July 2004

From The Desk Of Pat Wedeking

Hello Friends,

Congratulations on a terrific first half of the year to, you, the team. We try to operate with a family environment around here and this team, this group; this family has just produced as much business January through May as we did all of last year.

It’s working!

You are working, we are working, the team and family atmosphere has been terrific and direct response life insurance is hot! Congratulations, you are part of a group going in the right direction. You are great.

“Plugging In” to what we do around here has had its benefits as we see top producers coming from our core group that consistently turns out to our bi-weekly national teleconferences. So far this year the I-Forum has brought you conversations with American General underwriters, West Coast Life underwriters and administrators, One Life (Zurich) sales legend and executives, our Impaired Risk Specialist and other producers that are just flat doing it. You won’t want to miss the 2^nd half of the year as we bring back the best and invite other industry greats.

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Overtime!

Anybody who has been in the life insurance business for even a short period of time knows about the many obstacles that can come up in the underwriting process. Despite your efforts, the home offices effort, the paramed's effort, and the client's effort a case can drag on for months and then yet another requirement pops up! What separates the winning agents from the "breaking-even" agents is their willingness and ability to keep the client motivated through the whole process. Don't give up!

It's a lot like overtime in sports. Think about your favorite sport and the most thrilling games you've ever seen. When the game has been going on a long time is when the most effort is required! The best athletes take in that second wind and find the energy to propel themselves to victory! Sure they could have given up towards the end of the regular time because things were looking tough but they didn't. You shouldn't either when selling insurance! The closer the game the better it usually is. Your most memorable sales will be those that had the most obstacles. We love an easy sale just as much as an athlete likes an easy victory. But the games that are remembered are the close ones, the ones won in overtime, and the sales you remember will be the ones that took some time to develop, underwrite, and place.

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Independence Day
(The Movie)

“I have GOT to get me one of these!” We all remember Will Smith’s character saying this in the movie “Independence Day” as he steered the alien craft into space in the film finale. Nothing could be more appropriate than that very line in reference to a critical tool in your office.

Recently a seasoned Direct Response shop owner remarked “I can get sales folks pretty easy these days and in this new way of selling I’m becoming convinced more and more that the sales agent is not the most important part to the Direct Response puzzle. I’ve concluded that selling is much easier the way we do it [Direct Response]. What’s changed is the critical nature of the backside of the transaction, where the case manager is. THAT’S the critical point in this new model of selling—in the old days, the selling professional—today, the case manager.”

“My production more than doubled….”

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Get it Paid

Within a few months of beginning to sell on the phone you will notice that it is easier to get a commitment from your prospect to buy than it is to place the business. I have seen many broken dreams and heard many horror stories of agents being excited about writing a lot of business on the phone only to find that very little of it went paid. We’ve known agents that experienced as much 90% of the written business not going paid. At Term.com we paid for only 273 policies out of our first 1,000 written.

Why is this so? The answer is quite simple. It is easier to sell to Internet leads than it is to get the cases paid for.

Don’t despair. The solution is quite simple. There are a number of techniques the can easily double and possible triple your paid business with no increase in lead cost. These methods were developed over 1,000’s of cases sold at Term.com as well as conversations with dozens of insurance company personnel, agents, and case managers.

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2nd Annual OFG
Direct Response Sales Summit

September 30^th to October 3^rd, 2004

Denver, Colorado

“What is this event anyway?”

A gathering of direct sellers of life insurance to share ideas, nurture relationships and get better at what we do. The Only Financial Group family and other leaders in the industry will gather for a power-packed couple of days.

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Click Here for Itinerary and Reservation Information

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LeadBoss Q&A

What Is LeadBoss?
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Q: I have heard that LeadBoss now has forms. How do I access the forms?

A: You can access all the necessary carrier forms using LeadBoss. To access these forms you must click into a lead. Once you’re in a lead, click on the “Business Partners” tab and then on the link for “forms”. The first time you click this link you will need to enter your name, email, and some other information. You will also need to agree to usage of the forms. Once you have completed this process you will have unlimited access to the forms.

Q: When I order a paramed exam via LeadBoss and come back to check status, there is no data. Why?

A: In some instances you will need to give ExamOne at least 24 hours to process the exam request and post an acknowledgement or status update.

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