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Convention Bump

9/26/2016

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The results are in:  The Ohlson Group/Safe Money Places Agent Network Convention this month gave us a definite "bounce".  For that, we are so appreciative of the fact that our advisors took the time to attend.  We are also happy with the rave reviews.

As you probably know, the focus was on becoming a Certified Retirement Counselor (CRC). This designation has been highlighted in the press as one of the top 3 retirement planning and distribution designations for consumers to seek out. This designation, offered through InFRE (International Foundation for Retirement education) has Texas Tech as their academic advisor. I am proud to have achieved mine in 2003. The Ohlson Group provides a discount and additional re-imbursement after successful completion.  But, Kevin Seibert CFP, CRC, CEBS provided wonderful fact finding, income needs analysis and presentation options to the crowd. Our goal is to assist our agents in their sales processes regardless of what happens with the DOL. And, most importantly, provide the prospect with a suitable and compliant needs assessment.

 
The crowd was especially excited to get a review on the TriVysta FIA and to see why it continues to be a market leader.  For our life agents, they learned of Accelwriting through Sagicor Life. WOW… no exams, no phone calls, no table 4 rates and approval given in minutes.  We would also be remiss if we didn't mention the Funeral Trust//Final Expense presentation given by Global Atlantic.

But, the stars of the show were our "Young Guns" from The Ohlson Group. Led by Jason Garriott, Director of Digital Sales, Nick Ohlson CLU,ChFC, Managing Director of our Chicago office and Joe Ohlson LUTCD, our Carmel, Indiana Managing Director. This 1 ½ hour presentation was focused on how utilizing digital marketing, and using our print and video consumer content would assist the agent in becoming the "go to person" in the retirement income arena.  Plus, the "print" presentation by Bill Corbin, CEO of EnFRONT, and wrapping up was yours truly giving my thoughts on marketing for the next 10 years, sales ideas and my take on what will happen with the DOL Fiduciary Rule. And, of course, letting our advisors know that we have the bases covered regardless the outcome.  Jim "Mac” McHale brought his in-depth "street" and Corporate experience to all as he was peppered with questions on all the products we offer.  Our staff, as usual, did an outstanding job for this tremendous event.

So, we will have a mini meeting Weds 9/28 in our Carmel Office for those unable to attend - this is a small 3 hour event and seating is limited so call to reserve a seat.  We are hosting a similar event in our Chicago office on Monday, October 3rd and then off to Charleston the end of October.  So, we will keep working for you. Keep voting for us (with your premium) as we are the family owned boutique with a succession plan to Nick and Joe. "We ain't going anywhere".  So, if you want that family feel... come on in. Always room for family and friends. 

Until next time... good selling!


Ray
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Do you know where THEIR children are?

9/6/2016

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I remember a TV commercial that used to air (many years ago) that said..."It's 11 o'clock, do you know where your children are?"  The point was that teenagers should be home by then, parents should keep tabs on them and an over-all good idea. But today, I am speaking about your clients children.

Studies show that 10,000 people turn 65 each and every day. The studies also show that the "Greatest Generation" is dying off pretty quickly. I am fortunate enough to still have my mom who will soon turn 88.  The "silent generation”  is really starting to age and they have a shorter mortality. Then, you have us "baby boomers," those of us born between 1946 and 1964.  Even though I have attended a few baby boomer funerals, the number pales in comparison to the numbers of the other 2 groups previously mentioned.  And, so they should.  But, the purpose of this piece is not to speak of these groups… it is to speak about their children. Let me explain:
 
For those of us in the "insured products " business (annuities, life insurance, DI and CI) we have products that provide a benefit at time of our client's death.  The tax free death benefit of the life insurance policy, the death benefits in annuities and qualified plans.  If there is not a surviving spouse, the money is usually paid to the children of the deceased.  These trillions of dollars are going to go to work somewhere (they may pay off a mortgage, educational loans etc. but will have funds left over) and with some advisor.  The question is... "will you be able to retain those funds when they go to the children of your clients?”  The only way you have a shot is to "know where your clients children are."  If they don't know you, know what you do, and know how you have helped their parents... why would they work with you?  The answer is they won't.

So, you have to get up close and personal with these heirs PRIOR to introducing yourself at time of death.  You need to gather information about these "go to people" from your clients at periodic reviews.  As a matter of fact, this could be the main reason you request a client review meeting. Your clients will probably be thrilled that you want this info. You will want all their info...  name, address, email, spouse name, grandkids and phone numbers.  Okay, so let's say "Mission Accomplished."  Now what?  Please read on.
 
I am a big proponent of client appreciation events... lunches, dinners, wine and cheese gatherings, etc.  You invite your clients and their families… also tell them to feel free to bring friends. Just ask them to let you know who and how many.  How about taking a tip from one of the cell phone companies?  A "Friends and families”celebration.  Bring in an interesting  speaker and have some music as well.  These all work. I have been part of these. So, what if the kids live too far away?  Then, how about a SKYPE meeting? Or, how about just a phone call to gather info? 

Bottom line, we spend a lot of time obtaining and servicing clients, but we only get half of the loaf. We don't get the kids. So, let's make this a goal in the final quarter of the year and... get to know that kids.  
 
Until next time... good selling!
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