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... fact is that prospects who compare policies from different companies are more likely to purchase a policy than are prospects who do not make such comparisons. Prospects who comparison-shop are probably serious about purchasing; therefore, since they are already inclined to purchase, the agent should persevere in the sales process.") Was your producer's lost sale due to the fact that the prospect bought from the mortgage-lender's Life associate? Many folks do, often thinking that most Life rates are very close among companies. That's simply not so; vast differences exist among carriers' rates, and for the nonsmoking prospect in good health, the differences are even more startling. For example, one of the largest home-mortgage lenders in the country promotes a mail-order reducing Term policy with simplified underwriting. Here are annual premiums for three age bands for $120,000 initial amount on a 25-year reducing Term policy: Age Band 30-34 40-44 50-54 Lender's affiliate $396 $1 ,044 $2 ,628 Another company $270 $461 $740 Note that "another company" calls for underwriting and its premiums are for nonsmokers in good health. The lender's affiliate's underwriting is presumably more liberal. But note the striking differences in premium! The point is that your producer should feel competent to handle any competition. Any prospect represents more than one financial-needs problem and thus is a prospect for more than one kind of policy. Both the buyers and the lost prospects are probably carrying other Life policies for other needs, Disability Income policies, and other related coverages. If the new agent doesn't feel comfortable discussing coverages above her level of ...

... fact is that prospects who compare policies from different companies are more likely to purchase a policy than are prospects who do not make such comparisons. Prospects who comparison-shop are probably serious about purchasing; therefore, since they are already inclined to purchase, the agent should persevere in the sales process.") Was your producer's lost sale due to the fact that the prospect bought from the mortgage-lender's Life associate? Many folks do, often thinking that most Life rates are very close among companies. That's simply not so; vast differences exist among carriers' rates, and for the nonsmoking prospect in good health, the differences are even more startling. For example, one of the largest home-mortgage lenders in the country promotes a mail-order reducing Term policy with simplified underwriting. Here are annual premiums for three age bands for $120,000 initial amount on a 25-year reducing Term policy: Age Band 30-34 40-44 50-54 Lender's affiliate $396 $1 ,044 $2 ,628 Another company $270 $461 $740 Note that "another company" calls for underwriting and its premiums are for nonsmokers in good health. The lender's affiliate's underwriting is presumably more liberal. But note the striking differences in premium! The point is that your producer should feel competent to handle any competition. Any prospect represents more than one financial-needs problem and thus is a prospect for more than one kind of policy. Both the buyers and the lost prospects are probably carrying other Life policies for other needs, Disability Income policies, and other related coverages. If the new agent doesn't feel comfortable discussing coverages above her level of ...

... fact is that prospects who compare policies from different companies are more likely to purchase a policy than are prospects who do not make such comparisons. Prospects who comparison-shop are probably serious about purchasing; therefore, since they are already inclined to purchase, the agent should persevere in the sales process.") Was your producer's lost sale due to the fact that the prospect bought from the mortgage-lender's Life associate? Many folks do, often thinking that most Life rates are very close among companies. That's simply not so; vast differences exist among carriers' rates, and for the nonsmoking prospect in good health, the differences are even more startling. For example, one of the largest home-mortgage lenders in the country promotes a mail-order reducing Term policy with simplified underwriting. Here are annual premiums for three age bands for $120,000 initial amount on a 25-year reducing Term policy: Age Band 30-34 40-44 50-54 Lender's affiliate $396 $1 ,044 $2 ,628 Another company $270 $461 $740 Note that "another company" calls for underwriting and its premiums are for nonsmokers in good health. The lender's affiliate's underwriting is presumably more liberal. But note the striking differences in premium! The point is that your producer should feel competent to handle any competition. Any prospect represents more than one financial-needs problem and thus is a prospect for more than one kind of policy. Both the buyers and the lost prospects are probably carrying other Life policies for other needs, Disability Income policies, and other related coverages. If the new agent doesn't feel comfortable discussing coverages above her level of ...

