Insurance Agent Forum - General Insurance Agent Discussions

Best Sales/Marketing Book You've Ever Read?

bassplayer — Fri, 20 Nov 2009 17:28:54 GMT

I'm curious what in your opinion is the best sales or marketing book you've ever read? (spammers, this is your opportunity to peddle your goods too)

I'll start with Joe Girard's "How to close EVERY SALE". It's an older book by the Guiness Book of World Record holder 'World's Greatest Salesman'.

Depressed Woman Loses Benefit Over Facebook Pics

healthagent — Fri, 20 Nov 2009 16:09:33 GMT

Unbelievable - happened in Canada but still unbelievable.

CBC News - Montreal - Depressed woman loses benefits over Facebook photos

Agency Management Sytems - Applied Epic Vs. AMS360?

JimmiDrums — Thu, 19 Nov 2009 23:04:23 GMT

Hello Everyone,

First I'd like to say that this site has a great amount of information on it! Thank you to those experienced members that post valuable posts!

We are starting a new agency from scratch and want to implement the best agency management system that will serve our needs not only now, but well into the future.

At this point I've narrowed our decision down to either the AMS360 or Applied's new system Epic.

Does anyone have any background or first-hand experience using Epic? How about the AMS360?

Please reply with any feedback (pros vs. cons). Your input will be very appreciated.

Thanks!
Jimmi

Best Buy for E&O?

jdeasy — Thu, 19 Nov 2009 22:43:45 GMT

I've had mine for years with Calsurance thru the Shenandoah connection.

I just got notice from them that because of the Shenandoah situation, I have to find another carrier or wait until they have a "new" deal that they will contact me about.

I've been paying about $600/yr for $1,000,000 coverage.

Telemarketed Leads

atlantainsguy — Thu, 19 Nov 2009 16:54:21 GMT

This is posted on two different Forums and is obviously spam. I thought this kind of spamming was prohibited by Forum rules. Some of us, even though we have something of value to "sell" others, don't because we obey the rules.

Atlantainsguy

Need Advise on a Florida GA

Paco99 — Thu, 19 Nov 2009 16:15:20 GMT

Hey all, new to the Health side here in Florida. I am looking for a BCBSFL GA to work under. Am interested in a GA for BCBSFL called Alliance and Associates in North Florida. Any of you health guy's/gals familiar with them? Interviewed with the owner who "promised me the world" , i.e. good comm. rate, lots of leads, office support etc.. On the flipside, through the grapevine, have heard of a high agent turn-over rate, lawsuits, comm. money owed etc. Would appreciate the feedback as I have to make a decision soon. Thanks a ton:goofy:

Fraud or Not - Paying Deductible on Roof

readynwilling — Thu, 19 Nov 2009 07:12:08 GMT

Many of you read my post last night. Basically I am recently out of prison. I will cut/paste some of it below, so you realize my situation.
I would like to get into insurance, but realize with my situation, it may be very, very difficult. I accept and understand that.

A friend of mine today hooked me up with a roofing contractor, who is looking for salespeople. They do alot of storm damage work. Part of their gig is they agree to "pay" or waive or however you would like to phrase this, the homeowner's deductible. I am in Ohio. Many, many contractors not only do this, but advertise they do this. Same with collision repair shops for that matter.

I have learned from real estate that just because it's "industry standard" or "everyone does it", does not mean it's a legal practice. Everyone was pushing b.s subprime loans (thankfully I didn't), and
Many of those people are in prison now.

I am not in the position, nor will I let myself be put in the position where I do anything even slightly illegal (that is like a little bit pregnant - really no such thing) ever again. I make a lousy prisoner - I hate prison, and love my family and freedom. So....I am Mr. by the book now.

Here is my question? This is obviously an "accepted practice", but is it legal. I am NOT asking for a legal opinion here, NOR WILL I RELY ON YOUR OPINION. I am looking for a blatant yes or no. If it seems enough people blatantly think it is illegal, well it likely is, and I will drop the idea. If enough people think it's legal, I will then ask my attorney to spend some time researching the issue for me, and give me a written legal opinion he can stand by. I just don't want to drop $2000 or so for an opinion in writing, if the answer is obviously a no. So please give me your thoughts on this. I really looked over the posts, did searches by keywords, and could come up with nothing on the subject.

