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.  

I have recently been involved in a situation where death occurred and there was no life insurance available in the deceased’s estate.  You know, life insurance proceeds go directly to the named beneficiary, avoids probate, is tax free and is not subject to claims from others. 

Plus, it is usually a very quick payout.  There is already a lot of emotion and mental anguish at the death of a loved one.  There are the funeral arrangements and they are expensive.  Plus, in most cases, deferred billing is not an option, and the funeral home needs to be paid in full. 

So, why doesn’t everyone have some life insurance or a PRE-PAID FUNERAL?  Because they will do it later, timing isn’t right, they say they can’t afford it or just don’t want to talk about it. Our job is to make the client look in the mirror, address the issue and get them covered.

The vast majority of people can get some kind of coverage.  It could be a modified death benefit, graded benefit or immediate coverage.  And, there are so many simplified issue products that are quick to issue.  Need something to go back and speak to your clients about?  Life insurance… don’t leave this earth without it.

You have a legacy plan.  If you say, “I haven’t set up a legacy plan,” I say, yes you have.  Without proper planning, you allow the government, nursing home facilities or others to do it for you.  Of course, you need a good will and possibly thoughtful trusts to get you headed in the right direction.  You also need health directives to make sure your wishes are followed through.  And, you need an executor to make sure things are handled properly.  These things, and more, can be accomplished with the help of a qualified attorney… which I am not.  But, as an insurance professional, I can help take care of some basic legacy ideas.  Maybe even make them “double duty” dollars.  Please allow me to explain…

Today I am going to focus on life insurance with accelerated benefits for long term care needs, and products that have accelerated benefits.  In short, accelerated benefits would mean that the death benefit would be paid out to you while living if you can’t perform 2 of the 6 activities of daily living.  Let’s look at a real life scenario. You may have some dollars set aside that won’t be needed for retirement income.  You purchase a life insurance policy with the benefits described.  Let’s assume that a problem develops, you can’t perform 2 of the 6 activities of daily living.  This could be a single premium or a periodic payment plan.  Let’s say that you opted for a single premium of $100,000. That would get a 65 year old female anywhere between $180,000 and $300,000 of death benefit (the more underwriting… the greater the death benefit).  So, let’s assume a $200,000 death benefit.  Health problem occurs, you can’t perform 2 of the 6 activities of daily living and the $200,000 is paid to you to cover costs.  Most payments are made over 3 to 6 years.  And, because it is an accelerated death benefit, proceeds should be tax free.

Okay, what happens if I don’t need those accelerated benefits and I pass away?  The, proceeds are paid tax free to a named beneficiary.  This is legacy planning.  What happens if you have an emergency and need the money?  These products accumulate cash value and you have access to them.  Some, after a period of time, also feature a “return of premium.”  So, with these dollars, you will determine what happens with this portion of your estate.  Bottom line, your financial professional can provide you with information on this type of product. What do you have to lose?  This is a tax friendly approach to an important part of your retirement plan. Let me know if you would like more information about this type of legacy planning.

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.