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My name is Max and I’m writing about insurance—specifically, disability income and long term care insurance. I work in wholesale, and I want to make sure you’re working effectively to help you, your family, and your clients’ families when it comes to protecting their assets.
 
I jumped into the family business about a year and a half ago. I’m the third generation at our company, DI & LTC Insurance Services. This stuff may be in my blood, but I’ll be the first to admit that selling insurance is hard. In so many ways, that’s why I’m starting this blog. Also, I was bullied into it by an agent of ours. Allow me to elaborate.
 
Today I went to lunch with a few colleagues and my parents (yes, I work with both Mom and Dad, along with my little sister who’s here for the summer). One colleague is a representative from an insurance carrier, but the real story lies in our two guests. These two men are a couple of the finest insurance agents in San Francisco…and that’s about where the similarities end.
 
One of the producers is profound, polished and professional. His mannerisms appear to come from an upbringing of etiquette and cordiality. Each word that crosses his lips seems to have passed through a fine-toothed filter in his mind—and every syllable carries the thought and conviction that it intends to convey.
 
The other producer is a bit rougher around the edges. He’s younger, more energetic and actually described his style as “ready, fire, aim,” as opposed to the traditional sequence of events. Most of our clients do business because they genuinely enjoy helping people. You can tell that this producer doesn’t just enjoy it, but he thrives off of it. In fact, he loves helping people so much that he sent me a very threatening email instructing me to start blogging right this very moment, as he believes it is in my best interest.
 
The reason we all met for lunch today was because these two producers worked together to close a monumental account. The group itself was sought after for years by all different types of agents. In this particular case, these gentlemen realized that coming together was a much stronger and more promising force than anything they could do individually. For this very reason they were able to flank the administration and close the deal from both sides. The more classically professional character worked his way down, starting from the upper management and department heads. The more energetic producer worked his way up from the bottom. I can’t say whether either agent would’ve hand-selected the other to be his partner in this endeavor, but it’s clear that they will be immensely effective if they are able to continue working together in gearing this program to take flight.
 
The beauty in their cooperation lies in the greater good. Most importantly, they know that by working together they will be able to insure a greater amount of people, and more families will be financially protected against disabling illnesses. Of course, this translates to more opportunity for the agents. They each had the option of writing a large amount of business that would earn them 100% of the agent commission. Instead, they opted to receive a reduced commission check in order to ensure that their earnings last longer. Your clients are faced with this quandary every day.
 
Let’s consider two options— we can get paid every day until our funds dry up, or we can think farther into the future, hedge our losses, and guarantee at least a partial paycheck for a much longer period of time. Seems like a no-brainer, right? What if your clients’ income dries up due to disability? Will you ensure that they receive at least a partial paycheck? No matter their style—if they have a conservative portfolio or one full of risks, help them secure their income before it’s too late.
 
If you’d like to get in touch with us and learn how to write disability or long-term care insurance, or secure some for yourself, please feel free to contact our office.
 
DI & LTC Insurance Services | maxwell@di-ltc.com | 1-800-924-2294 | CA lic# 0G86760