I really appreciate everyone who posts an answer. Thank you and God Bless you.

Excerpt on my situation:
I am in Ohio. Just finished serving a 20 month sentence in federal prison, for crimes committed in '98-2001 (it took years for them to allow me to plead guilty). I received my grand jury subpeona in '02, did not got go to prison till '08.

My charges I pled to were:

1) Subscribing to a Tax Return which he did not believe to be true and Correct as to Every Material Matter

2) Making False Documents Containing Materially False Statements

Prior to '02 I was in real estate, and a top, top, top performer ( 5 years in a row, multiple 6 figure income). In '03 took a break, and started a drain cleaning business, which won the Angie's List Super Service Award 3 years in a row. Terrific comments from clients testifying to what a great job we did (I sold the business before entering prison). Why I bring this out, is I feel I rehabilitated myself even BEFORE I went to prison. I screwed up (BAD), and paid bad.
- - - - - - - - - - - - - - - - - -
Is it that dumb of a question to get zero response??

Contractor "paying" Roof Deductible - FRAUD or Not? Legal or Not?

readynwilling — Thu, 19 Nov 2009 06:41:08 GMT

Mutual of Omaha Vs American General

bassplayer — Wed, 18 Nov 2009 17:17:46 GMT

Hey guys. I've really been learning alot from you so far and had a question for you. I interviewed with Mutual of Omaha yesterday and I have an interview with American General tommorow. I'm wondering if anyone could advise about the main differences to look for/ask about between the two companies.

I really liked what MoO had to say, but I'm concerned that the market in my area may be a little lower-income than MoO is interested in. The AGLA office is also alot closer to my house so maybe they have a better grasp on my local market? Any advice is appreciated as I am a newly licensed L&H agent and need to learn all I can. Thanks ahead of time!

Going Independent and Insurance Business

firemanory — Wed, 18 Nov 2009 17:08:04 GMT

I am looking at leaving my current firm and going independent. I understand the grid system for payouts on the investment side, but is it common practice to have your insurance commissions go through the investment grid as well? On the investment side, $100 in commissions or fees would net me $65, but I would hate to see a $100 insurance commission go through a grid and net out $65 as well. I would think the two businesses are different, and I would hope to keep 100% of my insurance commissions since the RIA would be getting an override of some sort. Am I correct about this?

Is this common practice, or is one perspective firm out of line??

Thanks for any advise.

Noob Seeking Advice on New Venture!

nolo — Wed, 18 Nov 2009 06:39:59 GMT

Hello All.

I�m new to the forum and was hoping to get opinions from knowledgeable people. I�ve read some of the other posts, and you guys seem to be a very supportive bunch. I have an opportunity to start an insurance business with some partners and am looking for some guidance on how to get started and what to expect. I am particularly concerned with what to look for in the partnership agreement. Thank you in advance for your time and assistance.

As a property manager, I have some basic insurance knowledge. I'm also taking a P&C licensing class and find the material to be interesting and well suited to my abilities. I also have a very entrepreneurial spirit which is pretty much the catalyst for all of this.

A person for whom I used to work is offering me a 50/25/25 partnership. This person runs a property management business with about 60 multi-family buildings under management (about 2,000 units in total). The basic plan is to use this portfolio as a starting point to build a book of business from scratch. My interest in the partnership would be 50%. The remaining 50% would be divided between Ed, the principal of the Management Company, and Joe, the director of the company and my former boss. Ed is plugged into the local real estate community and will provide referrals from other investors and property owners. Joe will provide guidance as he is very knowledgeable about the business from the customer side of things. The business would be based in the New York City market.

