2. Selling Yourself and Leveraging Product Niches
Kirk S. Hill, CLU®, ChFC®
Keith A. Miller, MBA, CLU®, ChFC®

3. How Kirk Approaches Brokers
Q: What do brokers NEED to know re Life Ins., etc.? A: Where to go for help, ideas, expertise Q: What do they WANT to know? A: Just Enough and no more! Q: What do they need from Kirk? What about HCB? A: Re Kirk: Responsive, Attentive, Accountable A: Re HCB: Depth, Expertise, All you need

4. Reasons to See Brokers
Important – I promise to bring meaningful ideas or comment every time we connect and I’ll never ask “what can we do to get more business?”!!
Reference Topics Piece for 2017
Know enough for 5-10 minutes on any one topic
I’ll gather experts for more depth as needed
Want CE? I can do that
“Ideas are a Dime a Dozen” Joe Gandolfo
This is where I will pass out Topics Piece and discuss imprint I’m looking to make

5. Examples of Product Niches

6. Future Wealth Changes Which Product Solutions Provide Flexibility?
Decreasing Net Worth
Ability to Stop Premium Payments
Tax Law Changes
Survivorship Scenarios for Different Age Ranges

13. Older Age Term

14. Older Age Term
Most current policies are not convertible after age 75 or at most 5 years in some cases
At the end of the term period, premiums generally rise to 10x the original premium
For clients age 70+, in 10 years, you are beyond the conversion period and have no options to extend coverage
How can you recover “lost value”?

15. Mr. 73 – Standard Non-Smoker

16. Mr. 75 – Standard Non-Smoker

17. Selling Yourself & Your Unique Abilities

18. Know Yourself DISC or Briggs-Myers Personality Profile
Me? Off the Charts “S” i.e. Steady Relater
Most Agents? Long on relationships, short on detail
Find Yourself Operating “outside of your box”?
Prepare to be Uncomfortable!
Focus on your Unique Abilities
When we use them, the more energized we are!
Don’t try to be someone you are not

19. Be Yourself & Compete News Flash: HCB is not unique!
Great News: You ARE 100% unique!!
The real game: be the best YOU possible
You won’t have any competition!!
I will win the tournament to be Kirk every day!
If I try to be someone else, I’ll be miserable!

20. Broker is Working with Another BGA?
“Is Everything Perfect?”
What does that mean?
“We’re good at that” or “We do those all the time”
I like my chances given an opportunity to compete
Why? I have no competition being me!
“So all is perfect?. . . Some day you are going to do business with me. When timing is better, I’ll drop all and be right over”

21. Getting in front of Brokers
Art of the drop-in/Scheduling Appts face to face/Getting a return call off voice or
“Please give me the COURTESY of a return call??”
“Let me show 3-4 things that you’ve not seen before. If after 15 min., you’ve had enough, I’ll be on my way”
Drop-ins especially during crummy weather! Why? NO ONE ELSE IS DOING IT! Same b/t appointments.
Remember: Good salespeople like to be sold!
Be sold yourself enthusIASM!

22. Getting in front of Brokers
Ask for referrals of allied advisors you've done well with then USE them!
“if you were me, who would be on the short list of insurance professionals I should meet?” ie “who does nice work?”
“John encouraged me to meet you”
Ask agents: who’s good that you’ve competed with?
The attack asst: “John pointed me his/her way. I’d like to get on his/her calendar for brief visit phone or face to face best?”

23. The Art in What We Do
Everyone has carriers, products, pricing, web-sites
Real stories Use your own (Art vs. Science)
PFG Smoker
Prudential Travel
Nice catch: placing the irregular labs case
Bird dogging meaningful cases at all times
“My baby needs new shoes” nothing wrong with begging and groveling a bit!

24. Little Things Make a BIG Difference
Hand written notes
Air tight follow up system
Follow up when appropriate few others will.
Appointment to make phone calls
Speak or leave messages standing up!
Be Careful of Wasting time (I’m guilty too)
Too much time in the office, on Internet, in U/W files
Remember your unique ability: No one can compete with you being you!

25. Build Deep Rapport with Broker
Go Beyond the Next File, Idea or Sale
Show Honesty, Character, Integrity at all times
Stand up re: Convictions and Values
Focus on Family, Faith, Future
“How’s Mom doing?”
“Tell me about the wedding”
“What are your dreams?”
“Game doesn’t go on forever does it?”

26. Summary The common denominator of success
Make a habit of doing things others won’t do
Refine good habits that make referrals flow
On time ALWAYS
Say “Please” and “Thank you”!
Do what you say you’ll do (before agent calls!)
Finish what you start
Put in a good days work (Habits make the man)

27. Questions?