own success for 2016! If you need help with any of these areas, don’t hesitate to call 877-512-9287 to talk to one of our team’s experts. This really can be your best year ever!
Dennis Postema
Submitted by: Dennis M. Postema, President & CEO of Postema Marketing Group, LLC
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<![CDATA[PMG Power Blog: End Overwhelm Forever]]>Wed, 11 Nov 2015 20:03:13 GMThttp://www.pmg1.com/pmg-power-blog/pmg-power-blog-end-overwhelm-foreverAn overwhelmed agent
When you are growing your business, you not only have to do the daily tasks and take actions that will create the results you want, you have to FIGURE OUT what those tasks and actions are in the first place!

Day after day, we have strategies to create for marketing, sales to choose from, outreach to do, calls to make, material to create, clients to service… the list goes on and on.

It’s not unusual to end up completely and utterly overwhelmed. 

And what can often happen is that we get so overwhelmed, we stop in our tracks and get nothing done, only to feel even more overwhelmed!

There is a way, however, to break the paralyzing spell of overwhelm.

Overwhelm feels different than being too busy, or tired from over doing it, or frustrated by the difficulty of a task. 

It usually feels more like, “I can’t handle this!” “Everything is spinning out of control, and I don’t know what to do!” “It’s going to crush me!”

The reason for that is because overwhelm is often part of the discomfort you feel when you are playing a bigger game than you are used to, have taken on a larger commitment, or are up-leveled in some other way. 

We all know you can’t produce anything new unless you do something you’ve never done. You must move outside of your comfort zone. 
And what is outside of your comfort zone? Discomfort!!
When you look at it this way, feeling overwhelmed is a natural effect of stepping into a bigger world and reaching for the next level. 
It is not because you are weak, incapable, lazy, or cowardly. In fact, quite the opposite. People who remain safely in their comfort zone where everything is safe, rarely feel overwhelmed. 
Once you accept this and shift your thinking, ask yourself some empowering questions:
“Is this the game I really want to play and at this level? Do I feel excited and energized by the commitments I’ve made?” 
Give yourself complete permission to allow the possibility of either a yes or no answer being just fine. Explore this with NO judgment and NO shame. 
If the answer is “YES! I truly want to be doing this,” then it’s time to get some extra help, hire a coach or trainer, re-arrange your schedule, employ some time-management techniques or anything else that will assist you in learning new skills and expanding your zone of mastery into this new territory. 
And if the answer is a resounding “NO! I am not thriving doing this (or doing it this way)," then you can always adjust your plan or renegotiate your commitments. 
You are the creative force in your life. You get to decide.

Barb Wade
Submitted by Barb Wade, a Business Coach & Mentor specializing in teaching entrepreneurs how to make more money more easily while enjoying a business and lifestyle that reflects their priorities.

​Download Barb's "Word-for-Word Scripts to Overcome Objections" now at
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<![CDATA[PMG Power Blog: Stop Getting the Silent Treatment]]>Fri, 06 Nov 2015 16:49:31 GMThttp://www.pmg1.com/pmg-power-blog/pmg-power-blog-stop-getting-the-silent-treatmentAgent meeting clients
“You can lead a horse to water, but you can’t make him drink.” — Proverb

You’ve done an amazing job locating and attracting quality prospects. You’re getting in front of more people than ever before. The business should be rolling in by now… but it’s not.

Your marketing and prospecting plans appear to be working. So, why aren’t more of your prospects engaging with you, so you can start serving them as clients?

Maybe it’s because… 

You haven’t given them a good enough reason to work with you. Maybe you haven’t done enough to differentiate yourself from other advisors in town. The message you’re delivering is the same they have heard from a dozen others just like you… or worse… the internet!

You’ve made your message all about you, not them. As harsh as it sounds, your prospects don’t care about you. They only care about what you can do for them. They want to know you understand their issue and have the right solution.   

They don’t trust you yet. There are two kinds of trust you must establish when engaging with clients: integrity and competence. They need to trust that you put their best interests before your own, and they need to trust that you know what you are doing. 