Here's what they're offering:
1.No salary. Commissions to be split 50/25/25
2.A $2,500/month draw to be paid back when commissions start coming in (I�m hoping to use this only sparingly)
3.An office to work out of at no charge (there's an empty office in their main offices)
4.No charge for utilities, phone, fax, internet, etc.
5.Other expenses to be paid off the top line (my own health insurance, etc.)
6.An opportunity to write the policies for the buildings in their management portfolio (as noted above)
7.Referrals (as noted above)
8.Full operational control

That's pretty much everything. The only thing they expect from me is a full commitment. Having worked for them for a few years, they appreciate my diligence and customer service skills. While this seems like a good opportunity, I do have some reservations:

1.Does this split sound reasonable considering I�ll be doing all of the work, but they�ll be shouldering most, if not all of the startup costs? Are performance bonuses used in these types of arrangements at all? Perhaps a �stock� award if certain milestones are reached, increasing my equity in the company?

2.Should things not work out, I will still be responsible for any draw monies paid to me. I am not comfortable putting my house up as collateral. They haven't asked for this, but I'm worried that they might. Is there a common provision for this?

3. What options (e.g. exit strategy) would be ideal to protect my interests down the road if the business does become valuable? The right to sell my interest? Right of first refusal should they wish to sell their interests? Maybe an option to buy back a percentage after a certain period of time?

Let me just say that I have a very good working relationship with Joe. I don't think he would try to screw me, or let me get screwed. However, he and Ed have been in the real estate business for many years. In fact, they are partners in an apartment building. They have much better legal and business knowledge than me. I feel like this puts me in a position of weakness. On the other hand, I�m very excited at the prospects of starting my own business.

Thanks again. I�m looking forward to your responses.

The Landscape in Georgia

impulse — Wed, 18 Nov 2009 02:03:31 GMT

So in my short time as an independent P&C agent here in Florida I have come to learn a great deal of things about the territory.

There is an All-State around every corner, competing for the same market. There is a niche of independent auto agents taking advantage of the states pathetic minimum coverage requirements. And of course you have the big guys that own the large commercial property market.

With some larger companies pulling out of the home market (Statefarm, Liberty Mutual) there is a ton of opportunity to compete there. There is also a great deal of opportunity to write policies for small to mid size businesses, as well as trucks, boats, yachts, etc.

So to the subject of my post - What does the landscape look like in Georgia? I am originally from the Atlanta area and have a lot of reason to look at moving back eventually. I love what I do and would definitely like to continue.

I've seen the Georgia guru's on these boards and would love some insight.

Thanks!:)

Preparing for Series 6 Exam

nelson192 — Wed, 18 Nov 2009 00:55:01 GMT

Hello Eveyone, I think the site is great and we can help better our future's by working together.

I recently opened an Allstate agency in April and one of their requirements is to obtain a Series 6 license within a 2 year timeframe. I have plenty of time to obtain the license, however, I nervous about the exam, the material covered and preperation needed. I heard from many agents that the exam is very difficult, you cant study enough and it took several times to pass.

My wife and I preparing for our first child so I created a timeline of when I need to achieve this license, and it's in 4 months. I'm considering classroom classes, but not if there is a better option. In your opinion, what is the best way to obtain this license on my first attempt? Is there a route I haven't been told to help prepare? I stress myself out over the "small" things and this has me pulled every direction.

Any tips is greatly appreciated.

Thank You,

Chad Nelson

Is Simpler Better?

briko3 — Wed, 18 Nov 2009 00:51:22 GMT

Is a simple script like:

Bob, this is Joe Smith. How are you doing this morning?

You don't know me personally but I'm a financial planner over in anytown.
I don't want to take up too much of your time this morning, but I did want to see if you had a few minutes to spare later this week so I could come over and meet you personally.

really better? I've tried a million things, but am wondering if something like this would work. It should would be easier and to the point.

Thanks for the opinions.

Am I Off Base with My GA?

Labman — Wed, 18 Nov 2009 00:46:47 GMT

I'm in a bit of a predicament and don't know what to do. I'm relatively new to the business. My GA signed up a pretty large organization as a partner to provide health insurance to it's member offices just prior to my signing on with him. The organization is comprised of a profession of which I retired from just prior to my entry into the insurance business so I know a lot of the key decision makers.

