Okay, do I have your attention? This is the time of year that agents and advisors are looking at their marketing plans and the return on their investments.  A marketing plan is a combination of strategies and tactics. 

The “strategy” section is how you are going to communicate your value proposition to the consumers.  The “tactic” portion is how we are going to get the word out.  Examples are Google leads, seminars, print ads, direct mail and more.  Then, you would continue to monitor your “ROI” and make tweaks.  We believe, and we offer to you, monthly drips to your clients.  Fresh content that is either print, video or audio. We believe that the future for ZOOM meetings with a number of prospects will be very strong this year.  We also think that ZOOM client reviews are important, and a great way to get referred leads.  

But, let’s get back to the very beginning of this article…

We have a robust digital lead program using a variety of sources.  The advisor/agent invests $1250 to this program.  It will provide, on an average, 10-12 quality annuity leads. We average, on the low end, at least one sale at $100,000.  At a commission average of 6%, this yields the advisor $6000.  Now, this is the best ROI that I have seen in many years.  We have invested thousands of dollars in the program and have two years of actual results.  These sales are being made face to face or virtually.  We lock in territories for you… but they are limited in certain areas.  

So, if you are looking for a way to jump start your marketing efforts, continue with a steady flow of prospects… please contact one of our Ohlson Group marketing professionals and they will lay it out for you.  Time goes by quickly… jump on this today. 

I have never thrown religion into my commentaries. So, I apologize in advance to anyone that might take offense… I trust that you won’t.  But, it struck me that some unique events are happening around this Christmas holiday season. We have been through some trying times. Yes, I know that our war against the corona virus is not over. But, we now have hope as the vaccine is being given to many and millions of new doses are on the way.  I believe that we can all see a light at the end of the tunnel, and we will be able to get back to a “normal life” in the new year.  Is the vaccine our Christmas gift?  I find it interesting that it comes right before Christmas.  What else?

There is a rare planetary alignment, not seen in 800 years, where Jupiter and Saturn will get closer than they have since March 4th, 1226. It sort of reminds me of the biblical star that shone over the manger.  We will be able to see this rare event between December 16th and Christmas Day.  The best time to see this is about one hour after sunset.  And, it will be visible from any place on earth. So, Christmas, the vaccine and this rare planetary event.  I view all of this as a sign of hope and better things to come.  So, whether this is all coincidence or not, it gives me great hope and something to believe in. 

My Holiday wish for you is peace of mind, good health and the best Holiday season that you have had… even though it will be different. Take a moment to look at  the sky and “shoot for the moon” as we enter this new year.  Merry Christmas.

It’s been quite a year… right?  Who could have ever predicted this?  Covid-19, low interest rates and a new way of shopping by the consumer.  But, as they say, there is light at the end of the tunnel. Vaccines will soon be out, and hopefully the majority of Americans will be vaccinated by summer if not earlier. 

But, there has been a lot of road kill.  Insurance companies and some IMO’s are laying off people.  Some insurers are backing down with their pricing.  And, even though we will tame and overcome this virus, the consumer has developed new shopping patterns and that includes our business. 

In the past, many of us would say that “the people I deal with won’t shop for life and annuities online.”  Boy, that is a good one.  Or, how about this one… ”My website doesn’t get me any business.”  Or, “I will not change, If I can’t do it the way I have done it for years, then I will just retire.”  And, my friends, that is what happened to many.  So, what are your plans for 2021?

I am very fortunate, lucky, born under the right star or just could be clean living. The Ohlson Group is having its best year.  Now, let me be very serious.  No, not luck but the best staff in the business lead by my two partner/sons, Nick and Joe Ohlson.  We started working and investing money int he digital annuity lead space well before the virus.  We hired consultants, spent our money, stubbed our toes, and now we have success in providing the most cost effective leads for our agents across the country.  But, because of my time in the business, I know that we must get better or fall behind.  And, that is what we are doing.  It is time to get ready for the greatest opportunities that our industry has ever had.

