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Life, Annuity, LTCI & DI

From the Desk of the Vice President
By Michael Walls, LTCP

As a true Brokerage agency, every day we present our producers with multiple options to solve a client’s personal insurance problem. Whether the solution is Whole Life, Universal Life, Term, LTCI, DI, or Annuities, our business model delivers a variety of unbiased choices from over 40 carriers for our producers to choose. BUT how do you make that choice? What are good criteria to consider? The overwhelming answer I get from our customers when this comes up is SERVICE. So what is the “State of the Union” with service these days? In a phrase, it’s a mixed bag. Most of our carriers are doing well, and my impression from reported January and February sales results is that most companies’ production is down over last year which has likely made an impact. Our value-added approach now to quoting is to give our current snap-shot impression from our case management team about where things stand with specific carriers. The low-cost term carriers are of course always problematic since their volumes are contingent upon pricing; lowest cost, highest volume, and thus slowest service. Good choices for term currently are American General, West Coast Life, North American, Hartford, and Genworth. Permanent Life carriers are generally doing well, such as John Hancock, Hartford, and American General. LTCI carriers such as Metlife, Hancock, and Genworth are usually good choices for quicker time service. For DI, look to Assurity, Metlife, Mass Mutual, and Berkshire as carriers we’re having good success with service.

And finally, a word about our latest sales training option, “Ron’s Secrets to LTCI Sales Success,” our exclusive seminar option to help you identify, present, and close LTCI sales with your current or new customers. In February, we held the first of two in-house meetings which were overwhelming successes. In March, we expanded the course to include Mult-Life LTCI for small groups, which is now the fastest growing segment of LTCI sales. Ron Cohen brings to the table over 12 years of experience and 950+ face to face sales in his former life as a TOP producer for Metlife LTCI. We’re planning more of these meetings in the upcoming months, but if meetings aren’t your thing, or if you’d like some more personal attention, please don’t hesitate to contact Ron Cohen in our office to schedule some one-on-one time. Whether you’d like to learn individual or multi-life LTCI sales techniques, Ron offers some great insights on how to do it, and all at no cost to you.

Read on for the latest product and carrier news from my staff, I know you’ll be impressed about the options we can present for you as you build your individual business.