Yep, that is right.  Summer is coming to a close, back to school sales, school buses in the neighborhood and football games on the weekend.  Then, before you know it, it is Christmas and we are off to the start of a new year.  The question is… will you be prepared?  Have you committed your plan to writing?  What are you trying to accomplish in 2020 that you haven’t accomplished in 2019?  These are but a few of the questions you should be asking yourself.  Time for a little soul searching.  And, it is so difficult when you are doing this on your own.  We have a solution.

We are really digging into our planning for 2020 the week of August 12th.  My son and partner Nick Ohlson CLU, ChFC, will be coming in from our Chicago office to work the week in Carmel, Indiana with his brother, and partner, Joe Ohlson LUTCF and me.  We will be covering a lot of ground.  We need to start looking at “where are we going to place our bets?”  What can we do for our advisors and agents in the field to make their 2020 tremendous?  Because, remember, we only do well when you do well.  How do we continue to be… “a different experience” for you in the field?  So, what does his have to do with your planning? Please read on.

You need to be working with an IMO that is truly sympathetic and empathetic with your dreams, goals and desires.  You need the services of an IMO that can assist you in getting in front of pre-qualified prospects, under favorable circumstances and on a regular basis.  What about a robust digital marketing strategy and branding to set you apart from the competition?  I suggest that you call one of our marketing consultants and request a phone meeting to get the conversation and planning going. Time flies. Let’s talk soon.  

Life has been very good to me.  Sure, like most of us, there have been some real significant challenges.  Like the death of my wife after 45 years of marriage.  But, I was blessed to have found a wonderful widow (wasn’t looking) and we married.  I am very lucky.  Sure, even though I have three great grown children with wonderful spouses, I worried about them.  Now, my two sons, Nick and Joe, are partners in The Ohlson Group. 

So, how did I get so lucky? 

Well, hard work was probably one of the biggest factors.  I had two great parents who instilled a work ethic.  I just knew that I should start mowing yards at 10 years of age, and earned an allowance by sharing chores with my siblings.  I learned how to darn socks, clean a toilet, shine shoes and become an amateur landscaper under the tutelage of my parents.  Bottom line, even though I played sports all year long, I managed to find time for part time jobs.  So, maybe the lessons I learned early in life prepared me for paying for my last three years of college.  Look, I am not asking for praise because nothing that I did was unusual.  It was what had to be done.  Many of you know of by business successes, so I will not bore you by repeating them. You can “Google” me.  So what is the point of this commentary?  Read on.

You see, I have tried to pass down what I have learned to my kids.  Especially, for the point of this article, to my “partner sons” Nick and Joe.  They know that, in our world, the most important people are the agents and advisors that do business with us.  We also realize that each Ohlson Group associate is as important as the associate working next to them.  I also think that passing down what I have learned to the agent in the field could reap rewards for our agents. Why?  Because I have truly walked a mile in your shoes.  Yes, what you “earn” is a nice way of keeping score. 

But, passing down what you “have learned” will be far more important to the current and future generations.  Not learning just about the successes, but also of the failed attempts at things.  Teaching others that failure is the greatest recipe for success.  We, in our business, need to pass down what we have learned to our clients and prospects… and to their kids.  What about volunteering to teach a personal finance class at a high school?  Maybe coaching a little league team?  Or, sitting down with younger people urging them to reach deep and become someone special? Advise them that time is the one thing you can’t get back.  Each time you do that you have an opportunity to change and enhance someone’s future.

Bottom line, we all have the opportunity to make a difference in people’s lives.  All of us, parents, grandparents, teachers, police, military and financial services professionals and more.  So, if you are looking for another reason to do what we do, pass along what you have learned and enrich people’s lives… one person at a time.

​And, in closing, maybe The Ohlson Group has learned a few things that can help you.  And, I am confident that there are things you have learned that can help us.  Because, at the end of the day when your last press release is the obituary, people will continue to speak about you for passing down what you learned as opposed to just what you have earned.

