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Think like a startup

4/25/2017

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Think like a startup
I remember how fun it was to re-open The Ohlson Group in February 2003. I was just coming off of a 10 year stint as a board member of a publicly traded insurance holding company and operating as president of our life companies.  We started that company from scratch and turned it into one of the fastest growing annuity companies in America. We purchased this particular company, that was founded in 1934, and didn't have an agent or a product. As a matter of fact, they hadn't sold a product in 10 years. So, yes we had to "think like a start-up," as we really were. 

It was lots of hard work and fun. We had to attract agents with top notch service, great products and attention to detail when dealing with our agents/advisors in the field. We also had to make sure that we treated the policy holders with the same dignity and respect that we would we want for our families.  But times were different then. Direct mail worked like a charm, and we were one of the firsts to use this new method of communication... "The Fax Blast"... and in 4 color HTML. Man, did we think we were hot. We also tried something new: we started to communicate with our agents via email. We heard dire warnings from the field force saying that they would never do business with us again and that email would have us lose all the distribution. Wow, have times changed.
 
We started doing "one on one" interviews with stars in the business and sent them out via email. We also recruited via email with all of the great vendors in the industry. We had full page ads in all of the trade magazines, and had exhibits at all of the main trade meetings. And, as you know, we have been the "king of the emails.” Sometimes, maybe too much. So, as the number of agents in the industry continue to decline due to retirement, or DOL regulations, here we are again in 2017, "thinking like a start-up" again. May I suggest that maybe you should too?  Allow me to explain…
 
In the “old days," you might advertise in the yellow pages, sponsor little league teams and have seminars for lunch or dinner that would attract 50-100 people. And, we had the new product Fixed Index Annuities.  Life seemed simple... right. Well, now we are in the digital age and access to information has never been greater or better.  Now, you might disagree with the word "better". But, I guess it doesn't matter what we think-  it is what the consumer thinks. We have Home Advisor, Angie's list, Zillow, "Big Lou" selling term insurance on the radio and people claiming "I hate annuities and so should you" in major magazines and newspaper. So, if quality leads and prospects are getting harder to obtain, I suggest that you start "thinking like a startup.”  So, what's needed? Let me explain.

First, I suggest that you purchase a copy of Napoleon Hill’s book, The Master Key to Riches and pay special attention to the "Master Mind Group" chapter . The Ohlson Group wants to be part of that group.  

SCROLL DOWN TO CONTINUE READING >>>

watch our "mastermind group" video

There are also some basic things that need to be done to be successful for decades to come. They are:
 
  • A great and vibrant website full l of new content each and every month. Not just print, but audio and video as well
  • A consumer information site where your clients and prospects can view at their own time or place
  • A system that will send this info out to all of your clients and prospects each and every month
  • A positive position in Google
 
You also need a great sales presentation, the best in questionnaires, and a firm that will assist you in the development of plans for your prospects. 

Also,  the best and easiest to use DOL assessment vehicle to provide more, bigger and better sales for you along with more referred leads than you can imagine.
 
Finally, you need someone to help you develop your new "startup plan," and all of the above done for you at no cost out of your pocket. Sound too good to be true? Possibly yes. But why, because you haven't investigated The Ohlson Group, The Safe Money Places Agent  Network and AssessBEST.

So, I encourage you to give us a call at 1-877-844-0900 or schedule an appointment to assist you in your new startup plan. It might just prove to be the most fun you’ve had in years, put a spring in your step, and have you excited about this business once again.

The Ohlson Group is still here with the best combination of youth, experience, tremendous digital marketing, and a field-tested staff ready to be a member of your “master mind group.”  Let’s get this start up going… let’s talk.
 
Until next time... g
ood selling!
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The Transformation of the Financial Services Industry

4/24/2017

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Access to financial information, consumerism, regulatory changes and a shrinking agent/advisor field force is disrupting the financial services industry.  And, like it or not, it is here to stay. Today I am going to focus on the "insured" products... life insurance and annuities. I know that there are many other "safe money” products, such as Medicare supplements, critical illness, disability income and more. But, for the purposes of this audience, I will focus on the life insurance and annuity markets as they are the products most likely to be sold by our readers.

