I was having a conversation with a friend of mine that owns one of the best insurance marketing firms in America. 

​We covered a lot in the conversation, both personal and professional.  We reviewed our results from last year and speculated on where we saw exponential growth chances for this year. Of course, the sale and use of annuities will continue to be a big answer for Americans that are desirous of guaranteed growth, guaranteed income that they can't outlive and protection of principal. 

But, we both admitted to being perplexed as to why an extremely important product to Americans is not even being offered by many of our advisors and agents.  We explored the reasons why this type of product is not flying off of the shelves, and what can we do to help the field force help their clients by offering this product. 

Oh, I am sorry, I didn't mention the product did I?  Well, it is single premium life with accelerated benefits.  Now, please give me 3 minutes more… okay, start the clock!

Situation... client has no long term care, and is worried about needing the product, but doesn't want to pay the premiums. The client sees the real need as taking care of a parent residing in a facility.  So, let's look at the answer:

• Client pays a single premium of $100K, gets a death benefit around $200K
• Did not need an exam... either online or phone interview
• Policy is issued and client is happy
• If the client dies, the beneficiary gets the $200K tax free
• If the client can’t perform 2 of the 6 activities of daily living, the client gets the $200K to offset care needs
• If the client changes their mind at any time, they get their money back.  What did it cost the client if they go for the money back guarantee?  Only the interest they would have earned on a CD

So, my friend and I agreed that we need to be screaming from the tops of our office buildings that  "This could be the right thing to do" for many of your clients that have this concern in one of their worry buckets.  Come on... give us a call or set up an appointment to discuss this miracle of paper and ink.

I recently read that the financial services business is one of the few industries that still primarily grows their business via referred leads.  I think we all agree that this type of lead is the best, and the most cost effective.  But, as we speak to our agents and advisors, we do hear that they are getting tougher to come by.  So, are there other answers to this challenge?

Well, of course-  and you are probably employing some of these tools.  You may be purchasing digital/online leads.  A great idea (and by the way, The Ohlson Group’s digital marketing leads might be the most cost effective in the business).  But, enough of the commercial.  Workshops are a great way to meet new prospects.  Radio ads, talk shows, blogs all work.  But, it takes time and money to establish credibility.  And, they still are not “referrals.”  So, what is the alternative?  

A great approach is to ask your new client who they think would enjoy, and benefit from, getting a complimentary subscription to Safe Money News.  Then, you obtain the name, email address and possibly the phone number.  You advise your new client that you will be sending these people an email stating that they will now receive a complimentary subscription to the critically acclaimed financial E-magazine, Safe Money News, courtesy of the new client.  You then follow up with the new subscriber via email, and introduce yourself, provide your credentials, website and more.  Ask them to contact you if they have any questions about any of the articles.  I suggest that you email additional quality content over the next 4 weeks.  Then, at the end of 4 weeks, advise the new subscriber that you will be giving them a call to see if you can make their acquaintance.

Ladies and Gentleman, we have and own Safe Money News.  My former partner, Dr. Jack Marrion and I started publishing this years ago.  It is a quality piece with thousands of subscribers.  When I wrote about the “content” you would send?  Yes, we have it ready to go.  This is a way to get low cost referrals, and establish credibility.  Call us and find out how you can use Safe Money News and how we will send content to your new quality prospects.

The title of this commentary describes what happens after the death of a loved one.  I recently lost two friends in unexpected deaths.  All of the above mentioned in the title will be there for the survivors.  I am in a unique position to speak to this.  I lost my wife in an unexpected circumstance.  Yes, despair, details and decisions all came at me quickly as it did for my family. 

​The death impacts so many people… friends, kids, grandkids, co-workers… I could go on and on.  Fortunately, in my situation, we had already discussed the possibility.  I did not have a pre-planned funeral for her. But, we all pulled together and made it happen.  But, I quickly went and paid for mine which I hope is decades away. So, where am I going with this?  It’s time to meet with all of your clients, and ask them what they want to happen at time of death. 

Also, find out who the “go to” people are in their lives.  

• Would they be their children? 
  
• Do you know their children/heirs? 
  
• Do you think that you should while all is right?  I suggest yes.  
  

Contact the people that would be left behind, tell them who you are and what you have done for their parents and ask if they have questions.  Give them your contact info, and include them in the list of people that receive monthly info from you. 

With your clients, ask them how they would like the finances left to the survivor. 

• Do they want guaranteed resources to be paid out monthly? 
  
• Do they have a life policy earmarked for funeral costs?

Bottom line, you have to ask questions and discuss.  This is part of the pledge we gave our clients at time of sale.  So, this is not a product push or some grand marketing approach.  It is the right thing to do and it will be so helpful to all.  Have them commit their desires to paper and help them out.  Then they will know that, you too, are also… a different experience.

Wow, I remember when I had 2020 vision.  I also remember when I had more hair. Well, enough of that- I am not writing about vision or hair.  I am writing about your “2020” business plans.  You need good vision to plan, implement, track and adjust throughout the year.  

