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...d), Dental plans, Long-Term Care, Medigap, cafeteria plans, and many more-in o...POs, sold to individuals and groups. Medigap, Long-Term Care policies, and oth...

... Long-Term Care Medigap Annuities ...

... .) might see no value in potential cross-sales. However, I maintain that this potential, when recognized and tapped, can become the most valuable part of such a book. Consider these examples: A. Average age 35, hypothetically maxed out on potential sales of Life insurance (although it's never true that no further sales of Life can be made in any given book) . Some, but by no means all, of the major potential cross-sales include: Medical Expense Disability Income Critical Illness (a relatively new product) Annuities (including equity index annuities for the growth/investment-minded) Charitable contribution programs Referrals Securities and financial investments B. Average age 65, hypothetically maxed out on sales of Life, Medical Expense, Disability, and retirement planning. Major potential sales include: Long-Term Care Medigap Annuities Life coverage reviews Life settlements Gifting of policies to children and grandchildren Reverse mortgages Charitable contribution plans Note that A and B deal only with individuals. Professional and Commercial accounts offer too many additional potential sales to list here. The key to unlocking this potential lies in the hands of agency principals and producers. Some L/H books (especially if part of a P/C agency) are neglected and remain infertile. Astute buyers sometimes get them for a song or even literally for nothing! They're simply tossed in with the P/C sale (I've seen a number of examples) . On the other hand, some buyers have paid inflated prices for a book that flops on them. It all depends on management. CONCLUSION A valuation of your Life/Health book should include ...