In the financial services business, we can all agree that the client is one of our most valuable assets.  Now, I said “client” and not customer.  Let me explain the difference in these two groups as I see them. 

We make transactional sales to people looking for just one thing.  It could be the lowest cost term insurance or the highest paying MYGAs.  But, we all know when we get that feeling that this is going to be it.  So, we treat that “customer” with the dignity and respect that they are deserving of, providing top notch service.  We continue to drip on the them with helpful information, and contact them at least once per year for a phone review. And, we cross our fingers for the time when that person wants another product.  But, the client is different. Let’s explore…

The client is one that had enough faith in you to do a proper fact find and then agreed that a solution was necessary for the challenges they identified and was open to looking at your solution.  We now have a “consultative” relationship as opposed to a “transactional” relationship when they purchase from us.  These are also the best source for referred leads. As you know, there is no better lead than the referred lead.  But, that comes with mutual trust. 

Let me get back to the client appreciation event, and how this can transform your business and give you the best and most economical leads.

Okay, let’s make this simple.

1. Invite your clients to an annual client appreciation event at a restaurant
2. Keep it at 45 minutes
3. Give them an update on the financial world, interest rates, new products etc.
4. Have this at a restaurant and make the time 5:30
5. Have wine, cheese, soft drinks and chips
6. Encourage them to bring their family members
7. Tell them the requested entry fee is that the bring a couple, or single, that might have an interest in the services that you are providing them
8. Work a deal with the restaurant and get a buy one entrée and get one free  The restaurant is always happy to do this as the people will all be seated at 6:15.

This is  great chance for your guests to socialize. And, your cost is the wine and cheese and other snacks.  Then… you should leave the building. You will have provided the attendees with handouts and an offer for a complimentary no obligation meeting with the new guests. A card requesting that will be provided in the folder you give them

Guys and ladies, I have done these and they work. First off, it is the right thing to do for your clients and you will meet your clients next generation and new prospects.

May through October is “turtle season“ in the South Carolina low country.  This is when the turtles are nesting, the eggs are being protected and soon the baby turtles will hatch.  I have my home and office on the beach and I am able to watch the “turtle people” scour the beach for nests, fill in the beach holes that were dug by children enjoying their day on the beach and placing red flags and tape around the nests they have found.  All on the beach have to make sure that outdoor lights are off by 10 pm in this season.  Many wonder why. Allow me to explain:

When the turtles hatch they need to get into the ocean and they follow the light of the moon.  If they see bright lights on the beach houses or business, they go the wrong way (away from the beach) and they usually perish. That is why the “turtle people” fill in the holes in the sand so the turtles can follow the light of the silvery moon and get safely to the ocean. Then, life goes on and the system will continue.  Well, what has this have to do with our business… you might be asking?  

In our business, in life or in any profession, we are sometimes blinded by the “bright lights” and think that the new direction is the answer to success.  Don’t get me wrong, we need to all experiment with new ideas and concepts as the world is continually changing. Digital marketing, social media,  and technology are good examples.  But, some things are tried and true and should not be forgotten.  

We need to keep our eyes on the moon (or any other guiding principle) and make sure that we don’t abandon the things that got us to where we are. You know, SCIP… Service, Credibility, Integrity, and Profitability.  So, The Ohlson Group would like to be your moon, the light to keep you head- on to your goals.  Maybe we might be considered your navigator.  

​So, if you need some help re-aligning your path with your goals, give us a call and find out why gents from coast to coast continue to refer to us as… a different experience.

These words are so important for the country in which we live.  And, no better time to reflect then on 4th of July.  But, it also says a lot about we do for a living. 

We “preserve, protect and defend“ our client’s retirement nest eggs.  We do more than help Americans plan for a stable, dependable and timely retirement income payment.  We can also, through our products, protect them from catastrophic losses.

Our annuity products are amazing.  But again, we do more.  We can provide tax free death benefits to handle final expanses and more.  The life policies also allow people left behind an opportunity to stay in the world we have become accustomed to.  Yes, it is truly “the miracle of paper and ink.”  Some of our products also have enhanced, or accelerated, death benefits in case our clients can’t perform two of the activities of daily living.  I don’t know about you, but I am very proud of the services we provide.