I would like for you to consider the following: 

1. What would 20% more qualified prospects do for your business this year?  
2. What would a 20% increase of future product sales from your clients do for your business? 
3. What if the referrals from your clients increased by 20%? 
4. And, what would a 20% increase in sales and revenues do for you and your family? 

I think that I know the answers to all of these questions.  Please read on…

I know that the usual prescription for attaining the above goals is usually… make more calls.  Of course that is part of it.  But, you might just need a “digital partner” in your practice.  You might also need to be part of a “national brand.”  We have all of this and more waiting for the taking.  

First off, The Ohlson Group can provide you with a “best in class” personalized website.  But, we all know  that we need more than that.  You need to have traffic going to your site… right?  What if we can get you 10-15 qualified digital marketing leads per month?  What if your prospects and clients would receive quality print and video content pieces once per month from you?

Bottom line, we have invested tons of time, money, and manpower into our programs.  And, our marketing consultants do more than just give you rates and commissions. We provide real time solutions for your clients to help you obtain the sales you deserve.  

So, if you are interested in “2020” vison for your business this year, give one of our marketing consultants a call and spend 9 minutes listening to the story.  What do you have to lose?  Income?  Call today at 1-877-844-0900.

What an opportunity that lies before us in the new year.  Never before, in the history of our business, has change been this rapid.  The big questions are...
​

1. How do we take advantage of the new tools and resources to assist our agents and advisors in their quest for increased sales and a better return on their investments of time, money and manpower? 
2. What tools can we utilize to make your clients relationship with you a "different experience," and make them come back to you for additional products?  
3. How can we become your best promoter in assisting you in getting better referrals?  

Here at The Ohlson Group, we are just getting started.  We have the ideas, the tools, the knowledge, the experience and the people to assist you in making 2020 your best year ever.  We are constantly on the lookout for new opportunities to help our agents grow their business.

Give us a call and prepare to have a discussion unlike most discussions with internal marketers at other IMO's... yes... a different experience. We look forward to hearing from you in the new year.

Our recent Holiday season got me thinking of gifts that can really make a difference.  I was watching a business show and they were focusing on the high cost of education.  They also spoke of the lack of basic personal finance by young people. 

​They, and their parents, are many times more than willing to encourage student debt.  Yes, they may take responsibility of these loans with their kids, but bottom line… it’s a problem for everyone.  It could be a terrible burden for the child when they do get out of college.  Or, it is a terrible burden for the parents when they are focusing on retirement.  So, what can be done?

It is often said that grandparents start to like the grandchildren even more than their kids.  So, wouldn’t they want to be in a position to help pay off part of the college loans?  Of course, but it seems so very expensive to do…  if you are not using “discounted dollars.”  

Discounted dollars are available in a life insurance policy.  The grandparent will not pay full dollars for the benefit.  They either pay via periodic premiums or a single premium.  And, there can be a safety valve.  Many policies offer accelerated benefits if the insured needs some type of long term care assistance.

Want to know more? Give us a call at 1-877-844-0900.

Why not make 2020 the “Year of the Drip?”  We should all be familiar with drip marketing. You know, the timely method of providing our clients and prospects with quality content.

The content should be a combination of print, audio and video information.  Information that is helpful to people near, or already in retirement.  This should go out at least once per month.  But, in situations where there are new prospects via leads or seminars, they should go out once per week for a month. 

But, how can you be expected to develop this content on a regular basis?  The answer is simple…  let us do it for you via membership in the Safe Money Places Agent Network. 

Let’s say you plan a workshop and 50% do not show up?  Don’t waste your money and just ignore those people.  Let us start the dripping.  Same thing with digital or direct mail leads that respond, but don’t take your calls?  Warm them up with quality content.  We are doing this for some of our most successful advisors and agents. The “ROI” on this is incredible.  There’s much more to this, and too much to place in this commentary.  

So, call one of our marketing consultants and schedule a phone appointment to see if “the drip” is right for you.  I know that it works.  Give us a call at 877-844-0900 and find out why agents from coast to coast continue to refer to us as... a different experience.

Many publications and organizations (including MDRT) are addressing the fact that a large percentage of Americans feel as though a recession is likely in 2020.  Now, for people that are more than 5 years away from retirement, that is okay as they will have time to financially recover.  But, what about those that are within 5 years of retirement?  Also, what about those that are already in retirement?  Do they have the time to recover?  Also, what if they have plans to start taking retirement income out of their portfolio and the markets go down?

You know, I think there is a pretty simple solution for our clients that can’t afford a 5%, 10% or more loss in their equity portfolios. Maybe they need to look to see if they have the “appropriate” amount of their nest eggs at risk?  Maybe it is time for a very frank conversation.  Maybe it is time to ask these questions.  I am not immune to the potential recession or market downturn. 

​We all know that this will happen sometime.  But, when?  Correct, if we knew the exact date we would make millions of dollars writing books, speaking and counseling the world.  But, of course, we don’t know when.  So, grab a cup of coffee with your prospects and clients and have them take a look at their nest eggs and make decisions.

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.