​What is going on now is not new: the insurance industry has long looked at the aging of the field force.  LIMRA, along with other research firms,  continue to point out that the average age of the field force is around 58 or 59 years old. Some studies have shown that the age is reducing. Why? In my opinion it is the final retirement and death of the agents that started as career agents and have fed our industry quite generously with sales for many years.  Others feel that the digitalization realities and the regulatory challenges are just too much and they are going to quit early.  So, what does this mean to the industry? (and remember you are part of the industry). Let's look…
 
No matter what happens in Washington, or anywhere else, there is great pressure on the insurance companies  to transform the delivery channels into systems that achieve more sales, better sales, compliant sales and more profitable sales. That means lower costs and allowing the consumer to buy when they want, where they want and how they want.  This will include online sales of more transactional products like term insurance (Yes, I know that "Big Lou" is already selling term on Sirius and he is on meds too).  There is also pressure to develop products that the consumer wants to buy.  Not just what is already on the shelf and has been sold for years.  Plus, insurance companies are looking to form strategic alliances/partnerships with marketing organizations and banks that will assist them in delivering quality, compliant and suitable sales to the consumer.  No one wants to be part of an expose’ on bad sales - with social media, it only takes a minute and you will be defending yourself for the rest of your life.  So, where does that leave us... the current delivery system for these products? I think that we are in the "cat bird seat" if we are the ones that are looked at to be full of credibility and integrity. So, where do we start?
 
As much as I disapprove of the DOL/Fiduciary rule, I believe that it will turn the spotlight on the good guys and girls.  The ones that have always placed their clients’ best interests before their own.  I think that the requirement to use assessment tools prior to making recommendations will produce more sales, larger sales, cross-selling opportunities, and more quality referrals. 

I also think that boutique marketing organizations, like The Ohlson Group, will be the marketers of choice for many insurance companies.  Organizations whose people have taken the time to acquire quality designations, have home office experience, and who go for quality over quantity.  I believe that carriers will shy away from “spreadsheet” organizations… companies that just market the product of the day.. That is why we are excited about the future. However, the advisor today deserves and needs more.  Read on…

 
Okay, let's talk DOL as it is driving consumer awareness towards best interest principles.  The advisor needs training on how to use the new assessment tools,and also needs instruction on how to make it a productive income driver in their practice. If one used the tool only as something they have to do, they will have thrown  away a tremendous opportunity to be the retirement  go-to person in their community. The Ohlson Group is qualified and ready to lend you a helping hand. We will have you become “digital ready” in your practice. We will assist you with client/prospect dripping, periodic review, presentation and quality content for your clients and prospects each and every month.
 
All of this is not new.  The industry has been looking at this for years, and many chose to ignore it.  However, I am very encouraged, based on meetings I have had with some of our partner companies, that they are not looking for an alternative distribution system. Now, they are looking for additional distribution systems. Who can blame them as our ranks start to dwindle, and the consumer has different buying  preferences... such as buying online. Well, we are doing that now, we have e-apps and the future has never been brighter for those that seize the opportunities. Give us a call and I think you will then know why agents from coast to coast have always referred to us as... a different experience. 
 
Until next time... good selling!
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A re-introduction to The Ohlson Group & Safe Money places Agent Network

4/17/2017

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It’s easy for all of us to take things for granted- I think we all do. So, I thought it might be time to "re-introduce" the Ohlson Group to our partners and associates, as well as to new potential stars for our team. So, here we go:
 
The Ohlson Group has its roots going back to 1975 when I opened a scratch career shop for American General Life in Indianapolis, Indiana.  We have always placed a premium emphasis on serving our clients and advisors with a family owned/boutique-like level of service, attention to detail, marketing prowess and also the individualized approach we take to each of our agents/ advisors. I guess you could say a "tailor made" approach.
 
