What if You Never Had to SELL Insurance Because Clients Just Wanted to Buy?
MASTER INSURANCE COURSE
Instructor, Todd Colbeck, is a highly published executive coach for top-performing advisors.
I helped a financial advisor/coaching client sell his first insurance policy after a debate about why he should even bother. His first presentation generated $8,000 in commission from the sale of two LTC policies which I had to "convince" him to present. In 2014 he was ranked in the top 100 insurance producers in his firm of over 11,000 advisors. His insurance production alone was just about six figures that year. The key was "putting it all together".
This 12-Module Self-Paced Course Reveals...
How To Create DEMAND From Insurance Clients Instead Of Having To SELL Them
Plus FREE Registration Bonuses: Register for this now and you'll receive these BONUSES!
Free, 1-hour private coaching session with your instructor, Todd Colbeck MBA.
A copy of the Ebook, " How to Get New Clients Using LinkedIn"
Sneak Preview of Syllabus
This Self-Paced Master Insurance Class Will Show You:
The 12 Step Roadmap to Insurance Success
Step 1- Introduction to Protection Planning
Smart people are protected against unforeseen problems to the degree possible. What are the types of problems clients face that you can help protect them from using insurance? What are the repercussions for the client and for your practice if they are not protected? What are the inefficiencies among your competitors that you can easily exploit using good insurance planning and presentation skills?
Who gets hurt when a client doesn't have the proper protection?
Why are you in the best position to help among all of the professionals a client may work with?
How can you increase the value of your brand by offering insurance?
What is the business opportunity?
What types of insurance will you offer?
Step 2- Conducting a Profile/Fact Find
In order for a client to buy insurance they must be "qualified". Conducting a profile will help you establish the above and fling the door wide open to begin the presentation process with qualified clients. They will actually request an insurance presentation after you properly conduct a profile. My experience is the biggest reason for a poor closing ratio is a poor client profiling process.
A qualified buyer is someone who:
Needs your product
Wants your product
Has the authority to say yes
Has the money to pay
Step 3- The Self-Closing Life Insurance Presentation
This step is about the presentation process for life insurance. After you conduct a profile the client will likely have indicated they need and want life insurance if you have moved onto this step. A good presentation will offer three types of coverage, a basic policy, a more robust policy, and a policy that is very, very comprehensive. You will learn:
How to transition into a presentation from your profile.
Selecting the type of coverage to offer.
Selecting an underwriter.
The "self-closing" life insurance presentation with templates.
Step 4- The Self-Closing Long Term Care Presentation
Long term care coverage can be the difference between a fantastic retirement and a disaster retirement for both the client AND their family. The sooner a client purchases long term care coverage the more likely they are to pass underwriting and the lower the premiums. Go through a nursing home and ask how many people had planned to be there (probably none). In this step you will learn:
How to create interest in a long term care policy before you bring up the actual discussion.
How to select the policy and underwriters for each case.
The "self-closing" long term care presentation.
Step 5- The Self-Closing Disability Policy Presentation
If a client gets sick or hurt and can't work where will the money come from that they will need to live off? More than likely their savings and investment accounts. This can throw off all of the other parts of their financial plan. If the client has a disability policy offered through their company what happens if they leave? Will they still qualify for a policy later? Sometimes it is best to have your own coverage even if the employer provides it too. If the client has no coverage than obviously the risk is even greater. In this step you will learn:
How to create interest in disability coverage before even starting the discussion.
How to select the policy and the underwriter.
The "self-closing" disability coverage presentation.
Step 6- Legacy/Estate Planning
Legacy and estate planning are so tightly integrated with insurance I wanted to offer it in this course. A "legacy" plan is much more comprehensive than simply planning to minimize estate taxes. In this step you will learn:
The 3 steps of legacy planning, the ethical will, the legal will, and the document planner.
How to incorporate the family into the legacy planning meetings and process.
How to work with the clients other professionals.
How to use insurance to help the client reach legacy planning goals.