... fact is that prospects who compare policies from different companies are more likely to purchase a policy than are prospects who do not make such comparisons. Prospects who comparison-shop are probably serious about purchasing; therefore, since they are already inclined to purchase, the agent should persevere in the sales process.") Was your producer's lost sale due to the fact that the prospect bought from the mortgage-lender's Life associate? Many folks do, often thinking that most Life rates are very close among companies. That's simply not so; vast differences exist among carriers' rates, and for the nonsmoking prospect in good health, the differences are even more startling. For example, one of the largest home-mortgage lenders in the country promotes a mail-order reducing Term policy with simplified underwriting. Here are annual premiums for three age bands for $120,000 initial amount on a 25-year reducing Term policy: Age Band 30-34 40-44 50-54 Lender's affiliate $396 $1 ,044 $2 ,628 Another company $270 $461 $740 Note that "another company" calls for underwriting and its premiums are for nonsmokers in good health. The lender's affiliate's underwriting is presumably more liberal. But note the striking differences in premium! The point is that your producer should feel competent to handle any competition. Any prospect represents more than one financial-needs problem and thus is a prospect for more than one kind of policy. Both the buyers and the lost prospects are probably carrying other Life policies for other needs, Disability Income policies, and other related coverages. If the new agent doesn't feel comfortable discussing coverages above her level of ...

... are annual premiums for three age bands for $120,000 initial amount on a 25-y...

... entire full-service program would cost. Depending on the frequency, such full-service programs usually cost only $1 to $5 per client every year. Additional Benefits Ever the marketer, IMMS' Michy Greenberg points out, Even the stuffing, addressing, and mailing can be beneficial to an agency's community relations. We've found that virtually every city or county in the United States has a nonprofit group, shelter society, fundraising effort, or senior center that can provide the logistical support for newsletter mailings. In some cases, this is the only source of support for their organization. When using such services, an agency is truly helping the community and has a tremendous opportunity for positive public relations. Author's note: Attesting to Greenberg's comment, our company has very successfully used the members of the local high school band to perform mailing services. The students donate their time, and we donate their earnings' to the Band Booster Fund. Summing It All Up A newsletter is not a great treatise or novel, but it serves an extremely useful purpose for insurance agents. Customers are demanding more and more education about their insurance purchases because insurance has a tremendous impact on the quality of their lives-health care, automobiles, homes, and their ability to cope with disasters and deaths. Insurance consumers, commercial and personal alike, rely on their agent for guidance and security. They need and benefit from your product. A newsletter program establishes a one-to-one connection between customers and you, which results in more calls, more interest, more business, and greater profits. Can an agency afford not to have a newsletter ...

... x No Thanks Loading.. Musicians, Athletes and - Producers?10/5 /2018 by CompleteMarkets Editor , Chris Burand This content has not been rated yet. Here I sit, listening to Lynyrd Skynyrd's Second Helping. What an amazing band! Although Lynyrd Skynyrd is now a classic rock radio station staple, their first album was avant garde. They combined country music stories, southern culture, rock, and a polished arrangement — including a great horn section — and a New York City producer. Their songs were very well written. The musicianship was phenomenal and the arrangements were unique for the time. All this from a bunch of high school dropouts and miscreants! They, of course, had worked hard for many years leading up to that historic first album. Yet, what are the chances of any nine poorly educated guys, all in their teens and twenties, getting together and creating a classic album? Without a doubt, Lady Luck was smiling on these people, but there's much more to it. Hard work and extreme talent are definitely key ingredients. Many agencies depend entirely on good fortune. Even though these agencies' futures require finding good, solid producers, they never perform extensive searches (if they search at all) and provide no technical, sales, or marketing training. They have no program for finding good producers and no method for growing their agencies without hiring competent producers. As a result, these agencies fail to grow and continually waste money on poor producers. Because hiring and training practices are so poor, I'd estimate that eight out of ...

