The title of this commentary was used in the November issue of “Best’s Review.”  It was based on an interview that Jeff Roberts had with the new CEO of LIMRA, David Levinson.  The article also included insight from the former LIMRA CEO, Bob Kerzner.  The article touched on the new road map being developed by the life insurance industry.  It also pointed out that much of the product designs and marketing plans were being developed in the home offices, as opposed to really focusing on the needs of the customer.  I also feel that it is not considering the needs of the agent.

There were some interesting numbers in this piece.  To start with, sales of life insurance were down 3% in the first quarter, and down 5% in the second quarter.  LIMRA also stated that 40% of Americans are uninsured.  50% of Americans are underinsured and the underinsured “gap” is $200K.  While insurance companies view this as a significant problem, I see it as a great opportunity.  Think about this:  If life insurance claims continue to accelerate due to the death of baby boomers, and sales continue to go down, profits will be hit in the insurance company financials.  But, for us the agents, there is a tremendous opportunity to assist our clients with “dream completion” using life insurance.

For those of us working in the younger markets, a simple, easy to issue term life policy with return of premium could be the easy access point to that market.  The same holds true for critical illness sales.  Bottom line, if we have a consultative relationship with our clients, and not a transaction oriented relationship, we can total account develop our clients and the generation that they have given birth to.  So, if you need help developing a “New Road Map,” give us a call.  Thanks to LIMRA for the inspiration.

Contrary to some other mid-sized firms, we are in an expansion mode and welcoming smaller firms that wish to take advantage of the marketing, research and education that we provide.  Having “young guns” has also helped as emerge as a firm with a solid grasp on digital marketing.  And yes, that includes the ability to offer you digital consumer leads.  

​And, we also still consider the agent that does $1 million in annuity premium or $50,000 in target premium a real asset to the firm.  We feel that in those situations, we can increase the agents income by 50% in the first year with us just following some of our tried and true measures while applying a dose of modern day marketing. 

So, if you feel as though you have been abandoned by your IMO, you need to take another look at The Ohlson Group and find out why agents from coast to coast continue to refer to as… a different experience.  I look forward to working with my sons and you for many years to come.  Give us a call and let’s talk.  I have developed marketing plans from Muncie, Indiana to Milan, Italy.  I think we can help you in your neck of the woods. 

Your target market, and current clients, are being sent information on financial products and trends every day.  They are receiving it via email and direct mail.  Regarding the mail, some are getting postcards and some are getting a  direct mail offer in an envelope. 

The big winners are the firms that are offering quality content to their clients and prospects.  That, in many cases, will be a call to action for your clients.  Let’s not make the mistake in believing that your client is not going to purchase additional products.  They gave you part of their nest egg, and are waiting to see how you perform before talking to you about their other problems that need to be solved.

So, what do you send them?  We, at the Ohlson Group, are writing content every week.  If you are a member of The Safe Money Places Agent Network, we will send the content and drip on your clients monthly for you.  There are so many things to talk about.  Example, what are your clients doing with their RMD’s?  Maybe they should consider using part of that check to fund a simplified issue life policy?  That death benefit could be earmarked for final expense, or maybe to take the sting out of losing one Social Security check when one spouse passes away.  Maybe they should be considering a “hybrid product”?  You know, an annuity or life product that has accelerated benefits when a chronic illness strikes.  These products are really gaining traction as retirees know how expensive medical costs get when they can’t do 2 activities of daily living.

I could go on and on.  Any IMO can give you products and commission.  At The Ohlson Group, we can provide you with a digital platform that will keep you in constant contact with your clients and prospects.  Want to know more?  Schedule a phone appointment with one of our marketing consultants and find out why agents from coast to coast continue to refer to us as… a different experience. 

Wow... and I have done both.  I am sure many of you are in the same boat.  Or, you may have only door knocked.  Well, like many of you, I became an MDRT member in my first year by cold calling on the phone, knocking on business doors, clipping announcements out of the paper and sending congratulatory notes until I could establish a good flow of referred leads.  And... a process to get the referred leads.  

I was really reminded of this recently, when I had the opportunity to chat with an associate and friend in the business at an Indiana Pacer game.  We are near the same age and we agreed that the market place is so different, but still ripe with great opportunity if you know what to do.  We also had another similarity, and a solution that kept us in the business when we could have been a perfect candidate for failure.  Let me explain…

Tim, my friend (and that is his name) and I are both Life members of MDRT.  And, we both moved to strange cities after being in the business a couple of years.  Tim moved to North Carolina and I moved to Baltimore.  We were intrigued with the opportunities and the offices at that location.  Neither one of us knew a person in these locales. So, you might ask, how did we make it?

