Source Brokerage, Inc. - Updates
October 2013 

 
 
Quick Links
  

Fall Webinar Series

 

New Indexed GUL

Oct. 15th & 17th

 

Funding Healthcare with Life Insurance

Nov. 5th & 7th

 

The Smart Money Sale

Nov. 19th & 21st

 

Contact us if you would like the registration links for any or all of the above.

 

New Mobile App for

Term & UL Spreadsheets

 

 Mobile App   

 Provide accurate quotes anytime, anywhere.

 

Availabe for iPhones, iPads or Android devices.

Click here for instructions.
 

 

What is the Comdex?

 

The Comdex is not a rating, but a composite index based on the ratings a company has earned from the leading rating services - A.M. Best, Fitch, Moody's, and Standard & Poor's.

 

The Comdex percentile ranks the companies on a scale of 1 to 100, with "1" being the weakest and "100" the strongest, in relation to other insurance companies that have been evaluated by the ratings services.

 

The list below of our core carriers reflects their A.M. Best rating and Comdex.

Lincoln Nat'l:  A+, 91

North American:  A+, 92

Protective:  A+, 87

Prudential:  A+, 92

Transamerica:  A+, 93

United of Omaha:  A+, 91

 

Afterwords 

 

Adversity causes some men to break; others to break records.

 - William Arthur Ward

 

How do you close a client when he/she responds, "I'd like to think about it"?  See our Sales Tip below.

Life Plans

Important product updates from North American:NACOLAH
  • Improved pricing on the Guarantee Builder IUL product.
  • Critical Illness living benefits, as well as the Chronic Illness living benefits, are now included on the Customer Guarantee GUL, the Builder IUL and Guarantee Builder IUL products at no extra cost.
  • Critical Illness benefits included up to age 75, up to T-2.  Chronic Illness benefits are included up to age 80, up to T-4.
  • Term conversions done within the first five policy years to any of the above GUL, IUL or GIUL products will also include the Critical and Chronic Illness living benefits.
Request a quote online, call Julie at ext. 233 for term quotes, or Jeff at ext. 225 for UL quotes or impaired risk quotes.

Annuities  

 

Income - Brand new deferred SPIA from Lincoln National:

  • Significantly beats payouts from "income riders"!
  • Defer payouts from 2 -40 years
  • Options for accelerated payments and start date change
  • Death benefit payout for premature death
  • Higher comp than normal SPIAs
  • Ask for a quote today!

Deferred - Rates are going up!

  • New, higher, premium bonus of 10% for indexed plans
  • APP caps as high as 8.55%
  • Rates as high as 3.60% for 10 year multi-year guarantees

Call Jeff at ext. 225 or Julie at ext. 233 with for illutrations.  Or, use our quote request tool.


Disability Income 

MetLife has the highest issue and participation limits for your high earning executive and physician clients.Steve

  • Non-Medical Exec & Professional Occupation Classes: $20K issue limit, $35K participation limit w/other IDI, $40K participation limit w/group LTD
  • Medical Occupation Classes Non-Invasive (5S, 5D): $17K issue limit, $30K participation limit with other IDI, $35K participation limit with group LTD
  • Medical Occupation Invasive (5I, 4M): $15K issue limit, $30K participation limit with other IDI, $35K participation limit with group LTD 

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. 

SalesTipSales Tip

"I want to think about it" can be one of the hardest objections to overcome.  You must get your prospect to reveal what the real reason is that he's not going with your suggestion.  Try one of these:
  
Approach 1:  "Mr. Prospect, whenever I tell someone I need to think about it, it usually means one of three things: 1-I'm not going to buy for whatever reason and I just want to quit talking, or 2-I kind of like the idea but I'm going to have to find the money or talk to a partner, or 3-I really like the idea and I just have to position myself before I say yes.  Be honest with me; which of these is it for you right now?
  
Approach 2: "That's perfectly fine.  Just to be sure, you do understand how this would work in your environment, right?  And, you are confident that if you moved forward with it you would get positive results?  And finally, if you decide to give this a try, is the budget there to move forward?
  
Approach 3:  "No problem.  When should I call you back on this?  And, what is going to happen between now and then that will convince you to move forward?"
  
After each, stay quiet and let your prospect get everything out.  You can use the "Oh?" technique to prod him/her on. 
Thank you for your time and your business!
Jeff Darnell
Source Brokerage, Inc.
9535 E. 59th Street, Suite C 
Indianapolis, IN 46216
800.543.7167 ext. 225LinkedIn
317.803-3370 fax