You’re making it too hard to do business with you. It could be that you allow too much time to pass before you call back. Maybe you prefer to meet in your office, but they would rather to meet in their home. All things considered equal, people like easy. We’ve come to expect it in this day and age.

You’re confusing your prospects. You may be giving them too many options, so they experience paralysis by analysis. You need to be crystal clear with your message and recommendations. Eighty percent of responsibility in any communication falls on the sender, not the receiver.

You don’t instill confidence. Your prospects want to deal with someone that is confident. Not arrogant, but confident. Former “Wolf of Wall Street” and current sales trainer Jordan Belfort says, “Prospects want to buy from someone who is sharp as a tack, enthusiastic as hell, and a force to be reckoned with.” Say what you want about Belfort, but I think he’s right about this one.

You haven’t taught them something they didn’t already know. Whenever I meet with a prospect, I go in with a primary and secondary goal. Quite often, my secondary goal is to teach them at least one thing they didn’t already know. When I see the light bulb turn on, I take it to the house with… “You mean your current agent hasn’t shared that with you?”

Take some time to reflect on all of these potential reasons for weak prospect engagement. If any of them hit a little close to home, face the music, make the necessary changes to your sales process and watch what happens. The good news is small changes can make a very big difference. 

Note: If you’re interested in taking a deeper look at improving your overall sales process, join best-selling author, producer, and PMG President/CEO Dennis Postema and me for our upcoming webinar series, The 7-Step Sales Process. Click here to register.

Paul Mallett
Written by: Paul M Mallett SVP/COO Postema Marketing Group, LLC
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<![CDATA[PMG Power Blog: Don't Be a Fool!]]>Fri, 30 Oct 2015 18:22:50 GMThttp://www.pmg1.com/pmg-power-blog/pmg-power-blog-dont-be-a-foolMicrophone
In July, my assistant asked if Paul Mallett and I would be interested in speaking at a local automotive company about our success in business. After some debate, we agreed and were scheduled to speak at the business in October.

​We began preparing in September, and then gave our presentations last week. Both of us were completely blown away by the advantages of this free opportunity, and we ended up speaking with over 80 engaged and enthusiastic managers!

This was certainly a terrific opportunity to share our stories, but it did not come without a few lessons for us as well:

  1. Never second guess a free opportunity to speak with people! I considered turning down the opportunity because I was unsure what else would be on my calendar when the event rolled around in three months or how many people would even attend our presentations. What was I thinking?! That would have been so foolish! Any free opportunity to get in front of potential clients is non-negotiable.

  2. Prepare, prepare, prepare. Two weeks prior to the event I had my assistant give the event organizer 20 copies of my book, Unleash Your Mojo: A guide to developing inner strength and power, so the attendees could review it prior to my presentation. Much to our surprise, two executive managers completed a full report of the book to share with everyone in the room prior to my presentation. Long story short, never underestimate the power of being prepared!

  3. The event was free; our time was not. We spent hours preparing our presentations and were emotionally and physically exhausted when we finished. Although the event was free, it still took energy, education, and practice for us to be prepared properly. 

  4. When possible, tag team live events. Of course not all live events require PowerPoint presentations, handouts, live question and answer sessions, etc. However, if the structure of the event allows for it, make an effort to tag team it with colleague. If you’re the only one in your office, recruit a friend or family member to pass out books, help direct questions, pass out freebies, and even flip through your presentation slides if you don’t have a wireless clicker. Remember, just because you are the speaker it doesn’t mean you have to do it all.

  5. Again, never pass up a free opportunity. In today’s world of social marketing domination, do not pass up a free opportunity to be in front of people one on one. We spoke with so many more people than we imagined last week, and all that it cost us was time and energy. It was by far the best return on investment that I’ve made in a long time. After all, I got to speak with over 80 potential clients for “free.” 

What is the most beneficial free event you have attended? 