Let me give you the solution: "10-3-1 and the One Card System, Al Granum's gift that keeps on giving."  Brian Anderson wrote an article on Al in January 2014, shortly after Al's passing that year at the age of 91.  This system was also based on activity, and the quest to get a stream of referred leads.  He was the pioneer of 10-3-1.  As you know, every 10 leads would produce 3 prospects and one would become a sale.  After years of research, this ratio remains the same regardless of how experienced the agent was.  Now, there were no internet leads at the time I started in the business... of course not.  I spent $700 for a Bomar calculator and felt that I had the most powerful tool in the world.  But, I believed in the one card system and activity.  One of our best associates in the field still uses the system today and is always ultra-successful (his real name is Steve).  

​So, we are able to produce digital leads for our agents.  Yes, the stats still hold true at 10-3-1.  The successful pro uses more than one venue to obtain leads.  And, they drip on the clients and prospects each and every month with quality material.  And that my friends... is how you get referred leads.

So, in closing, enjoyed my time reminiscing with Tim, loved the cold beer and who doesn't like a hot dog at a game?  Bottom line, if you are tired of lip service, and want to get your insurance game up to pro level... there are plenty of openings on The Ohlson Group team. Give us a call.

I was watching and listening to an author speak about New Years’ resolutions.  The author mentioned she feels that the New Years resolutions have to start now… not on January 1st.  I agree, I have always felt that way… the way you finish the year is probably a precursor for how the next year will turn out.  In other words, finish slow and you will start slow.  And, before you know it, you might just be paddling upstream.  That has always been the case for me.  

As an MDRT producer, I always wanted a strong finish.  I would work very hard to write more applications in November and December when many told me they were “slow times.”  I also wanted many cases pending when the New Year began as I then saw placements and also new commissions.  I would always look at my income, the number of cases written, the average size of the cases and the number of closing interviews I had to get to the net result.  I would look at my prospecting methods and determine where I had the greatest success.  With those numbers in hand, I could quickly determine where I had to increase activities and marketing budget to get to my new goal.  You know, things haven’t changed and the numbers don’t lie.

At The Ohlson Group, we are doing that now.  How many new producers do we need, how can we help the agent increase his/her income, and how can we relieve the advisor from many of the day to day chores that get in the way of marketing?  We are not looking to “throw the baby out with the bathwater.” No, we take what you are currently doing, investigate to see if we can improve that process, and introduce you to ideas and concepts that have worked with many of our successful associates in the field.  

While I can say that “I have walked a mile in your shoes,” I understand how things have greatly changed.  Never in my wildest dreams would I have imagined how big a part digital marketing would play in the current world.  But, one things that hasn’t changed is… “The way you finish is the way you will start and the way you will probably end up.”

So, what’s next?  Simple, a conversation with us that can help you finish strong and make next year the best year you have ever had.  What do you have to lose?  Invest a few minutes with us and find out why agents from coast to coast continue to refer to us as… a different experience. Call  now… operators are standing by.

In our business, I often hear some advisors and agents refer to all of the people they do business with as clients.  Well, I would invite all of you to look up the definitions of client and customer.  

I view the customer as a "transactional sale."  They bought something from us because we had something "hot" and they were moved and bought.  I also see some situations where the buyer wants to be a client.  They were impressed with the knowledge, the presentation and the product.  They listened to the promise of service, contact and content.  But, when it didn't happen, their next purchase was from someone else.

In short, if you are not developing your new client/customer, then they will be ripe for the picking by another advisor.  Also, you can't get a good referred lead from a customer.  You will get them when they are clients.  After they grade you.  We all talk about how tough it is to get good prospects.  You need to drip on your clients monthly with good content.  Content that is meaningful and that might help people today and tomorrow.

So, how do you get this going?  It is simple.  As a member of The Safe Money Places Agent Network, we do it for you.  Handouts, videos, and articles goes to your prospects and clients each month.  And, we do the development and let your client know that it came from you. 

​This is a no brainer.  We have the system, and there is a spot open for you.  Have your interest?  Give us a call to line up a phone meeting with one of our marketing consultants.  Then you will know why agents from coast to coast continue to refer to us as a different experience. 

It's that time of year to start planning for next year.  We are honored to be working with so many of our associates in the field who enlist us to help them with next year’s plans.  This can be a daunting task.  

Of course, we first need to look at where we are today... and then ask ourselves if our current situation matches up to your dreams and desires that you vowed to hit at this time last year.  If not, of course we have to question why we are at this spot in our career.  If sales, income and an endless flow of prospects are not where they are supposed to be, it is now time to take action.  But, where do you start? 

The first part of the answer is to build your plan with someone that has a real reason to want to see you succeed.  In our case, it is The Ohlson Group. Why?  The more successful you are, the more successful we are.  Okay, I said that we have to analyze where we are today.  But, what does that mean?  Please read on.

A problem is an opportunity if we know how to deal with it.  We must first find the "root cause" of our current situation. Why are we where we are?  These are tough questions that need introspection.  As Napoleon Hill said in his book, "The Master Key to Riches" you need someone in your "Mastermind Group" to assist you towards the attainment of your goals.  Mastermind group people are those that are sympathetic and empathetic with your goals, dreams and desires.  We are those people.  We want and need for you to succeed.  

