Guardian General Agency since 1972 Your Intelligent Resource More than a vendor

Transcription

1 Life Insurance Boot Camp Class #1 LANNY D. LEVIN AGENCY, Inc. & LANNY D. LEVIN AGENCY, Inc. Guardian General Agency since 1972 Your Intelligent Resource More than a vendor

2 LANNY D. LEVIN AGENCY, Inc. Premier life, disability & LTCi products Helping agents market creatively to prospects and clients Joint work in the field Assisting producers in developing quality relationships with professional advisors Technical support and case-design resources Getting business successfully underwritten Mutual company Established 1860 New York domicile Committed to disability business Top tier financial strength & ratings

3 Moody s: Aa2 Standard & Poor s: AA Fitch: AA A.M. Best: A+ Guardian s FR Plan* NOW AVAILABLE TO SELECT FEW Rewards consistency and persistency If you are unaffiliated If you are unhappy with your current affiliation If you are capable of consistent production of life, disability & LTCi business (*Financial Representative)

4 Guardian s FR Plan One of The Richest Compensation Plans in the Industry Supplemental compensation years 1-4 Life renewals as high as 18% in year 2 Life renewals on all inforce premium during career even in years 11+ DI renewals as high as 19% in years 2-10, as high as nearly 16% thereafter Post retirement renewals & lifetime service fees on life and DI Guardian s FR Plan Matching 401(k) with excess plan above IRS limits Defined benefit pension plan & supplemental excess defined benefit plan above IRS limits Comprehensive fringe benefit package with opportunity for free medical insurance coverage Wealth accumulation plan with potential for contributions up to 12% of life/di FYC and 2% of w-2 income (including renewals) Errors and omissions coverage

5 Guardian and Its Agencies Unswerving Commitment to the Mutual Company Model Commitment to financial reps & career distribution system Unparalleled reputation with third party advisors Strength in the affluent and small business owners marketplace Full breadth of products available to meet client s needs Comprehensive Support to Build Your Business The Living Balance Sheet sm Guardian Online ( GOL ) robust on-demand 24/7 learning modules Cross-sell and up-sell target marketing campaigns Advanced Market Support Elite Service and Underwriting team for top producers Opportunity for master-level program at American College

6 Personal web site for your client Comprehensive aggregation of assets & liabilities; nightly update of values On-line vault of documents Planning tools for you Alerts to you Are You Taking Advantage of our website? Please visit us at

7 Web Site Resources Help You Write & Track Your Business Request proposals: life, DI, LTCi Download forms, apps, fact-finders, authorizations Request exams. Check status of your pending cases. Access Resources and Publications Find out about upcoming meetings & sign up. Contact our staff. Request help on a case. Find archived Guard-o-Grams (monthly newsletters), Sentinel, New & Noteworthy (Guardian Advanced Sales Publications) Download reference materials, sales ideas, etc. we re adding useful items and functionality all the time

8 LANNY D. LEVIN AGENCY Staff Leverage Your Resources Disability LTCi specialist Advanced Planning Life Ins. specialist 2 New Business Coordinators 2 Case Design specialists Policyholder Service administrator Bookkeeper Receptionist Continuing Education 3 hours credit for each week Be here by 8:30 a.m. Leave at 11:30 a.m. Response/Evaluation Form

9 Deep Thoughts Learn To Do By Doing -- A Wise Teacher Who Will Benefit from This Course? Life insurance producers who were never properly trained on life insurance products (or were trained on only one product ) Life insurance producers who were never really trained how to properly sell life insurance Benefits producers who were never trained on life insurance products or how to sell them P&C producers who were never trained on life insurance products or how to sell them

10 What We will Cover Today Place of Life insurance in financial planning Essential Values & Beliefs of successful life insurance producers Concept of Human Life Value Why individuals buy life insurance for families Why businesses purchase life insurance Why buy life insurance today vs. later What We will Cover Todaycont d Conversation-openers and topics to discuss with prospects and clients Due Diligence Resources Types of Life Insurance Companies Types of Life Insurance Products Myths and Realities about Life Insurance Why people need permanent life insurance

11 Class Syllabus would have been: Whole Life Insurance Non-Par Par Term Insurance 5 year R&C term Decreasing Term Much has changed Classic Whole Life has evolved! Direct Recognition dividends Variable Loan rate Paid Up Addition Riders Melt-away Term Riders Better waiver of premium definitions Accelerated Benefit Riders Bigger GIO options

12 You want fries with that? If you are merely an order taker, at worst you can be outsourced, and at best you are at the whim of insurance companies and the government. The professional salesperson creates sales by uncovering needs and wants & is in control of the sales process. Deep Thoughts No one ever bought a quarter-inch drill because he wanted a quarter-inch drill -- only because he wanted a quarterinch hole.

13 Deep Thoughts Experience is the hardest kind of teacher. It gives you the test first and the lesson afterward. Course Objective: Working Knowledge What do clients and prospects want to know? 1. What KIND of life insurance should I have? 2. Is my current insurance okay? 3. How MUCH life insurance should I have?

14 Objective: Working Knowledge of Life Insurance Products What do YOU want? Increase YOUR comfort level with life insurance Knowledge about Product Suitability How life insurance products are priced How products differ from one another What is guaranteed and what s not? How do I read & use an illustration/proposal? What are the tax aspects of life insurance?.anything else? First things first: You ve Got to Believe In the value of owning life insurance In the value of owning LARGE AMOUNTS of life insurance In the value of owning large amounts of PERMANENT life insurance Life insurance is an asset, not an expense How much do YOU own?