Dennis M. Postema
Submitted by: Dennis M. Postema, President & CEO of Postema Marketing Group, LLC
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<![CDATA[PMG Power Blog: The 4 Hour Sales Professional]]>Fri, 23 Oct 2015 18:10:07 GMThttp://www.pmg1.com/pmg-power-blog/the-4-hour-sales-professionalDirect Path to Sales
According to the conventional wisdom of human development experts, it takes approximately 10,000 hours to achieve mastery in any given endeavor. Research suggests if you commit to the required 10,000 hours of deliberate practice, you can become good enough to be in the top 5% of nearly any subject, skill, or career field.

Author, speaker, and self-proclaimed human guinea pig, Tim Ferriss, has spent most of his adult life challenging that notion. By way of his three best-selling books, wildly successful podcast, and various other communication channels, Ferriss blows up conventional wisdom by showing the world how to get good at all sorts of things in a fraction of the time. His mission to “gain more by doing less” is the basis of his 4 Hour book series: The 4 Hour Work Week, The 4 Hour Body, and The 4 Hour Chef.

It would take far more space than I have here to share all of the specific skills he has mastered in a ridiculously short amount of time, but they include things like learning a new language, strength training, playing musical instruments, and participating in Japanese horse archery.

His process for ultra-quick mastery has several key elements, but two ideas really resonate with me: 

  1. Eighty percent of what we learn on any topic comes from 20 percent of what we study or practice.
  2. Find someone that is really good at your chosen skill, and do what they do.

It’s pretty simple. Cut through the noise and fluff, and focus only on what matters. Don’t reinvent the wheel. Find someone who has truly achieved what you want to achieve, and mimic them.

In the spirit of improving my sales skills as quickly as I can, I have made it a point to observe some of the most successful agents I have had the privilege of working with, and I document those few essential things they do that separate them from the pack. My list is a work in progress, but this is what it looks like today:

  • Develop a defined and repeatable sales process.
  • Always think “help” before “sell.”
  • Be happy with your results, but never satisfied.
  • Focus relentlessly on your true value-added activities.
  • Feed your sales funnel every day.
  • Believe in your products or find something else to sell.
  • Schedule time to sharpen the saw.
I have to admit, I still believe experience is worth something. The twenty-year veteran sales pro has seen and experienced things the rookie may never see. However, time in and of itself is not the teacher. It’s those few massively valuable lessons that matter most. Give me the equivalent of a ten-year head start with Tim Ferriss’ significantly shortened learning curve, and I like my chances. 

Note: If you’re still looking for a repeatable sales process that’s proven to deliver results, join best-selling author, producer, and PMG President/CEO Dennis Postema and me for our upcoming webinar series, The 7-Step Sales Process. Click here to register.

Paul M. Mallett
Written by: Paul M Mallett SVP/COO Postema Marketing Group, LLC
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<![CDATA[PMG Power Blog: The Easiest Way to Keep in Touch without Harassing People]]>Wed, 14 Oct 2015 16:09:13 GMThttp://www.pmg1.com/pmg-power-blog/the-easiest-way-to-keep-in-touch-without-harassing-people
Michelangelo painting
Virtually every time I speak to sales organizations, I get asked, "What do I do when I don't hear back from people? I don't want to be a pain in the you-know-what." Keeping in touch is so darn hard!

So I ask to see what they're doing now. Usually it looks like this:

I'm checking in to see if anything has changed since we last talked. I suspect you're probably busy.

If you have time in the upcoming week, I'd love to chat. Let me know!

Big UGH! Boring, pathetic, deletable. 

With today's savvy buyers, we can't do that if we want to be seen as a credible resource ... someone actually worth talking to about important business objectives. That's why we need another approach to our sales strategy.

1. Be Helpful

It sounds too easy. Not like a salesperson -- who's supposed to always be pitching. But honest to goodness, it's what works.

For example, one of my clients sells a product that significantly improves customer service. I suggested that they send out an email as simple as this:

When I read this article today on the Harvard Business Review, I immediately thought of you.