Okay… look at your website.  Would your prospect be impressed?  How are you getting your prospects?  Cost effective?  Have enough?  Can you get in front of them?  Do you know how to do an effective presentation on ZOOM?  Interested in having a mentor?  And what about a quarterly bonus to pay for your leads?  

​Guys and girls, time to move. Let us build or re-do your website, write the content drip on all of your clients and prospects and have real dialogue with quality marketing guys and girls at The Ohlson Group.  The time to move is now, and we would like you on our team. Call today or schedule a phone meeting. Time marches on… do you?

The buying patterns of consumers were changing long before the pandemic.  COVID-19 has sped up the movement.  First off, what does this buzz word “Omni-Channel Marketing” really mean. Looking up some definitions, I found this one to be most appropriate for the financial services industry:  “The multi-channel sales approach provides the consumer with an integrated shopping experience.  The customer can be shopping on-line from his/her desktop, on a mobile device, via smart phone, telephone or face to face and the experience should be seamless.“ The term multi-channel is an operational term where consumers can complete the transaction in a seamless manner. An example would be completing an application, changing address, beneficiaries etc. The omni-channel is a sales cycle. Let’s explore…

I view omni-channel as a customer experience. They are able to investigate, compare and start to make decisions even prior to speaking to the advisor.  But, we need to provide the information they want and not just what we want to show them. We need to “walk a mile in their shoes” and really immerse ourselves in the consumers thought process.  We’ve all heard the phrase that “content is king,” and that is really true in this type of marketing approach.  The content we provide the consumer must be helpful and not just hype.  And, it needs to be delivered on a regular and timely basis.  The content needs to provide the consumer with potential solutions to the concerns that are keeping them up at night.  How do we deliver?  Let’s look.

This content needs to be accessible via desktop, laptops, personal devices such as a tablet and also via mobile phone.  Your CRM can provide you with a wealth of information that will allow you to target messages and offers to those that are more likely to be interested.  And, we need to “get personal” and provide info that is timely and helpful.  We have been very successful in providing consumer leads via this process… and we are still experimenting with other approaches.  We write the content and provide the advisor with a top notch website with great content. Now, we don’t have all the answers- far from it.  But we continue to work on new options.

Ladies and Gentlemen, this new world is providing the advisor with new opportunities in the acquisition of new clients.  You just have to get started, and baby steps are fine.  No, do not stop what you are doing but please know that the change is happening.  There will not be a time, in my opinion, when most consumers choose to finish their sales process with a quality financial professional. So, start the year and experiment.  Talk to one of our marketing consultants and they will provide you with real life success stories.  Then, if you haven’t already, you will find out why agents continue to refer to us as… a different experience.

Until next time… good selling!

I believe that we are not spending enough time looking at MYGAs. I read some interesting information in the WSJ about savings, money market and CD rates in financial institutions. They are, and will continue, to keep rates on these products at low.  The banks are placing a lot of their cash in Fed Funds. 

In short, many banks (according to this article) would not be upset seeing some of that money leave the banks as they can’t make a decent spread and loan demand is not high. But, consumers are still rushing to a “safe place” and placing money with their friendly banker. This is an opportunity.  Let’s examine.

Just go to www.bankrate.com and check out rates. Check with your local banks, then call your clients and inquire about their “cash position” in the banks. Then, blow their minds and show them MYGA rates. Folks, some carriers are selling MYGAs directly to the consumer.  Let’s get our share.  It could be a 3 year or a 5 year MYGA with liquidity features. Yes, this would be like squirrels saving nuts for the winter.  Some of this business will eventually end up as a FIA or another product in the “Safe Money“ vault.  

Call 1-877-844-0900 to speak to one of our marketing directors about the shockingly high MYGA rates.

There are many ways to get new clients and we have several solutions at The Ohlson Group.  But, being a life member of The Million Dollar Round Table, I have always found that the best, and most cost effective lead is the referred lead.  For many, they appear the most difficult to obtain.  I agree, but they are the best and pay the advisor tremendous benefits.  Let me share with you what I have learned when I was full time in sales that helped me make this lead my most effective.  Let’s take a look at some ideas, and some misconceptions.

