NAILBA Perspectives - November/December 2015 - (Page 26)

life happens 4 Tools from Life Happens to Help Your Agents Finish the Year Strong BY MARC SCHWARTZ, J.D., CLU T his is always a hard time of year. Many of the agents and advisors we work with have lost steam, just as they need to make a big push to finish the year strong. Add in the holidays-and the run up to the holidays- and it often feels like an uphill battle. Here are four concrete suggestions for using Life Happens resources that you can share with the agents and advisors you work with. They can try one or all four as a way to reconnect with clients, reach out to new prospects and end the year on a high note. Feel free to copy and paste these ideas from the electronic version of this article and send them off. Connect on social media with a "Life hint" graphic-then let people know what you do. No one wants to be heavy handed and promotional on their Facebook feed or other social media outlets. On the other hand, if people don't know what you do, how can they reach out to someone they trust when they do have a need? Use a Life Happens Life hint 1 26 perspectives NOVEMBER/DECEMBER 2015 graphic such as "Stay-at-home parents need life insurance too." Or "Review your life insurance beneficiaries." Then add a short message such as, "This is something I can help with." Have clients do their own math. According to the 2015 Barometer Study by Life Happens and LIMRA, 38% of people haven't bought life insurance or more of it because they're unsure of how much or what type to buy. Send them an email with a link to Life Happens' online Life Insurance Needs Calculator (www.lifehappens.org/howmuch). Ask them to spend a couple of minutes to come up with "their number." Then be sure to follow up with a phone call to set an appointment or walk through their results. 2 Remind clients who are going through a life transition that life insurance is there for those they love. A birth of a child, marriage, impending retirement. These are all times that people should be thinking about or reassessing their life insurance; most 3 http://www.lifehappens.org/howmuch http://www.lifehappens.org http://www.lifehappens.org

Table of Contents for the Digital Edition of NAILBA Perspectives - November/December 2015

NAILBA Perspectives - November/December 2015
Contents
Chairman’s Corner
CEO Insights
A Conversation with Robert O’Neill
NAILBA Charitable Foundation
Member Profiles
Agency Successor Networking Group
Life Happens
NAILBA 34 Program Preview
Evaluating Your Carrier Relationships
Calendar of Events
Index of Advertisers

NAILBA Perspectives - November/December 2015