Just recently I was in one of the offices working on another matter and asked them if the organization could quote them on their health insurance. My GA previously had not contacted them as he had heard they had no interest in changing agents. However, when I asked they said yes they would strongly consider changing. I got my GA a group census form, he met with them and now it looks like the office will sign up for their health insurance.

Here is the kicker, apparently I'm not entitled to a commission split since the deal with the organization was struck just prior to my arrival within the agency. I'm a little peeved because without me, my GA may not have even contacted the office, or at best it would not be the cakewalk I made for him to get the account.

If nothing else aren't I morally entitled to a small commission or am I in the wrong? My GA has been a great mentor and I'm a little stunned at his reluctance to a split. Normally our split is 50/50. Not sure I'm due that much but it does seem that a little something is warranted just to show his appreciation if nothing else. Opinions?

Adding Securities to Offerings?

oicu812nbama — Tue, 17 Nov 2009 22:55:46 GMT

How does an independent life agent get his securities license to offer variable annuities and mutual funds, etc? Doesn't someone have to sponsor me?

Commissions on Mutual Funds with Mutual of Omaha?

oicu812nbama — Tue, 17 Nov 2009 22:41:00 GMT

Anyone captive with MoO know what the commissions are on variable annuities and mutual funds?

You Gotta Be the Purple Cow!

jlp683 — Tue, 17 Nov 2009 00:44:05 GMT

Times are crazy and times are tough! Dont be a commodity level "agent". We have to step up and do things different and do things right! If we want to be successful we have to do what successful people are doing! Run out and pick up the book "Purple Cow" by Seth Godin. Its a Short read but its worth it! We have to stand out to be successful! Its definitly helped my mind stretch and has helped me think outside of the box. It was handed to me by an associate of mine.. its helped me tons! Good luck guys! (and no, i dont get paid for advertising this book, it really is a great and simple read)

Annuity Killer!!

jlp683 — Mon, 16 Nov 2009 23:50:55 GMT

When I found out about this product! I immediatly stopped writing annuities! Life Benefits. Its a fairly new product! American Money Group introduced me to this product. This past year I have received double to triple my average annuity commissions! NOT EXAGERATING! These products have NO MARKET RISK! Huge companies and institutions have been investing in these products for years and has recently became available for our us and our clients to invest in these as well!! The main company that American Money Group represents is a publicly traded company with Platinum stock! That means TRANSPARENCY!!! they have webinars twice a week on how to get hooked up to offer this product! In my eyes, its an annyity killer!

I Can't Believe This Kind of Company Exists!

jlp683 — Mon, 16 Nov 2009 23:38:07 GMT

I have been so sick and tired of jumping around from IMO to IMO. Everyone offering the greatest commissions and best products. I have been working with American Money Group for a while now and cant believe this kind of company actually exists. From day 1 that have been straight up with me. walking in with no production requirements, their street level commissions kick butt! If your writing term, they have the absolute inexpensive companies you can imagine! They also have these unique Universal products!
I call in and they give me all the 1 on 1 attention I need! They run illustrations, answer my questions for new products and they are not captive!! They ask you to put 1 contract to them to start with and they want to earn your business! THEY HAVE EARNED MY BUSINESS! They also have in house agents who will help close your clients. They are teaching me how to become a true planner.. not just an "agent" pushing UL and term products!
They have these complimentary seminars where they teach your clients!!! Doesnt cost me a cent! I cant say enough about this company.. I have been able to capture more commissions and more clients! I havent been happier with an IMO!!

Rate Increase

Chakalin97 — Mon, 16 Nov 2009 21:51:26 GMT

Most companies in Oklahoma have file for more than 50% rate increase on homeowners, my bread and butter is P&C and i had developed a good referral network of mortgage brokers and realtor to keep me busy and cross sell my book. now my company is going to have a rate increase in homeowners and i don't think i can compete anymore, so i am trying to shift to auto and life.
Money is great on life but the chase around and the time is not the best per say (maybe is my approach) and cars, i have never marketed for cars so i am reinventing my marketing, I am a tiny agent and i can turn around fairly quickly or faster than bigger agencies.