First off, I always felt that a referral at time of sale was the most difficult.  You see, I believe that the first sale is turning your prospect into a customer.  They want to be your client, but want to check you out and see if you keep your promises.  For me, it was based on how I was graded in the areas of SCIP… service, credibility, integrity and profitability.  So, the delivery was most important to me. Then, 30 days later, another call by me to see if there was anything else I should go over with them or any questions that needed to be answered.  I thanked again, but I didn’t ask for leads.

I would then send a small gift… cookies etc.  Now, I drip on them every week from time of sale until 8 weeks out.  All of the drips are automatically done through The Ohlson Group and safemoneyplaces.com.  At the end of 8 weeks, I would ask for a short meeting to again review and it would be then that I would ask for leads.  Today, we may have to do this via ZOOM until the vaccine is out.  The content we send out is the most professional in the market place.

Also, and I have done this for a couple of agents, “The Client Appreciation Luncheon.”  Cost of admission is to bring a friend/couple with them. I would suggest that you have a speaker of interest for 30 minutes and a 15 minute presentation by you. The speakers can be on health, pet safety, personal fitness, etc.  You pay nothing as they are looking for the exposure. At the end of the luncheon, I would pass out a form asking for an appointment with the new guests either in person or virtually.

This is just an overview, but so easy to do.  But, there is a timeline and don’t look hungry.  Go through all of the steps.  Okay, I will soon be writing to you about how you retain the death benefits from the products you sell by making friends, servicing and hopefully selling the beneficiaries. Hope this helps and I also hope that you now see why agents from coast to coast continue to refer to The Ohlson group as… a different experience.

As we approach the end of 2020, it’s time for many people to start thinking about their taxes. If your advisors have clients - either individuals or business owners - in need of additional 2020 tax-deductions, now is a great time to talk to them about Asset-Based Long -Term Care (ABLTC) solutions. 

The value of ABLTC has been well-established:

• Tax-Free LTC
• Tax-Free death benefit 
• Guaranteed premiums
• Guaranteed Liquidity

What isn’t as well understood is the tax-deductibility of a portion of the ABLTC premium, essentially giving clients a “discount” on their premium. Who doesn’t love a discount?!

Case Study 

• Mike | Age 55 | Nonsmoker
• Paying $10,000 annual premium for 20 years
• OneAmerica Asset Care, Lifetime Benefits, 3% compound inflation

Mike’s $10,000 annual premium is broken down into two parts: 

1. Life insurance premium: $5,773
2. LTC premium: $4,227

LTC premiums are made up of three components: 

1. Premium to accelerate the death benefit for LTC,
2. Premium for the Continuation/Extension of LTC benefits, and
3. Premium for inflation protection.

After applying the IRS Age-Based Limits, Mike can deduct a total of $69,958 of his $200,000 premium over the course of his 20-year premium schedule. Assuming a 25% tax rate, Mike would see a tax savings of $17,250…or an 8.5% “discount”!

The key to making this work is using an ABLTC product that makes a distinction between life insurance and LTC premiums. We currently work with three products that accommodate this: OneAmerica Asset Care, Securian SecureCare, and Nationwide CareMatters II. Each of these products offers its own unique competitive advantages outside of this similarity… but offering the tax deduction could be the factor that moves client from thinking about ABLTC, to putting pen to paper and signing the application. 

This is a simple example for an individual able to itemize his taxes. The conversation can become a bit complex when working with different types of business owners.

If you’d like to learn more, please call Levon Justice at 1-877-844-0900 or schedule a quick chat.

Thank you,

Jaime Mueller, CLTC
Head of Long Term Care Solutions

So, “PMA”… positive mental attitude, the war cry from W. Clement Stone. Yep, I am a product of the days in our business when we flocked to see people like Mr., Stone, Zig Ziglar, Ben Woodson, Ben Feldman and Joe Gandolfo. I don’t know about you, but I needed those motivating speakers.