​So, if you are interested in discussing your plans with us and are open to investigating the "root cause" give us a call and line up a meeting with one of our marketing consultants. We want to help and continue to earn the right to get your business.  

First off, we respect all that you do for the agents and advisors in the field that are associated with your firm.  We also are keenly aware of the challenges that you face every day.  Products and commission are not enough today.  The field force demands, and deserves, help in the areas of marketing research and education. Digital technology is no longer a "nice to do."  It is a basic fundamental requirement.  Many agencies and IMO's have merged or sold to a larger firm.  You see it every week in the news.  It may seem at times very hard to stay independent.  Well, you might be right, unless you have a strategic alliance. Read on…

The Ohlson Group already has a transition plan in motion.  No, I am not going anywhere any time soon.  But, my sons, Nick Ohlson CLU, ChFC and Joe Ohlson LUTCF are my partners and they will eventually own our IMO.  So, we are continually planning for the future with the "new tools” while always keeping to the bedrock that has been the dogma of our firm since 1975... Service, Credibility, Integrity and Profitability (SCIP).  So, let me get to the point and what it could mean to you.

We are interested in aligning ourselves with independent life and annuity organizations around the country that want to keep their independence... AND have an exit strategy.  We have all the products that you will need, a time saving and cost cutting back office to increase your profitability, and the ability to equip your organization with state of the art web-sites, digital marketing and training to assist them towards their goals.

Bottom line... I have no idea as to whether or not this is of interest to you.  But, since we have been approached by other successful agencies, we felt that we should reach out  So, if interested, give us a call at 877-844-0900 and request a phone appointment with one of my partners Nick or Joe. If there is an interest, we will schedule a conference call and talk. I have been doing this for a long time, and know what it takes to make this work. I would be honored to speak with you.

I just thought that now would be a good time to remind ourselves as to what keeps our clients up at night.  I am confident that most of your clients have a least one of these worries:

Loss of Income... longevity.  Let's face it, as we get older, the size of the "pile" of our money is less important when compared to the income it will produce and the length of time it will continue.  Sometimes, with age, we regress.  Early on, we wanted to know "what is the monthly payment for that car, house etc.”  Now we want to know what the monthly income I can derive from my nest egg is.

Loss of life... yep, really important.  We all know that in the case of a married couple, the smaller social security check will go away at the death of a spouse.  That will cause a problem.  Maybe a life insurance policy will help ease the pain.  And, what about additional life coverage to pay for the final expenses?

Loss in the Portfolio...  Sure, when we were all young and dollar cost averaging, a market downturn could be viewed as an opportunity.  But, what about if you are nearing or in retirement?  I don't think so.

Loss of independence... The inability to do the activities of daily living.  Wow... this is a big one.  My mom is in an assisted living community and it is expensive.  Could it be time to present a long term care solution?  Maybe a life or annuity that has accelerated or enhanced benefits if your client is not able to perform 2 of the 6 activities of daily living?

Legacy planning... sure, we want to pass on what we have learned, and maybe a little bit of what we have earned.  Remember, life insurance goes directly to the named beneficiary, bypasses probate and is free of federal income tax.  Maybe it’s time to rollover unneeded assets for income into a Single Premium Life policy with enhanced benefits.

I know that you are all aware of the big "L" issues.  But, is your client? 

I think that we all agree that we have three major assets.  They are… time, money and manpower.  Unfortunately, time is limited.  Time: we have a lease on life, and don’t know when our check out dates have been planned.  Money?  Well, you might just be a person that has so much cash that you never worry.  But, if you are like most in the financial services industry, it is not a bottomless pit.  You need to be a great steward of these two assets. Finally, the big elephant in the room is manpower.  And if you are a small organization, you have to look at your budget, consider manpower an investment and then plan from there.  So, as you make next years plans, you have to take these things into consideration.  Is there a simple way to do this?  Let’s look…

First off, a problem can often be a great opportunity.  Let’s say your big problem is getting in front of enough pre-qualified prospects, under favorable circumstances and on a regular basis.  Also, you might be dismayed at the lack of referrals that you are obtaining.  That might be because of an unsuccessful communication program with clients and top prospects.  

So, here are questions I like to ask of myself when thinking of how to deploy… time, money and manpower...

1. What is my problem or the challenge that I need to overcome?
2. How did this problem develop?  In other words, when and why?  Did I do something different?  Or, did I quit doing the things I used to do that made me more successful?
3. Why does this problem still exist?  Why have I not done something to solve it?  Or, did I try some things and back off too early?  Or just a plan that didn’t work?
4. Finally, do I need additional staff to get me to the promise land?  What would I want new staff to accomplish?  Do I have a plan with check points and actual job descriptions?

Here is my suggestion.  Our staff is ready and willing to help.  Of course, the more successful you are… the more successful we are.  With The Ohlson Group and The Safe Money Places Agent Network, we believe you can embark on a journey that will reap true dividends for you and your company.  

​Give us a call and speak with one of marketing consultants.  Find out how we can supply you with a predictable stream of prospects to help you fulfill your dreams.