“Like many readers of this column I am second generation “wholesale brokerage.”
The promise that my father helped develop beginning in the early 1960’s was a guaranteed commitment to America’s consumers to deliver the best product at the best price. However, I clearly remember his first insurance sales lesson: “Son, the best sale is an old sale!” Virtually every conversation concerning future product development or distribution strategy seems to circle back to a suggestion to work your own book of business.
In the early days of LTCI sales we were continually asked for leads. The standard response was, “You do not need them, you need to work your own book of business.”
There is true optimism again in our market. The only signs of life in the LIMRA production numbers involves some form of an approach to chronic illness risk. Combo, hybrid, linked and asset-based – they have all become fertile fields to plough. It now becomes impossible to…”
Click here to read more, originally published in the July 2018 edition of Broker World Magazine.