Source Brokerage, Inc.

Life, Annuity and D.I. - News & Updates

August 2016

Do you have your own, personal, Mission Statement? Not your company's Mission Statement - your own. If not, make one. And, make it a priority. See our Sales Tip below.

Life Plans

We currently have three term carriers with paperless e-submission options - Protective, United of Omaha and our newest term carrier, SBLI. You will find the links for each under the "E-Apps" tab in the top left corner of our website.

And, don't forget - SBLI does not require any exams or labs for ages 18 - 60 up to $500,000. These non-med limits are available for all rate classes. You'll find SBLI along with all of our core carriers on our Term and GUL spreadsheet quote engine.

Please contact Julie Adams at ext. 233 or Jeff Darnell at ext. 225 for forms, product information and quotes.

Annuity Plans

A few words about "income riders".

First, they are expensive. Most carriers charge 95 bps or more on each policy anniversary whether the rider is turned on, or not. So, if you have a client that is not absolutely sure they will be turning the rider on at some point, they may be better off without it.

If they don't purchase an income rider, traditional liquidity options are still available - most indexed products allow for at least 10% withdrawals each year without penalty, and most allow annuitization without penalty if a lifetime option is chosen (Life Only, 10 Years Certain & Life, etc.)

More importantly, some carriers will allow for an income rider to be added at a later date, after the policy has been issued. Lincoln National is one such carrier. Thus, it is not necessary for your client to be paying for an expensive income rider in years that it is not being utilized. This option of adding an income rider at a later date, post-issue, is not widely known. Inform your retirement clients, save them money, and be a hero!

Please contact Julie Adams at ext. 233 for or Jeff Darnell at ext. 225 for quotes, forms, and product information.

Disability Income Plans

Standard Insurance has upgraded 10 surgical occupations! This upgrade from 3P to a 4P means lower premiums and higher participation limits.

The 10 surgical occupations for the upgrade include:

Cardiac
Cardiothoracic
Colorectal/proctologist
General surgery
Interventional nephrologist
Neuro
Neuro-otologist
Oncologist
And, Thoracic surgeons

Please contact our D.I. specialists Brian Hettmansperger at ext.230, Steve Crowe at ext. 222, Ellen Crowe at ext. 223, or Chris Bussey at ext. 220 for quotes, with questions or to discuss sales strategies.

Sales Tip

Excerpts from John Gitomer's, "What drives you into the sale, and drives you out with the order?"

Don't have a personal Mission Statement? Not your company's Mission Statement - your own personal one. How come you don't have one? It's what is supposed to drive you into the sale and create the atmosphere of success. It's your mission.

Make your own Mission Statement - a Sales Mission Statement. It's your affirmation, philosophy, and purpose rolled into one. It's your personal challenge to yourself and what you seek to do each time you try for a sale. It is your success plan. Here are the ground rules and the format to write your sales mission:

Say who you are and what you're dedicated to. Are you dedicated to your profession, your customers, your success, your business?
Define yourself. What kind of person are you, what do you do, what is your character?
Define your service to others. Where do you specialize, where is your expertise, who do you serve, how do you help them?
Affirm that you will strive to get better, do new things, and help others. What do you want your customers to achieve? What do you want to achieve?
Tell how it will get done. How will you employ your enthusiasm, your attitude, your best efforts?
State the outcome as though it has already taken place. Affirm what will happen, and how it will lead to other positive actions.

Use your goals and visions to define your mission. Here's the mission statement that I (Jeffrey Gitomer) use: "Make an ethical sale that's so value-packed and memorable that the customer is compelled to buy again, give a testimonial, and tell everyone else how great I am."

The process takes time - write a first draft, let it sit a few days and reread it slowly to tweak it. Don't be afraid or embarrassed to flatter yourself - you're writing this for yourself, not others. Do it with a sense of pride and a spirit of adventure. Ask your mentor(s) and associates for help - if they offer constructive criticism, thank them. If they think you're crazy, you're on the right path. Stay on it.

Then, pin it on the wall where you can see it every day. Live it every day. You're certain to make more sales as a result.

Source Brokerage Inc 1-800-543-7167 www.sourcebrok.com