 A Unique Opportunity for the Second Half of the Year.
Yep, the year is more than half over. Time to dust off the marketing plan and see how you're doing.
I'll bet the results are all over the board, and that the reality is more than a bit surprising. Cases that looked like slam dunks vanished in to thin air, and some probably came out of nowhere to make a big impact. Today's topic has two aspects: A carrier making a decision that can make a huge difference to its policyholders, and that same carrier providing all of us an opportunity to eliminate some of the surprises that submarine our cases.
What could this mysterious decision be? Liberalized conversion rules from now through then end of the year from West Coast Life. This generates a bunch of questions for me: - Are there any restrictions? Of course, see this Formal Announcement for the details.
- What's the big deal for policy owners? The ability to convert to guaranteed premium products rather than an accumulation product. And did I mention lower premiums?
- How does this help me hit my goals for the year? How about a sense of urgency for your clients?
The challenge with conversions is always getting the client to see the value in taking action now rather than waiting. This one time policy change from West Coast is a great reason to act instead of wait and see.
I mentioned eliminating some of the surprises that submarine our cases - remember the beauty of conversions - no underwriting!
PS - Take a look at this comparison of West Coast's products to see why we all need to look a bit beyond the lowest premium.
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