NAIFA Supports Life Insurance Awareness Month

As an insurance agent, getting in front of people to deliver your message can be one of your most challenging tasks. For agents looking to attract new clients in today’s market, expertise is everything. Seminars establish your expertise and can put you in front of a large group of people in a single setting. This type of marketing is one of the most cost-effective and time-saving ways to grow your business.

When giving a seminar, you need to study the material you plan on delivering, and having a short PowerPoint presentation is a great visual tool for you to convey the information. If someone is not confident in your expertise, they are simply not going to do business with you. This does not mean you need to know every answer, nor will you. It is ok to say, “I’m not sure. I will find that answer for you.” If you provide accurate, helpful information and appear confident, people are far more likely to trust you and more likely to do business with you.

Don't miss NAIFA partner ReminderMedia's webinar "How to Turn Clients into Raving Fans"! ReminderMedia President Luke Acree will outline the importance of focusing on relationships, not transactions.

In the webinar, Acree will help you:

• Discover why you need to be known, liked, and trusted before you can do business
• Find out how one psychological trigger will guarantee a desired response
• Learn why focusing on transactions rather than relationships will kill your business

The webinar will take place on March 24th at 1 pm eastern.

If you take a look around, you will notice all of the noise in the Medicare space. Whether it be the technology platforms for quote and apply, the renewable income stream, or a plethora of prospects, you may think to yourself, where do I start?

Let’s start with the technology platforms. Being able to quote, save, and compare Medicare choices for your clients is imperative. When CMS (Centers for Medicare & Medicaid Services) removed your ability to save drug plans, this opened up innovation in the independent distribution. Now you have the ability and convenience with Search & Save options that allow you to load your clients' medications and then recall that list and simply update it instead of recreating it every year.

Consider just how much trust someone needs to have in their financial advisor to give them continuous access to, and nearly complete control of, their life’s savings, their retirement income, and their future security and dreams. That degree of trust ranks right up there with entrusting your life to a surgeon, your children’s wellbeing to a nanny, and your heart to your spouse.

Trust like that isn’t simply granted to a financial advisor because of a single phone call.

For financial advisors, referrals are—and will probably always be—the primary method of generating new business. It seems like every business blogger out there has the best, top, greatest, or most unique ideas for generating referrals. Personally, my favorite book title proclaiming its best ways to get referrals is this one: Endless Referrals, Third Edition.

I guess the previous editions didn’t result in endless referrals as promised.

To capitalize on the referral market, there are only two aspects of your business that are worth focusing on: delivering an exceptional client experience and continuously developing relationships with clients and spheres of influence.

Your prospects are just like you, they keep getting the same pitches to buy this and join that! That has made them numb to requests. Today you must provide immediate value if you want to be heard. That is where offering them on-demand education and premium money aggregation tool gives you the upper edge and goodwill. From there you can build trust and engagement.

Rick Demko, LUTCF, LACP, RICP, Director of Insurance at Centric Risk Strategies, loyal member since 2015 and 4 Under 40 Award Winner, is featured in the latest episode of ReminderMedia’s Stay Paid podcast series. 

You can learn a lot about growing a successful life insurance practice from NAIFA member and NAIFA-Houston Immediate Past President Rick Demko, LUTCF, LACP, RICP.

As Director of Insurance, Demko is a key part of the leadership team at Centric Wealth in Houston, a NAIFA 100% Agency. He is also a past winner of NAIFA’s Four Under 40 Award, and you can read about his rise to success in NAIFA’s Advisor Today magazine.

Dave Resseguie, the founder and chief shepherd of The Resseguie Group, will be the featured presenter at the September NAIFA Live event, tomorrow, Sept. 10, at 2 PM Eastern. His presentation, “Y[our] Work Matters,” will inspire financial professionals to “connect with the fact that what they do is important and it’s valuable.” He will also give practical tips on how agents and advisors can emphasize the importance of their work to make real connections with prospects.