So, in hope of keeping this short, how about explaining what we do for  prospects in clients using some of these talking points? And, let’s listen and find out “where it hurts.”  You know, a great intake/fact finder where the client can tell us what is keeping them up at night.  

We at The Ohlson Group are proud to have the tools to help you help your clients.  So, if you need some help… get in touch with us.  As we go into this holiday celebration… God Bless America. Thanks to all of you for helping Americans preserve, protect and defend. 

I recently read this line in a publication.  Unfortunately, I can’t remember who wrote this or where I saw it.  But, it really hit home as time does go by so quickly.  It made me think of our most valuable assets at The Ohlson Group, Inc.  That would be you… the independent advisor and insurance specialist that does business with our firm.  Our business, and life in general, is changing every day. 

Sometimes, it might just feel tough to hang in there while trying to implement new tools and strategies.  I had an agent tell me… “I am just too old to change my way of doing business.”  I wish I would have read the title of this commentary prior to speaking with him.  Had I read the line, I would have told him that, “You will never be younger than you are today.”  

Look, like you, I can get challenged by technology. I need the kids to help me with my TV when I start screwing up the channels etc.  But seriously, I, along with the staff, have been knee deep in what technology can do for you.  It is not a case where we throw out what you are already doing.  On the contrary, we embrace what you are doing and add another arrow into your quiver.

So, why not take a look at the tools we are providing to our associates in the field?  Together, we make this, sometimes daunting, leap into technology less stressful and highly profitable.  No time to wait as you “will never be younger than you are today.” Ask us about the digital lead program what we are now using with a select group of advisors.  Now, I have done it.  I have let the cat out of thee bag.  But, only those reading this today will know that we are ready to unleash across the country and territories can be protected.  So, even though my hair is turning gray and my hairline continues to recede, I know that I will never be younger than I am today.  So, this is the time for all of us.

Never before, and possibly never again, will the concept of "Independence with Affiliation" be as important as it is today to the successful insurance based professional.  The industry is going through tremendous change.  Some companies that you may have written through in the past are no longer around.  Many IMO's have sold, and mergers and consolidations are changing the financial landscape.  Which companies and IMO's will be the players for the foreseeable future?  Who will have the products and services that are cutting edge?  How do you maximize your compensation (your net compensation) and where will you receive your best marketing and administrative support?

These are probably only a few of the question that you may be asking yourself.  Plus, what does the regulatory landscape hold for all of us?  Where can you turn to find the answers and retain profitable independence?  The Ohlson Group is the answer.  "Independence with Affiliation."  The Ohlson Group has mastered  the unique combination of Service, Credibility, Integrity and Profitability (SCIP).

The Ohlson Group has one of the best annuity and life portfolios available to the successful professional.  Our digital marketing, point of sales pieces, seminar assistance and compensation are among the finest in the industry.  And, our administrative and marketing support staff is second to none.

These are but a few of the reasons that The Ohlson Group and the Safe Money places Agent Network has been experiencing tremendous annual growth.  But, the most important reason is you... our most valuable asset, the successful independent professional.  Please accept our sincere thanks for your past and present support.  My partners, Nick Ohlson CLU,ChFC and Joe Ohlson, LUTCF and I are positioning the company for even greater growth and even greater marketing assistance to get you in front of pre-qualified prospects, under favorable circumstances and on a regular basis.  Plus, help in making your current client base an endless source of new referred leads.  

So, if it has been a while since you did business with our firm or, if you haven't tried us before, give us a call.  What do you have to lose?  We are confident that we can bring positive change to your business.  We look forward to speaking with you.

WOW… that is the average annual cost in 2019 to receive services in a semi-private room in an Indiana skilled nursing facility, according to the Indiana FSSA. 

Let me give you a few other startling facts:

1. 52% of Americans over the age of 65 will need long term care services in a nursing facility.
2. And, the average stay is 2 years and 7 months. 

