July Webinars
Understanding Indexed Universal Life Plans
11 am, Wed, July 25th
Business Planning
Strategies using Life Plans
11 am, Thurs, July 26th
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Underwriting Spotlight
Insurance Exams
Tips For Your Clients
Fast after midnight
Schedule the exam for as early as possible to avoid hypertension
Avoid strenuous exercise for 12 hours prior
Do not eat or drink anything other than water
Do the urine specimen before the blood pressure readings are taken
Dress "lightly"
Have personal physician information handy, as well as dates seen for the past several years
Have Rx info handy |
Afterwords
There is very little difference in people, but that little difference makes a big difference. The little difference is attitude. The big difference is whether it is positive or negative.
-- W. Clement Stone
It is not the situation. It is your reaction to the situation.
-- Bob Conklin
There are two big forces at work, external and internal. We have very little control over external forces such as tornadoes, illness, and pain. What really matters is the internal forces. How do I respond to disasters? Over that I have complete control.
-- John Miller |
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Greetings!
Want some good tips on "asking for the business"? See our monthly Sales Tip below. |
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Life Plans
We'll pay you a $100 cash bonus on your eligible North American UL and IUL cases. To be eligible: 
- Cut out one of the bonus coupons and attach it to app
- App must be written by Sept. 15th and paid for by Nov. 1st
- Target premium must be at least $1,500
- All North American UL and IUL plans are eligible
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Annuities
On June 11th, The Economist published an article entitled "Fun With Pensions". The article was subtitled "The Burden of Increased Longevity In The Rich World".
The article included the following excerpts:
- According to a new report from the OECD, increases of the official retirement age are planned or underway in 28 out of its 34 member countries.
- In 1970 the average Frenchman entering retirement could expect to live for just over ten years. Now he can expect to live for 23.
Once again, annuities are desperately needed by real people facing the very real possibility of outliving their retirement income. The theme is repeated over and over in our every day lives. Please use the article noted above. It has some interesting charts. Share this information with your clients, and call us for SPDA and SPIA quotes!
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Disability Income
It's official - we've launched our D.I. blog! We are committed to providing educational D.I. information designed to help you serve your clients. Bookmark our D.I. website www.sourcebrokeragedi.com to follow our D.I. blog. Recent blog articles include "Five Ways To Sell More D.I." and "Five Reasons To Sell More D.I."
Contact Steve Crowe at ext. 222, Ellen Crowe at ext. 223 or Brian Hettmansberger at ext. 230 for quotes, tools and sales strategies. Also try our online quote request tool. |
 Sales Tip
From Bill Cates, President, Referral Coach International. A critical step in making the sale is "asking for the business". Personally, I almost always like to make a recommendation. I say things like, "Here's what I recommend." "Here's how I recommend we move forward." If you feel a need to be softer then you can change recommend to suggest.  Suggest is fine. Recommend has more conviction to it.
When it comes to buying something we sometimes "internal sort" the process - meaning we look inside ourselves for what we feel is right. But, sometimes we "external sort" the process - meaning we want the help and advice of an expert. We seek that advice - depend on it.
Listen to what your prospects say and the questions they ask. If you can see they are internally sorting, you say things like, "Here's something you might want to consider" and "What do you think the best solution would be for you?" If they are externally sorting, you want to be bolder with your recommendations, as stated above. |
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Thank you for your time and your business! |
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P O Box 26580
Indianapolis, IN 46226
800.543.7167 ext. 225  317.803-3370 fax
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