GUARANTEED ISSUE LIFE INSURANCE STILL AVAILABLE

Effective January 31, 2013 Presidential Life, a leader in sales for Guaranteed Issue Life Insurance in the Senior Market, will discontinue ALL SALES OF NEW BUSINESS!!!

At Senior Marketing Specialists we have enjoyed a great partnership with Presidential Life but due to their acquisition by Athene Annuity & Life Insurance and discontinuing sales of life insurance, we are promoting our new partner for Guaranteed Issue Whole Life.  

SINCE OVER 20% OF THE SENIORS CANNOT QUALIFY FOR TRADITIONAL LIFE INSURANCE, WHAT DOES THIS MEAN TO YOU, THE AGENT???

·         A guaranteed issue life insurance policy for your clients that pays you RENEWALS!!!

·         Issue ages up to age 80 (varies by state)

·         NO HEALTH QUESTIONS!!!

·         Up to $25,000 face amount

·         Policy can never be cancelled

·         Rates can never be increased

With over 90%* of those over 65 having at least one chronic Illness there is a huge market for Guarantee Issue final expense insurance, actually small face amount life is the fastest growing ancillary product in the senior market today.

In fact over 20% of those over 65 can only qualify for life insurance if it is guaranteed issue. Who are they going to purchase it from? Will it be you? We have the perfect product!

What may seem like negative statistics can have a powerfully positive affect on you income!

Call us (1800-689-2800) TODAY at Senior Marketing Specialists to find out more!!! We’ll even pay your license fee!!!

(This article was written by Philip Warren of Senior Marketing Specialists.)

The Medicare Market Potential

Yesterday I addressed a group of agents who had been in the Medicare Supplement Market for a very long time. They STILL sell Plans G&F primarily. They were resistant to including Medicare Advantage in their portfolio. Here are some of my remarks from that meeting:

In the last decade we have seen the face of the market for people participating in Medicare change more than any other time since Medicare’s inception in 1966. The variety of plan choices, growth in demographics, new models of sales distribution, fewer licensed agents, Health Care Legislation, pricing wars and constraints from carriers, and government cutbacks on Medicare benefit payments have created, not a problem, but an unprecedented opportunity for organizations marketing insurance to the over 65 market.

In 2012, we will have over forty-one million people in our country over age 65.

·         13,000,000 enrolled in Medicare Advantage programs.

·         10,000,0000 carrying private insurance (Medicare Supplement).

·         3,000,000 becoming eligible for Medicare benefits.

·         Countless retirees losing health benefits.

Google lists 88,700,000 results when key words “Medicare Plan Choices” are used.

·         Original Medicare

·         Medicare Supplement

·         Medicare Advantage

·         Continuation of Group Coverage

·         Prescription Drug Coverage

·         Low-Income Subsidy (LIS)

·         Programs of All-inclusive Care for the Elderly (PACE)

·         Medicaid

How many prospects were they ignoring due to their old, myopic view of the market???

Dallas County, where I live, Demographic Profile:

·         Ages 64 – 80: $0 - $100,00, All Households - 84,657

·         Ages 64 – 80: $20,000 - $100,000 Homeowners - 61,950


·         ADDITIONAL PROSPECTS - 22,707

·         27% of market potential being ignored

In the last quarter of each year it’s reported that 60% of Medicare Supplement sales for the year will be made. And we all know the impact of AEP on Medicare Advantage. So this begs the question: WILL WE/YOU CHANGE THE WAY YOU LOOK AT AND APPROACH THE MARKET AS WE ENTER THE FOURTH QUARTER????

The business is out there!!! It’s our job to go get it!!!

(This article was written by Philip Warren of Senior Marketing Specialists.)

Dan McNerney's Advice

"The difference between great people and everyone else is that great people create their lives actively, while everyone else is created by their lives, passively waiting to see where life takes them next."-unknown

How do you handle objections?

How often do you hear this: "I already have an advisor I work with"? As insurance agents, we all hear objections like the previous one. You'll want to check out Senior Market Advisor's tip of the day for a creative solution!

Click here to read the tip of the day!

February = American Heart Month

While it's still February, you could add value to your own social media sites by incorporating content like this for your senior clients:

According to USA.gov heart attacks can be intense and unmistakable, or they can be subtle and cause mild discomfort. Whether your symptoms are intense or mild, get help immediately—your quick action could save your life.
Symptoms of a heart attack include:
• Shortness of breath
• Pain or pressure in the chest
• Feeling light-headed, dizzy, or weak
• Discomfort in the upper body (arm, shoulder, back, neck, jaw)
• Nausea and/or discomfort in the stomach

There are often no obvious warning signs of heart disease before a heart attack occurs, but there are things you can do to check on your heart and work towards good health. They include:
• Checking your blood pressure regularly.
• Checking your cholesterol as recommended by your doctor.
• Knowing your risk factors for heart disease.
• Exercising regularly and eating a well-balanced diet.
• Not smoking.

A way to add value to your social media sites!

"As agents we need to be involved in keeping our clients healthy. We can incorporate videos like these into our websites for added value to our clients." Click here to view video ideas!

-Dan Mangus, Agent and SMS Special Projects Coordinator

A thought for Agents...

The feeling of isolation can be a major concern for our senior clients. Using the internet can be a great way for them to keep in contact with friends and family. If you see that one of your clients is lonely you might want to encourage a healthy use of the internet.

-Dan Mangus

A Visit to Dan's Office...

Content Contributed by Dan Mangus:

We are in a changing industry. When I started working with insurance products twenty eight years ago one hundred percent of my sales were made in my clients home. Although I still see a few of my clients in their home the vast majority are seen in my office. This offers many benefits to both my clients and myself. Some of the benefits are:

-Professional setting
-Access to files
-Access to supplies
-Internet Access
-Opportunity to meet my staff
-Dramatic increase in number of clients I can meet with
-Availability of office equipment like a copier and fax
-Allows better use of presentation materials like powerpoint

The Steps I follow include:

1. A pre-appointment letter outlining their upcoming appointment and confirming what they will need to bring with them. For example a list of all of their prescription drugs.

2. A call is made to confirm their appointment.

3. When greeted by my assistant the client is presented with a clipboard that has a form for them to complete to update their basic data and collect information like their e-mail address etc. Also if needed forms like a scope of appointment will be attached.

4. Upon completion my assistant will bring the clipboard and the clients file to my office for the meeting.

5. During the appointment my clients are presented with a review of any Medicare changes and information regarding what is new with our agency. I usually will use a powerpoint presentation to do this.

6. A review of their current plans and any changes in these plans will be discussed. and completed. We then discuss any additional plans and complete the enrollment in those plans.

7. A meeting summary is then completed and referrals discussed.

8. A pending form is completed that is designed to track any new applications through the underwriting process. It is attached to the clipboard along with the applications.

9. I then walk my client to my assistants desk and give her the clipboard and client file. I ask her to schedule their next appointment and leave my client with her to complete the scheduling. She gives the client an appointment reminder form that has the date and time of the appointment. It also has a calendar with the appointment circled and well as bullet points about plans we offer.

10. My assistant then enters the appointment activities into our database, places the pending form into a ring binder to begin the application tracking and submits the applications.