Any thoughts? i am buying web leads (costly and close ratio is depressing) bough banners and signs, all comments are welcome. i'm a 1 man show here so you got my full attention.

Thanks

Chaq

BEWARE: C & C Benefits Group--Stay Away

BlueChairMan — Mon, 16 Nov 2009 14:12:58 GMT

Just wanted to bring a note forward about an unscrupulous agency that completely deceived me and stole a very large group from me. beware of C&C benefits group/Universal Benefit Plans and anyone associated with this organization. i brought a group to the table as he was my upline mgr. our agreement was that any product he brought to this group, i would get a piece of. a stupid move on my part was to TRUST this C&C Benefits group. within a two month period, he went to the insurance company and said i had nothing to do with bringing this group to the table and manipulated the insurance company to move me out of the hierarchy. in the same light, he introduced another product to the group and did not include me. he said he had "every intention" of including me but it just was not the right time. this was a group of over 100 agents. after finding out he introduced the second product and did not include me, i called him out on it and that's when he started manipulating the insurance company to move me out of the hierarchy. i did more investigating and found out that i was not the first person he had done this to. i just don't want any other agents to fall prey to this guy. beware: C&C Benefits Group

Meta Tags - Getting Your Head Straight!

dmiller90 — Mon, 16 Nov 2009 13:15:46 GMT

Lots of questions and bad myths for proper Meta Title Tags for Websites and how to do them properly. I have increased ranking and traffic by just fixing this Main Ranking Factor

The most important Meta tag in your websites Header is your Title Tag.

This is Key to structuring your Site and Letting the Search Engines know the "Topic or Product" that best represents the individual page based on the Keyword Phrases searched and provides the "Whole Truth" about that unique Page.

Each page of your website should have its own unique Title Tag that is focused on the "Core Keyword Phrases" that will bring in the most relevant traffic and customers.

As you review websites, Look way up in the upper left hand corner at the Top of your Browser, This is where your Title Tag is Displayed and this is what will show up in the Search Results page, bolded in BLUE

The TITLE tag should be kept between 60 - 90 characters in length.

Lets use this website as an example of Proper Title Tags for the Most relevant Searches in this individuals market.

www.LampLust.com

As you can cleary see, this sites main focus is Lighting, with many different types of products focused around different Lighting Products.

Would we title the Home Page just Lighting? NO!

Why? because it does not tell the Whole Truth, and people search for specific types of Lighting, plus if you use just the word Lighting, you are trying to rank for that generic term and will get lost in the sea of websites!!!

So based on this site, and this individuals products, we want to target the most relevant Keyword Phrases with the Most Generated Traffic. Most people skip really good keyword Research, this is the most important step in any website. "KEYWORD RESEARCH"

Contemporary Lighting - Flameless Candles - LED Lighting

This describes his Business (Home Page) exactly what his store represents and what Niche he is targeting.

Now let me show you a quick example of how you Target all the Relevant Terms and Drive the most relevant traffic to your site.

No lets look at the individual Page "Flameless Candles"

Now look at the Title of this Individual Page. Which describes to the Search Engines that this page is about the "Main Keyword Phrase" "Flameless Candles" plus the main relevant keyword phrases and products this individuals store represents and falls under that Main Keyword Phrase Term.

TITLE>Flameless Candles - Battery Operated Candles - Electric Candles

Gotta Love E-Commerce!!!

This is something that all of you can do today to increase your ranking and traffic. Get your HEAD STRAIGHT! :) If more people focused on good Website Structure and Keyword Research, sites will rank well with just this main Focus.

So many are merely after links and link building? If your site is not structured correctly and your web pages are not titled correctly based on the Keyword Phrases, 100000 links will do you no good.

My Favorite Army Phrase: Crawl - Walk - Run!

Referral Family Tree

David C — Mon, 16 Nov 2009 04:15:33 GMT

Tonight I received an email from a client referring me to someone looking for health insurance. I recalled how I met the client from a referral who was also a referral from a referral and so on.

It's interesting how these "referral trees" grow and how many branches they produce.