Step 7- Medicare Supplement Insurance
Financial professionals get so much training from their firms on working with investments and life insurance. Medical supplement insurance gets about the same amount of attention as astrology. That's a shame because in surveys of retired people there number one concern is health care and Medicare, even higher than the concern of running out of money. I have coaching clients that open more than 200 new accounts a year through offering medsup coverage because the competition is just ignoring this critical need. Even if you aren't selling it you need to know about it and be able to address it. In this step we will discuss:
When to begin the medsup discussion.
The types of coverage available.
How to present Medicare supplement insurance.
Step 8- Health Insurance
It is no fun being sick, and it is no secret that the choices for health insurance are confusing for most people. This step introduces a very simple strategy that can either replace or supplement the health insurance offered by the government. We will discuss:
The benefits of a health savings account.
Why individual coverage is often LESS expensive than group coverage.
How much of a deductible should the client have?
How to present health care coverage to individuals and groups.
Step 9- Property and Casualty Insurance
I know most financial professionals may not even have a P&C license so let me tell you why I included this step. First, when you conduct an insurance review, your clients don't see P&C as a separate bucket; to them it is all in the insurance bucket. Next, property and casualty agents are a potential great source of referrals for you. Understanding their business model and strengths and weaknesses can only help you find great alliance partners who can provide you referrals as well. For example, did you know that life insurance pays 5 times the commission of a P&C policy yet most P&C agents either struggle to sell it or don't sell it at all? After this step, you will be able to help align all of a client's risk management concerns even if you have to refer the P&C business out to an alliance partner who is referring business back to you.
Step 10- How to Conduct an Annual Insurance Review Meeting
I recommend conducting a comprehensive review of all clients 'insurance policies annually. Do you think most clients would do this themselves? Doubtful. If something happens and they don't have the proper coverage that won't help them and won't help you. In this step you will learn:
How to get the client to bring the proper documents to an insurance review.
How to use the insurance tracking templates in your review.
What to do when you identify gaps in coverage.
What to do when a client is overpaying for coverage.
Step 11- How to Generate Leads of New Insurance Prospects
Isn't the process for generating insurance prospects the same as investment prospects? Not! A "qualified" investment prospect may need investable assets of over $200K. A "qualified" insurance prospect may only need disposable income of $200 a month to qualify for a policy. An older client with a million dollar account may not even be able to pass underwriting while another client with a smaller account often will. In this step you will learn:
How to gather the low hanging fruit in your practice.
How to generate leads among family members.
How to work with other professionals to cross refer new business.
Step 12- Putting It All Together
In 2013 I helped a financial advisor/coaching client sell his first insurance policy after a debate about why he should even bother. His first presentation generated $8,000 in commission from the sale of two LTC policies which I had to "convince" him to present. In 2014 he was ranked in the top 100 insurance producers in his firm of over 11,000 advisors. His insurance production alone was just about six figures that year. The key was "putting it all together". In this step we will discuss:
How to set up your appointment system.
How to set up your paperless office.
How to prep your meetings in advance so your insurance sales will seem almost effortless.
Plus FREE Registration Bonuses: Register for this now and you'll receive these BONUSES!
Free, 1-hour private coaching session with your instructor, Todd Colbeck. To help you implement this program or discuss other areas of your practice you would like to change.
A copy of the Ebook, " How to Get New Clients Using LinkedIn". You can supercharge your client acquisition using the strategies in this book.
WHO IS TODD COLBECK?
I began in the industry in the early nineties as a producer and by early 2000 I was Region Vice President of American Express Brokerage helping over 3000 producers in the northeast US blow away their brokerage production goals. In 2005 I received my MBA in Strengths Based Leadership after studying at four participating institutions, Oxford, the University of Nebraska, Gallup University and the University of Toyota. I have been helping financial professionals achieve ever higher levels of success since 2005.
Disclosure: ClientFirst Financial is an affiliate of CCG Coaching.