Well, as many of you know, I sold Ohlson and Associates in the early 90's and then was involved with a group that raised  about $3 million and borrowed another $8 million to purchase Standard Life of Indiana (the predecessor to Guggenheim Life and Annuity). I came onboard to direct the marketing of Standard and the other eight US Life companies we purchased. I operated as the President of the Life Companies, Chief Marketing Officer of our Luxembourg and Bermuda offices and was involved in every form of capital raise from bonds to assisting the company when we took it public. So, fast forward, I was on the board of the holding company, we disagreed (they wanted to sell the insurance companies and get into a different industry) so I knew it was time to go as they were not going to renew my contract. So, what to do? Read on…
 
Five months after parting company, I re-opened The Ohlson Group. And now look, the succession plan is in place with my sons who will buy the company at some later date. Nick Ohlson CLU,ChFC is the Managing Director of our Chicago office and Joe Ohlson LUTCF heads up Indianapolis. I am a CLU, CRC and a Life Member of MDRT. I serve on the board of The Ball State University Insurance School and also serve on the Board of Trustees of one of Indiana's largest hospitals.  My wife and partner Ann still works in the promotion and event side of our business.  We got married right after college, have 3 great kids, a tremendous staff, good health and friends. Are we lucky or what? So, why should any of this matter to you? 
 
We are just like you. We are a big family and we know that the most important sale made today was yours.  Yes, I have had the not takens and charge backs. I had times when I wondered where the heck is the next sale coming from? We also know that these are very testy, confusing times.

We think that we just might be the best firm  for you to associate with.  While we might make a living marketing annuity and life products to financial professionals like you, we never forget that we work for you and we are in the client service business.  When I look back, I still believe that it is treating agents with dignity and respect, listening to the agents problems and finding solutions and personal attention to detail that has made The Ohlson Group successful going back to 1975.

​Let's face it, you can place your business anywhere. But, you can only get the Ohlson Effect here.  Maybe that is why agents from coast to coast, continue to refer to us as... a different experience. Not a member of the family yet? Give us a call at 1-877-844-0900. I think our team can win you over. 
 
Until next time... good selling!
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So you're going to quit the business

4/12/2017

2 Comments

 
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Well, if you are retiring, congratulations.  I’m sure that you have earned it -wishing you the happiest and healthiest of retirements from your friends at The Ohlson Group. However, if you are one of the agent/advisors that has just had it and won't live with all these changes because things will never be the same...then you are who I want to speak to. Please allow me to comment and make an offer.
 
Call us at crazy, but we at the Ohlson Group believe we are entering the goldenage of life and annuity sales.  Think about it:  10,000 people turning 65 each day, less than half of baby boomers have $100K in retirement savings and they all need our help. And, our insured products are the only ones that make sense for most Americans.  Also, there is less competition because many agents are retiring and some (maybe you) have just had enough and (as they said in the movie), "I’m not going to take it anymore."  So, for agents quitting and agencies looking for help, we have the answer. Here we go:
 
Agents... we at The Ohlson Group will pair you up with a successful member of The Safe Money Places Agent Network in your area. We will supervise the servicing and sales to clients in your book. Sales will be made, and you will be placed on the application for a percentage of all new sales. Think about it. No one is going to pay you a lump sum for your book of business.  But, a member of "The Network" will drip on them, write new business and cut you in on the sales.  Great deal right? Call us.
 
Now, what about you agency owners?  You really need to call us as, we have a unique way to bring you under The Ohlson Group/Safe Money Network umbrella where you maintain ownership while lowering your costs. We will also assist you in the recruiting efforts.
 
So, for those of you reading that are not retiring or quitting... thanks for the time and the business.  If you aren't writing with us...why not? Call me, let me try to close you. For those who are retiring or quitting, call us and "let's make a deal”.
 