... that creativity helps in choosing the right words search engine lingo (pluses and minuses) to find what you're looking for. Now that I've provided a few tips, let's put your new knowledge to work. Here's a Web "scavenger hunt " to illustrate how to search for stuff on the Internet: How tall was President George Washington? What is the capital of Nigeria? Protoceratops was about the size of: elephant, horse, pig, or ostrich? Who is Shorty LeFeuw? On what date did president Abraham Lincoln die? What is the name of the largest asteroid in the Solar System? How tall (to the nearest 1,000 feet) is Mount Everest? In what year will Halley's Comet return? Bill Wilson is a "big, BIG fan" of what rock band? What's the secret of life? You'll note that these have nothing to do with insurance. That's for two reasons. First, I wanted to select things that most people are unlikely to know and would have to use a search engine to find. Second, these are the same questions I used with my Cub Scout den, so let's see how you do compared to six 10-year-olds! The goal of the CompleteMarkets editor is to bring valuable content to the CompleteMarkets members. Providing content to insurance professionals to enhance their sales process, increase revenue streams, understand their clients and provide value to their agency. Login or Register (for FREE) to gain access to thousands of other great articles. Need more reasons to join? Need insurance for you, your business or your family? ...

... score. Write your review here. (Required) Please consider the following: 1. Would you recommend this company? 2. What about this company do you like/dislike? 3. Why did you choose this rating? Submit This Anonymously Submit Cancel Contact Us contact_phone Click to call Unfollow First name: Last name: Email: Are you sure you want to deactivate your CompleteMarkets Company Profile Deactivate Cancel Loading.. About Us Services Jobs PR Newsletters Employees Articles Blog Photos Group Connections Reviews Member Content Member Content - Content Package Categories Popular Recent All Back Musicians, Athletes and - Producers?10/5 /2018 12:00:00 AM by CompleteMarkets Editor , Chris Burand This content has not been rated yet. Here I sit, listening to Lynyrd Skynyrd's Second Helping. What an amazing band! Although Lynyrd Skynyrd is now a classic rock radio station staple, their first album was avant garde. They combined country music stories, southern culture, rock, and a polished arrangement — including a great horn section — and a New York City producer. Their songs were very well written. The musicianship was phenomenal and the arrangements were unique for the time. All this from a bunch of high school dropouts and miscreants! They, of course, had worked hard for many years leading up to that historic first album. Yet, what are the chances of any nine poorly educated guys, all in their teens and twenties, getting together and creating a classic album? Without a doubt, Lady Luck was smiling on these people, but there's much more to it. Hard work ...

... that creativity helps in choosing the right words search engine lingo (pluses and minuses) to find what you're looking for. Now that I've provided a few tips, let's put your new knowledge to work. Here's a Web "scavenger hunt " to illustrate how to search for stuff on the Internet: How tall was President George Washington? What is the capital of Nigeria? Protoceratops was about the size of: elephant, horse, pig, or ostrich? Who is Shorty LeFeuw? On what date did president Abraham Lincoln die? What is the name of the largest asteroid in the Solar System? How tall (to the nearest 1,000 feet) is Mount Everest? In what year will Halley's Comet return? Bill Wilson is a "big, BIG fan" of what rock band? What's the secret of life? You'll note that these have nothing to do with insurance. That's for two reasons. First, I wanted to select things that most people are unlikely to know and would have to use a search engine to find. Second, these are the same questions I used with my Cub Scout den, so let's see how you do compared to six 10-year-olds! The goal of the CompleteMarkets editor is to bring valuable content to the CompleteMarkets members. Providing content to insurance professionals to enhance their sales process, increase revenue streams, understand their clients and provide value to their agency. Login or Register (for FREE) to gain access to thousands of other great articles. Need more reasons to join? Need insurance for you, your business or your family? ...