Source Brokerage, Inc. - Updates
November 2013

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Fall Webinar Series

The Smart Money Sale

Nov. 19th & 21st

Underwriting Strokes

A stroke, and mini-stroke, most often are the result of an interuption of blood flow to the brain. This can occur when one of the carotid arteries - which run up each side of your neck - becomes clogged. The severity of the stroke, or mini-stroke, is determined by how long the blood flow is detained.

A full blown stroke is categorized as a CVA, ie: a cerebral vascular accident. A mini-stroke is categorized as a TIA, ie: a transient ischemic attack.

Underwriting is determined by how long it has been since the occurence, if it was a CVA or a TIA, the procedure to correct the problem, and if the individual suffered residuals after the event, such as loss of use of left or right side limbs, speech, memory, etc.

Afterwords

You always pass failure on the way to success.

- Mickey Rooney

What are the winning elements of more sales? See our Sales Tip below.

Life Plans

Our focus lately has been on tools to help you better connect with your clients. We are happy to introduce a consumer quote button you can embed in your e-mail signatures, your website, your Facebook page, ie: anywhere you have an e-presence.

Your button is customized to you.
When your clients run quotes on themselves you will receive an e-mail with all of the data they had input.
If they also request an application from the quote screen you will receive a second e-mail for that app request.

This tool can generate qualified leads for you. Call Jeff at ext. 225 for more details.

Annuities

Do you have a client with funds they will use for retirement income at some point down the road?

The new deferred SPIA from Lincoln Financial handily beats the payout of income riders. Here's an example:

Female, age 60, $250K in qualified retirement funds, plans to start income in 7 years
The payout of a lifetime income rider is $1,539 per month
The payout of Lincoln's deferred SPIA is $2,031 per month...over 31% more than the income rider!

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

Disability Income

Maximize the D.I. for your physician clients by splitting their coverage between two carriers. By utilizing the maximum future purchase options with each carrier, your clients can increase their coverage more than if they had a policy through just one carrier. Steve

MetLife has the highest issue and participation limits for your high income earning physicians. They will participte with other individual plans up to $30K per month, and with other group plans up $35K per month.

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

Excerpts from Jeffrey Gitomer's Caffeine Jolt. You've heard people refer to some salespeople as being Pushy, Aggressive or Obn Success

oxious. As such, many salespeople work hard to not be perceived as such, and they go to the other end of the spectrum and try to be perceived as Professional.

But, a Professional sales call is boring, typically has no outcome, and becomes an endless follow-up with no sales made, which is not good.

Here's the key. In between Pushy/Aggressive/Obnoxious and Professional lies a middle ground where sales are made. It's called Assertive.

Assertiveness isn't a word - it's a style and strategy that has elements to master that include Belief, an Attitude of Positive Anticipation, Total Preparation, and Undeniable Value in favor of your client.

When you combine these elements, the outcome is predictable: more sales!

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. 225

317.803-3370 fax

www.sourcebrok.com