Website Meta Description

dmiller90 — Sun, 15 Nov 2009 12:14:05 GMT

I get alot of questions about this Meta Tag and how to use it properly for maxium effect.

First, the Meta Description plays no part in "Googles Ranking System and has no effect on your rankings in anyway.

Second! Its one of the most important Tags for your website and this Tag should be designed to be your Websites Online Ad. Every Page on your Site should have a Unique Meta Description giving an accurate description of the information provided.

Lets Discuss exactly what the Meta Description is and how it will effect prospects clicking on your website.

Lets use the example of the Simple Search "Health Insurance"

Below is an Example of a Website that appeared in the Search Engine Results. As you see, The Title Tag (bolded Blue) will be on top, and below the Title tag is the Meta Description

Health Insurance - Affordable Health Insurance
Leading National Resource for Individual, Family and Group Health Insurance Information and Coverage Options. Click or Call 800-000-0000 for Plan Details and Rates.

Now Here is an example of a Meta Tag for a site that completley does not understand the Meta Description and wll lose traffic and clients, due to this poorly written description and spammy style.

I am from Illinois and did a search for Health Insurance, How will this site help me? Next!

Health Insurance for Individuals | Health Insurance
Nevada health insurance and Florida health insurance. Instant health insurance quotes, compare medical insurance, affordable health insurance for individuals. Michigan, Ohio, Texas Health Insurance.

Which would you click on?

The length that Google normally allows is 155 Characters or Less. The above meta description will be cut off and make less sense than it does now.

I dont care if you rank #1 or 2 or #3, When people do a search they scan and read the Titles of the Sites, and read the quick sentence below (Meta Description) to make sure thats exactly what they are looking for.

You got to get them to your site first, before you can get the "Quote" or see your pretty graphics!!!! Remember there are normally 21 results on each page for your prospect to choose from, Make your Website stand out and provide something besides a "Free Quote"

People spend thousands everyday on Google Adwords, and your only allowed a very small section of Real Estate to get your message across and get the Clicks and Coversion.

Why would your Organic Results be any different?

Have a Great Week :)

Long Overdue

robliano — Sat, 14 Nov 2009 23:37:58 GMT

My latest blog is up, more to follow. Enjoy

Live like a Rock Star: Pure Energy

Tracking Sent Emails

arnguy — Sat, 14 Nov 2009 20:53:29 GMT

I have a question for you computer mavens: Is there a way to track if an individual has received an email that you have sent to them? Any information is appreciated.

Sales Are the Same, Everywhere You Go.

robliano — Sat, 14 Nov 2009 19:08:45 GMT

I have to give major shout outs to my team, after officially re-launching a few weeks ago selling med supps, last week we had 10 sales, this week 35!!!

My Fantastic Four agents are rockin' this!

One is on pace to win a trip already
One wrote 7 in one day! The new record, it was 5.
One call closing over 60%
They are all doing an awesome job!

I love you guys, many more to come!!

:1biggrin:

No Exam Licensing, Most Likely BS, However..

WinoBlues — Fri, 13 Nov 2009 18:04:06 GMT

Ok, got a call from an FE agent yesterday. Who was looking for an ex agent of mine.

As we talked, he mentioned (reason for his call) that he has a "deal" with a carrier to build an agency of FE agents. They can get licensed in California with only the fee. No exam. I of course called BS. But, he said it is legit. I tried DOI this morning and went through the circle jerk phone prompts got pissed and hung up till later. Thought I would ask here. Yeah, I know, Why would you wants people that can not pass the test? I don't. Just curious.

Now, in talking to this guy, I imagine an older guy in a crumpled sport coat, outdated polyester tie and worn shoes knocking on doors.
Motivated me to make more calls this morning

Please Take a Moment to Read

irish1098 — Fri, 13 Nov 2009 16:53:32 GMT

Ck out this article and send a christmas card today. Sorry if this seems chain mailish, I was touched by this story and wanted to share it with everyone.

Thousands send early Christmas cards to dying 5-year-old Noah Biorkman | Detroit News - - MLive.com

http://www.wbng.com/younews/69384542.html