It includes info on social media trends related to customer service.


Hope you find it interesting.

Notice how you’re not asking for anything — just providing value — which positions you/your company as a credible resource.

2. Pique Curiosity

Another great sales strategy is to send people to a resource on your own website. I'm not talking about a place that touts your product our services. Gag me! Doing that is so 1970s.

Instead, I'm talking about something that could help your prospect achieve their objectives. Like a white paper, case study, article, or interview that's informative — or shares insights. You could send an email like this:

Last week, I sent you info on how XYZ company is leveraging their online community to drive incremental revenue.

I thought you might also be interested in how Generic Systems reducing customer churn by 17%. Here's a link to their case study: www.linktocasestudy.com

I think you'll be impressed with all the results they're seeing.

Tempting? It should be if you've found the right resource for your prospect. Again, there's no pathetic "circling back" or "checking in."

Every email (or phone message) you send to your prospect has to stand on its own as VALUABLE. Once you get the hang of it, it's easy. And honestly, you feel better communicating this way.

Jill Konrath
Submitted by: Jill Konrath, an internationally recognized sales strategist and author.

​As author of three bestselling books, “SNAP Selling,” “Selling to Big Companies,” and “Agile Selling,” she's a frequent speaker at sales meetings and conferences. For more fresh ideas, visit her website at www.jillkonrath.com.

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<![CDATA[PMG POWER BLOG: 3 SIMPLE TASKS to solve your production problems!]]>Fri, 09 Oct 2015 18:06:21 GMThttp://www.pmg1.com/pmg-power-blog/pmg-power-blog-3-simple-tasks-to-solve-your-production-problemsMake solutions not problems
So many times we talk to advisors with production problems, and they ask how to fix their situations.  Unfortunately, you just can’t turn on or off your production like a faucet. To be honest, most advisors don’t even realize what the problem is that’s causing their lack of production. So, today I’m sharing with you three solutions that should help you resolve your production problems.

1.) Track Your Numbers

Oftentimes we mistake activity (or “busyness”) for actual productive work hours, but they are far from the same. If you do not track your numbers, you’re probably achieving mediocrity at best. Let’s face it, if you don’t measure what you do each week, you will never be able to figure out the root cause of your production problems.
I make all of my career advisors track their numbers, such as:

  • Hours spent in the field,
  • Presentations given,
  • Applications written,
  • Service calls completed,
  • New appointments conducted,
  • Fact finds prepared,
  • Deliveries made,
  • Referrals received,
  • Follow-ups done,
  • Educational hours finished, and finally
  • Overall production.

Click here to download the tracking sheet I provide them.

2.) Make a Business Plan:

Like Benjamin Franklin said, "If you fail to plan, you are planning to fail!" You need to have a business plan that includes the numbers you want to accomplish for the year as well as the overall goals for your practice. We have found it's imperative to compare your accomplishments to your goals continuously throughout the year so you can make adjustments accordingly. Doing this annually or even a few times a year is a waste of time.

3.) Educate and Improve Yourself Relentlessly:

I can't stress this enough...If you aren't growing, you are dying. Make it a point each and every week to read blogs, listen to podcasts, attend trainings, watch webinars, and do anything else that helps you continuously improve your craft as well as your inner self. 

All of these are SO SIMPLE, yet difficult to do consistently. Help yourself by teaming up with someone, such as a coach, manager, or accountability partner to ensure you stick to your plan and finish this year with a bang!

​We're always here, too. Give us a call at 877-512-9287 to find out if we can help you. 

Dennis M. Postema
Submitted by: Dennis M. Postema, President & CEO of Postema Marketing Group, LLC
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<![CDATA[pmg power blog: 5 secrets to rock your referrals]]>Thu, 01 Oct 2015 14:01:10 GMThttp://www.pmg1.com/pmg-power-blog/pmg-power-blog-5-secrets-to-rock-your-referralsYou are in good hands
My favorite type of prospect is a referral. No big surprise, right?