Now, I know that it is pretty tough to motivate anyone, but we can set the stage for others to motivate themselves.  The same holds true for consumers. The press, television, blogs and pundits paint a less than rosy picture every morning.  I get up pretty early and scan  a few papers, watch Good Morning America, Fox and Friends and Mornings with Maria. Well, sometimes, it can freeze a person and make them feel as though there are no good times now and maybe not into the future. So, many times, the consumer does nothing with their retirement portfolios. So, it is up to us to be the “motivating factor” that gets them to wake up and take action.

We know that the consumer can’t hit the freeze button and protect their nest eggs. Nope, the world keeps turning, volatility is high and their retirement portfolios can be at risk. By doing nothing, the consumer has made a decision to stick their heads in the sand and just hope. But, hope alone will not get them to the promised land.

We have to assist, find out where it hurts, explore their dreams and desires and ask them what is keeping them up at night. Now, in order to do a good job, we have to get our heads on straight. We need that extra dose of “PMA” . So, take the dosage, offer one to your consumers and assist them in their quest to have a pleasant retirement. How about another motivational quote?  “If it is meant  to be…it is up to me” 

Need some PMA help? Give Ohlson Group a call at 1-877-844-0900 as we are… a different experience.

I would love to say that the dust has settled and we all have the all clear from COVID-19.  Yes, we are seeing great improvements in many states, and the young do not appear to get as sick and their death rates are very low.  States are opening up very cautiously.  But, all that our clients and prospects have to do is turn on the TV or get on Facebook and they can get scared to death.  They also are witnessing a very volatile equity market.  They are also trying to figure out how the upcoming election will affect their portfolios, income and taxes.  Bottom line, they need a review of their current situation, appraise the risk and either stay put or make some changes.  

We need to reach out and talk… and visit with them one way or another.  And, it will not be the same as it was in January.  Changes are here, will stay for a while and we have to… deal with it.  Let’s explore what we can do.

First off, make the phone call to clients, get a feel for what they are thinking, review their situation, make suggestions if applicable and make a presentation. The first presentation may be using ZOOM or something comparable.  Use the easiest tool for them to navigate.  Also, I would send them some info in advance just in case technology gets in the way of your review and recommendations. Now, here comes another step that will need some preparation from you. Please read on…

You know, as a member of the Safe Money Places Agent Network (safemoneyplaces.com), we want to keep everyone safe.  Below are some tips I've gathered from the agents successfully navigating today's market.
​

• I would suggest, if they feel comfortable, a face to face meeting.  
• This would, of course, be dependent on the spread of virus and state laws in your locale.  
• I would, in a letter prior to making this request, inform your clients or prospects the safety measures that you employ.  
• I would suggest a letter, prior to going to their home, advising them that you would want to social distance.  
• If the weather is still warm, go for a patio, screened porch or deck.  
• Let them know that you will be wearing a mask and that you will bring a new mask for them.  Let them know that you will also be bringing hand sanitizers.  
• I would also go as far to say that you will, with the wipes you bring, clean up after yourself.  Ask them to use their own pens.  
• I would also wrap their proposals and recommendations in plastic and clean the plastic prior to handing to them.  
• Also, let them know that you will also wear new plastic gloves.  
• This, of course, could also be done in your office is everyone feels comfortable.
  
• The most important thing is to make them feel safe.

Guys and Girls, this is a new normal for now.  Things will loosen up after a vaccine.  But, their portfolios and your income can’t wait.  If you can do all of this virtually… congrats.  We have many advisors and agents doing just that.  We have many doing the “hybrid” approach.  Bottom line, we have what they need, they have a need and we also have a responsibility to our clients.  

We are here to help you.  Give us a call at 1-877-844-0900 to find out how many of our agents are still making great progress.  No, this isn’t perfect but the world has changed.  And, virtually selling will not go away.  I guess we have to… “deal with it.”