So, as long as everyone has a couple hundred thousand dollars hanging around, they should be okay.  But, what if there is a spouse at home?  Will he/she have enough cash to stay in the world that they have become accustomed to? Let's talk.

I just attended a meeting where an elder law attorney was speaking about long term care costs and also Medicaid.  He acknowledged that there are far more people with too few assets to cover these costs.  That is when Medicaid comes in... after you are impoverished.  He then spoke of the declining number of insurers in the long term care arena.  

And, he spoke highly of the new asset based products and life and annuity products with accelerated benefits.  As I sat there listening, I still am perplexed as to why more advisors are not offering these products.  Ladies and gentlemen, I am very convinced that these products are going to be the "hot sellers” in the next 2 years.  And, this is perfect for a client review.  You can discuss this particular calamity, and ask how they would handle it.  

Look, you pledge to give the best service to your clients.  Are you doing them a disservice when you don't discuss and present these solutions?  Want to talk? Give us a call at 1-877-844-0900, or book an appointment with one of our Marketing consultants.

Sound like a confused quarterback?  Actually, it is a choice made by many of our clients and prospects. Well, at least the "go short" part.  Many have a CD mentality and don't want to commit for a very long time.  

So, we see more and more 3 and 5 year products being purchased.  But, everyone has access to a lot of good "short" duration products.  How do you separate yourself from the competition?  You do it by telling them to also go long.  But no decision has to be made today. Want me to clear this up?  Okay,

Here is the deal.  Your client wants a 3 or 5 year duration annuity.  Might be a MYGA or might be a fixed index product.  Ask you client if he/she thinks interest rates will go up in the future.  I will assume they will say yes.  

So, build the future.  Show the client how they can take the short product now, 1035 into a SPIA later - payouts will be higher if interest rates rise, and then have an income they can't outlive. Nice thing here is that you are showing a solution for the future, but the "go long" decision doesn't have to be made today.

Give the guys and girls a call and discuss. 

Well, the time finally came when I was asking that question of my siblings.  Of course, they were also asking me the same thing.  My mom is fine with me giving this background. So, here is what happened. 

My mom has been living by herself since my dad passed away.  That was almost exactly 6 years ago.  My mom has always wanted to stay in her own home.  It wasn't a huge place, but a nice 3 bedroom ranch with a screened porch and small yard where she could putter around.  My mom has been doing pretty well. You know, exceptionally well for a woman with a little leukemia and also a lady that is legally blind.  I won't even go into the heart issues that this strong 90 year old woman deals with.

Well, no need to go into all of the details.  Suffice it to say that she got sick, went into the hospital and also 4 weeks in rehab.  Now, we have moved her into an assisted living facility. This is a beautiful senior community and she will be very safe, have more social interaction and all of us feel better knowing mom is in good hands.  Oh, the price for a place like this when you have certain ailments that require some assistance in the acts of daily living?  Let's just say north of $5000 per month.  Fortunately, my mom and dad were frugal and she will be able to handle this, even though they did not have long term care coverage. So, what is the purpose of this backdrop? Let me continue.

I have two questions for you Mr/Ms Advisor...

1. Can your clients handle this if they had to go into a community like this? 
2. Do they have the assets and how long will they last? 

I am confident that the vast majority of people could not do this.  And, the vast majority do not have long term care coverage. Yes, I know it is expensive and the costs continue to rise.  

But, there is another answer: Asset based coverage.  A life policy, or an annuity policy with enhanced benefits or accelerated death benefits if you choose a life policy. These products are perfect and should be flying off of the shelves. There is streamlined underwriting on many of these plans.  Plus, we have the presentation, the products and the training to help you help your clients.  And, the more help you provide, the more money you make.  What a business! 

So, how about meeting with your clients in a review and ask them what they are going to do about mom (or dad).  "And, what are you going to do Mr./MS Client if this happens to you?”  Then present the solution.  Looking for help? Give our office a call at 1-877-844-0900 and we will get you up to speed on these products.