From The Desk Of Pat Wedeking
Merry
Christmas and Happy Holidays from our family to yours!
There it is, that “Family” word
again…well, we do put our families first around here and we are creating a
family brokerage environment. I had the chance to make it to NAILBA this year;
it’s the life brokerage industry’s biggest event. I could go on and on about
what we saw there, but on the way back Jim and I talked about how much we really
have to offer producers. Leads? You bet – only the most important part of our
business we call it prospecting. But then to back it up with top compensation,
great carrier channels, a technology to keep track of it ALL (no matter what
products you sell or niche you operate in), a direct mail tool like no other, an
impaired risk path that is the best in the industry and all in a winning, family
environment? Well, my friends, that’s OFG!
Trust me, you want to be contracted
and producing with us when we introduce some great things in 2005.
A great time of year here isn’t it?
We’re in a time to reflect on the year gone by, and look forward with excitement
to the year ahead. As you ponder your objectives for 2005, remember to plug into
Only Financial Group’s tools and winning family environment. We’re poised for
greatness as we continue the good things we have, improve on some weaknesses and
add valuable enhancements.
Read the Rest of this Article....
|
|
I DOUBLED my Sales
By
Lenny R.
One of the things I love
about this business is taking an application. It’s always a great feeling to
complete new sales and feel the day has been effective and profitable. While
taking a new app gives me a lot of satisfaction, I can say it’s quite the
opposite feeling when faced with the daunting task of follow up. Talk about
something I avoided doing—case management and follow up was frustrating and left
me irritated and sometimes angry.
Like most of us I would
rather call a new prospect or follow up with a potential sale, but the reality
of selling via direct response is “It’s easier to make the sale than to get it
paid.” Doctor’s offices need to be hounded, outstanding forms need to get
signed and returned, apps need to get back in and how about the nightmare of
getting ANOTHER check because the one you have is wrong? Daily I talked myself
out of those very activities that resulted in cases being paid. They’d get
done—eventually—but often very much later. I wonder how many cases I actually
lost because of poor case management habits.
How did this serve me?
Clearly, not well.
Click Here to Read the Full Version.... |
|
Brad's Bits
IncrediblyDIFFICULTmailing.com
I didn’t think you’d
read this if I put EZmailing.com. Actually the title IS correct when
speaking to the process of acquainting agents with new systems and
services—it’s hard to get them started. This era of change and new
technology has not improved the way agents assimilate new ideas. In
fact, some say it may be affecting agents in the exact opposite
fashion. Nonetheless, here at Only Financial Group, it’s our obligation
to test, produce and introduce new selling processes and technology.
How will agents respond to
www.OFGezMailing.com?
Much the way they responded to the release of LeadBoss, Call Now Request
and the new HOT Quote request leads, iShare, iForum and the Denver
Summit. About 10% of the agents will go test this new service for
themselves and enjoy immediate success. After 18 to 24 months that
figure will grow to 30-40% and finally find traction with increasing
numbers using it to make repeat sales through cross-marketing to
existing clients.
I hope to convince
more of you to try this incredible new service sooner than later. To
make my case I wanted to share the genesis of why we created
OFGezMailing.com. After all, leads will remain plentiful and profitable
for years to come, why then offer another level of marketing?? After
considerable discussion it boiled down to 2 very important challenges
that agents face.
- How can
established direct response agents/organizations further drive down
lead costs?
- How can
traditional agents/organizations make use of their own database of
clients accumulated over the years for additional sales?
Click Here to Read the Full Version...
|
|
Greatest Hits Archive
Need Some Change?
By Brad Howard
A vacuum has been created in recent years within the
life insurance industry. The demise of the career system [more than 25% in
just over a decade according to LIMRA], or at least it’s prominent
downsizing, has forced agents to become independent and loose critical
support, financial assistance and training, or worse, leave the industry all
together. More and more life carriers are cutting distribution and product
delivery in favor of a wholesaler brokerage distribution. The carrier wins
through vastly reduced overhead expenses [due in great part to
centralization] and divestiture of costly distribution maintenance.
Retailers [Independent Brokerages] win because the pie the carrier
can offer is bigger and the carrier no longer competes with the brokerage in
distribution. It’s a bigger piece of a bigger pie. {Notable is the
litany of brokerage acquisitions of late and the competition they can afford
to engage in because of this sector growth. This trend continues to confirm
the current industry direction.}
The phrase we hear more often today is
Independent Marketing Organization (IMO). This is inclusive of the large
independent brokerages, but also includes those entities that offer specialized
services, and do them in such a way as to “stand out” from the traditional
brokerages. For our discussion, IMO will refer to the latter organizations.
IMO’s are finding traction in the market place vs. the traditional brokerages
for two reasons. One is referenced above and that’s “specialized
services”. These are services that large brokerages can’t or more often don’t
wish to provide. They include, but are not limited to, lead generation, web
enabled tools and processes, concierge support and training, etc.
Click Here to Read the Full Version...
|
|
 
LeadBoss Q&A
What Is LeadBoss?
Click Here For More Info
Download the LeadBoss
Summit Session Notes Here
Q:
I’ve heard
that some of the forms within LeadBoss are “fillable”. Is this correct?
A:
There is a lot of confusion
between fillable and “clickable” forms. Many of the forms which you access via
LeadBoss are “clickable” in that you can click into a field and TYPE text. Thus,
you can fill out the form manually by typing text into the necessary fields. The
benefit of this, of course, is that you have a clean, professional looking
application.
Q: Can I add a general
note which always appears in the “Instruction” area in the paramed ordering
screen of LeadBoss?
A:
Yes. To do this you need to click “Agency” and then “Agency Profile”. You will
then see a large text box which allows you to add a note which will then appear
EVERYTIME in the instruction area of the paramed screen. Therefore, this will
save you time in having to type a same or similar note each time when ordering a
paramed. This note can be modified in the paramed ordering screen when ordering.
|
|
 |
|
"Getting to Know Each Other"
Each month we will profile different
members of the OFG Team. This month, please click on the link
below to....
|
|
Sales Corner
Upselling in the Direct Response Life
Insurance Market
Three things that will make or break a Direct Response Life Insurance
Selling Operation
- Having a consistent flow of quality leads
- Ability to handle impaired risk business
- Effectiveness in Up Selling
The key to Upselling is ASKING THE QUESTIONS and
EXPECTING THE SALE.
In this market there are three broad categories of up sells:
-
Insuring additional lives
-
Increasing the face amount
-
Increasing the length of the policy
Click Here to Read the Full Version....
|
|
Document Share
Each month we will post useful
documents for everyone to share. This month we offer the 'App-Out
Packet'.
Download Document Here
(Right click on link and select 'save target as'
to download to your computer)
|
|
Please Join Us
For Our Biweekly Teleconference's
iForum
"Engineered To Make You Money"
A
monthly teleconference of vendors, carriers and the nations top producers in
the Direct Response Market
Next Teleconference
Thursday
Dec 16th
at 12:00
PST
iShare
A
monthly teleconference of the nations top producers in the Direct Response
Market.
Next Teleconference
Thursday
Jan 6th
at 12:00 PST
Open to all
Only Financial Group vendors and agents.
For those
wishing to sit in, contact Brad from OFG at:
reminder emails will be sent
with access number
|
|
Impaired
Risk through
OFG
Easy as
ABC, 123
Has your client been Declined, Postponed, Rated or Refused?
|
|
OFG Press Releases
Take a moment to read
through our press releases, and to learn more about our exciting
services and products which will increase your bottom line!
Press Release Archive |
|