But I’ve learned a few things about obtaining referrals that you may not hear anywhere else. Most experts will tell you things like:

  • Just get over your hesitation and ask.
  • Make yourself referable with outstanding service.
  • Build the “ask” into your sales process when your client is at the greatest point of satisfaction.

These are all great ideas, and they do work, but those things alone don’t generate the number of referrals I’m after. The truth is most people don’t provide me with referrals because I ask. They provide me with referrals because a friend asked for one or shared a financial challenge with them.

As loveable as I am, they don’t do it for me. They do it for their friend.

So what does that mean? The people most likely to provide me with a referral…

  • Know someone in need of a specific service I provide.
  • Think highly enough of my service and expertise to refer me.
  • Remember me at the very moment the opportunity presents itself.
  • Find it really easy to refer me.

So knowing all of that, here are a few specific actions you can take to increase your own referrals:
  1. Proactively network with those clients or referral partners most likely to encounter people with the kinds of problems you are equipped to resolve.

  2. Take every opportunity to teach your clients and referral partners specifically what you do, who your ideal prospects are, and how you are different from your competition. 

  3. Consistently communicate your value proposition with a comprehensive marketing plan. You need to keep your name in front of your clients and referral partners, so they remember you when opportunity knocks.

  4. Use newsletters, value-packed emails, and social media to make it easy for others to refer you by simply liking or forwarding your message to friends. 
  5. Create a habit of providing referrals to others. Seriously. This is critical. Use your website and social media to promote your referral partners at least once per month. Make it automatic.

Integrate these five simple ideas into your referral plan and watch what happens!

Note: These are the foundational elements of my referral strategy, but I build on these with a lot of other ideas. I learned most of those ideas from my friend and referral coach, Sandy Schussel. Sandy is hosting a free webinar on Thursday Oct 8. Register here.
Written by: Paul M Mallett SVP/COO Postema Marketing Group, LLC
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<![CDATA[PMG Power Blog: Selling Mostly Term Insurance?]]>Fri, 25 Sep 2015 18:41:31 GMThttp://www.pmg1.com/pmg-power-blog/pmg-power-blog-selling-mostly-term-insurancePossible or Impossible?
While term insurance may be ideal to meet the particular needs of some clients, permanent life insurance can provide death benefit protection for your clients, along with flexibility should their needs change and can come with more accelerated death benefits than a term policy. Also, permanent premiums can oftentimes be close to the cost of a term premium, but can offer more guarantees, more living benefits, and lifetime protection.

In addition to the permanent death benefit protection for your client, you also have the opportunity to earn more commission as a permanent plan generally has a higher target premium than a term.

So, how do we position this sale to prospects and clients?

Here are a few ideas:

1. Buying permanent now saves age.

When a client converts a term plan to a permanent one, they then pay premiums based upon their current age, not the age when they took out the term policy. Going with a permanent policy from the onset possibly saves them money in the long run.

2. Buying permanent now gives your clients access to accelerated death benefits.

We hope clients will never have a need for these; however, if an unexpected illness were to occur, they could have access to benefits that would not be available with a term policy.

3. Flexibility.

One of the great features of universal life is the flexibility. With a term plan, your client locks into a timeframe and payment amount. With universal life, they can make changes as life changes—whether that’s lowering the death benefit, paying up the policy, or other policy changes. Flexibility is a great benefit to your client.

4. Buying permanent saves a step later.

Sure, clients can convert a term policy to a permanent one, but buying permanent now saves them from having to do that. Clients and agents get busy in life. This is one less thing that needs to be remembered to do.

There are many more benefits, but these are some of the main points. Depending on the client’s or prospect’s needs, presenting the option of permanent insurance could be a win-win for both of you.

P.S. If you need to improve your prospecting game, click here to download the popular 17 Proven Strategies to Generate Quality Prospects.

Submitted by: Chris Korge, Sales Development Specialist, North American Life Insurance Company

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