One of our advisers had a close friendship with a Medicare agent who down right despised ...
Decades ago—at the beginning of his insurance career—one of our advisers had a close friendship with a Medicare agent who down right despised selling life insurance. So the advisor offered to split life insurance cases with the Medicare agent and do a 50%-50% split on everything going forward.
Fast-forward to one day when our advisor was asked to write a $10,000 Final Expense policy for a man who lost his job, house, went BK (and if this was a country song he would have lost his dog and his Pick-up truck and his wife, but that’s another story).
He meets the prospect and writes the Final Expense policy counting his $1.99 in commissions. Then he asks “is there anything else I can help you with?” The new client nods yes, puts down his 10th cigarette and disappears into the house returning with a large envelope and hands it to the advisor and exclaims “I’m pissed. I’m losing $12,000 a quarter and my so-called advisor has yet to do anything with my account in 3 years!”
Wait a minute.
Our advisor takes a look and flips through the statement handed to him and confirms, yes he is losing $12,000 a quarter since he has $800,000 in this account! He wrote the annuity and handed his friend HALF of the commission. And that, my friends, was only the beginning of a prosperous referral business between them.
Remember these 3 things:
1) Always ask if there’s anything else.
2) Get a referral Partner
3) The full Title is:
Your Goal with an Online Connection is to Create an OFFLINE CONVERSATION!
800‐200‐9194, ext. 206
~ John Roberts
VP, TWH Agency, Inc.