Until next time... good selling!
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You need to be a member of The Safe Money Agent Network

4/10/2017

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There has never been a better time to explore membership in the Safe Money Places Agent Network.  Several years ago, The Ohlson Group purchased controlling interest in www.safemoneyplaces.com from Dr. Jack Marrion.  This consumer site continues to attract thousands looking for non-biased educational material on financial tools, products and concepts.  Our Agent/Advisor locator also attracts many visitors who are looking for a "Safe Money Places Pro" in their community.  Moreover, The Ohlson Group has taken this concept to a much bigger value proposition.  If you are not a member, than you need to check this out.  In my opinion, you can't afford "not" to be a member.  Allow me to give you an overview of this "non-franchise" opportunity and what it would cost you to replicate in time, money and manpower.  Buckle up... the tour is now beginning.
 
We operate off of the principles of SCIP: Service, Credibility, integrity and Profitability. 
We have always stated that these four attributes must be there for all participants in every financial service transaction. The sale, service and marketing of life and annuity products are no different.  At this point, I would like to focus on the one core element... credibility.  Credibility is believability: being the "go to person" regarding your specialty in your community.  But, the question always gets back to "Ray, I know that, but how can I get my name out there on a limited budget with limited staff?”  Well, we have the answers.  Why, because it takes a whole bunch of time money and manpower to make this effective. Let's look:
 
First off, I am going to make a statement.  If you could do this on your own, you would be paying a minimum of $500-750 per month for these services.  Let  me get to the point:  for our members, the cost to you is zero, nada, nothing. Here are a few of the benefits:
 
  • Build or refresh a website that you will be proud to have visitors visit
  • Continual updates and servicing of your website and this includes maintenance
  • New content every month on your website. This will be a combination of video, audio and print. You will also be supplied with white papers branded with all of your contact info
 
Distribution of this content on a monthly basis to your clients and prospects.
This is important- you spent money to obtain a lead or client.  What are you doing to resurrect that prospect and upsell or cross-sell your clients?  What are you giving them that would encourage them to give you referrals?  Wouldn't this lower your acquisition costs?  The answer is a resounding yes.  You would have to get Constant Contact, Mail Chimp or some other service and would have to arrange the timetables and distribution of these pieces to your group. WE DO IT FOR YOU.
 
Your website is branded as being a member of the Safe Money Places Agent Network.  
Landing pages are developed for you with your brand and contact info  AND, all of your list gets a complimentary subscription to the critically acclaimed 
Safe Money News. This financial e-magazine is sent out on a quarterly basis with articles from some of the best writers in the country.
 
We offer access to consumer webinars for members of the network. This year we will be developing short webinars for your clients and prospects to attend. This will go out under your label, and they will be recorded for multiple uses and can be placed on your website.
 
Of course, you will be listed in the Safe Money Places Agent locator on www.safemoneyplaces.com.
 
For our “Producing Partner” members, we give you a quarterly allowance to help pay for your marketing, research, and education expenses.
 
In summary, there is a lot more to mention but we would rather speak with you.  The DOL/Fiduciary rule has changed our business forever.  DOL delay, changes or whatever, the public is aware and they research people that they are thinking of working with.  They Google you, check out your website and judge you prior to meeting. We can assist with marketing, press releases, etc.

Want an example?
Just Google Ray Ohlson, The Ohlson Group or Safe Money and see what comes up.  I have developed marketing plans for insurance companies everywhere from Muncie Indiana to Milan Italy and we can do it for you. So, the cost for this?  A very modest amount of business and we do it all.

We are the family owned boutique with a great blend of young and experienced, and we need and want your business. So, what do you have to lose? Pick up the phone and give us a call to arrange a 15 minute meeting, or simply click below to arrange an appointment with one of our marketing consultants.  The clock is ticking and it’s time for you to do something.  Do it now... call.  Your future business just might depend on what you decide to do. 
 
Until next time... good selling!
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