By: Mark D. Milbrod, CLU
Principal, Agent Support Group-2-2018

I was recently at an industry conference where I attended a panel discussion with a group of specialists in the Life Settlement Field. I have always explored Life Settlements as part of my everyday practice. For clients that are at least in their late 60’s and own a life insurance policy, we always make them aware that there is an alternative valuation method worth exploring when they are deciding to either lapse or cash surrender these older policies.

I thought that the life settlement marketplace was at a low, but after sitting through the panel discussion, it was apparent to me that the marketplace is alive and well and positioned very well for the foreseeable future. With the aging Boomer Generation retiring at a rate of about 10,000 per day, the inventory for these policies is tremendous. Many of the seniors who hold these policies originally purchased them at a point in their lives that they were looking for a means of protecting their families if something were to happen to them.
As these Boomers are retiring, their needs are shifting. Their children are grown and now have families of their own and the gap that the insurance policy once filled is no longer needed. Instead, this group’s focus is now on income generation, not outliving that income stream and having an overall worry free retirement. When looking at total assets, life insurance (if they have it), is often overlooked and not viewed as a monetized piece of the puzzle.

Here are some things to consider to determine if life insurance can be used as a tool to solve a number of post-retirement issues:

1. Do they have permanent policies with cash value?
Policies that have some degree of surrender value may be worth many times more than it’s actual surrender value. Depending on it’s valuation, a successful settlement transaction can possibly yield an amount equal to 15 – 20% (or higher) of the policy face amount.

2. Do they have older Convertible Term policies?
Some older term polices may still be convertible up to age 75. Under these circumstances, many policies will simply not be renewed/lapsed. If they are still convertible, there may be an opportunity to sell that policy since it can still be converted to a permanent plan. In this scenario, a large windfall of cash can be created that normally would have been foregone. Think of old Buy-Sell term policies as a good source of these types of policies.

3. Is a client looking to defray Long Term Care Costs?
If a client is looking for funds to help defray costs of Long Term Care expenses, older policies may just be the answer. Depending on the size of the policy, the proceeds of a Life Settlement can be used for those types of expenses.

4. Is a client looking to reduce costs of current coverages?
Some clients still have a need to continue coverage and you may utilize a 1035 exchange to transfer cash surrender values to reduce the out-of-pocket premium costs of a new policy. In these cases, a settlement can possibly produce a much larger amount than a policy’s cash surrender value/1035 proceeds. It can pay to explore this as an option for your older clients.

5. Have clients had a change in “situation?”
Sometimes due to a health issue or financial burdens, some policy owners simply cannot afford the premiums to maintain a policy. If this happens in early policy years, a settlement may help recover premium costs that would otherwise be forfeited.

6. Are your clients looking to produce guaranteed income?
One of the goals of your client may be to reposition assets and produce a source of supplemental retirement income. Proceeds from a life settlement transaction can be used to purchase Guaranteed Lifetime Income via a number of well-designed annuity contracts.

As advisors, it is incumbent upon us to present our clients with “all” options available to them. Life Settlements can be a good way to turn a normally “overlooked” asset into a tremendous source of funds that can be used in a number of ways to further assist our clients in achieving their financial goals. For the most part, start looking at your clients that are at least in their late 60’s and early 70’s that have older life insurance contracts. Pricing looks best when there has been a health change of at least a two tables from how they were originally issued (e.g. Issued at Preferred, Preferred Best or a Standard Rate Class and now would be rated or uninsurable).

As mentioned earlier, the Life Settlement Market is alive and well. There is an abundance of capital available to purchase older life insurance policies. I am not suggesting that it can be used for everyone, but it is an option available to our clients that can assist them with their changing needs. It is worth a look and who knows…

There Just Might Be Gold in Them Thar Hills!



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By: Mark D. Milbrod, CLU
Partner, Agent Support Group-1-2018

It’s a new year and with it, the slate is wiped clean for all of us in sales.  Regardless of what we have done (or didn’t do), we start fresh and have to work on a new set of goals.  If there is one constant that exists, it is that every new year brings with it some interesting changes. 2018 is no exception.   The new Tax Cuts and Job Act is causing a bit of a stir, but in the end there are a host of opportunities that lie beneath the surface.

Of those opportunities, it seems that the doubling of the Estate Tax Exemption, an additional $5,600,000 for an individual or $11,200,000 for a couple, will be the area where the most planning will take place.   There is a window until 2026 and I would imagine that this will be where the greatest amount of activity will occur (if you have clients in that arena).

If we move the Tax Cuts and Job Act aside, I believe that the largest single area of focus for this year should be the Long Term Care marketplace.   Simply stated, everyone needs to have it as part of their financial plan.   It doesn’t really matter what tax bracket you are in, the need exists for all.  When I reference Long Term Care, I am not referring to the Stand Alone/Traditional models.  The market for those products has contracted to the point where there only a few carriers left and for those carriers that still have a product, they are cost prohibitive and offer no guarantee of future premium.

The opportunity exists with the Life Insurance products that offer Long Term Care Riders or Chronic Illness Provisions.   The most common design options are:

  • Guaranteed Universal Life with Long Term Care Riders
  • Indexed Universal Life with Long Term Care Riders
  • Whole Life with Long Term Care Riders
  • Hybrid Life Contracts (i.e. MoneyGuard)

These product designs are very unique and offer guaranteed premium structures as well as “non-forfeiture type” provisions that will ultimately pay a death claim to beneficiaries if a Long Term Care Claim never occurs during the life of the contract.  This is in contrast to a Traditional/Stand Alone policy that carries a “use it or lose it” approach to benefits.

These types of products also allow for many planning opportunities for a multitude of different client groups.  As an example, for Business Clients, these products can be used for Buy/Sell Planning where the benefits can be used to replace lost income to partners, provide for dollars needed to hire a replacement or for a “quasi buy-out.”

Because they are linked to a life insurance product, it is also possible to provide Long Term Care benefits at a sub-standard rate that you normally could not receive with a Stand Alone LTC policy.

We often hear the argument that clients can simply “self-insure” their LTC Needs.  Dismissing the fact that most clients do not or will not have enough funds to do so, below is a chart showing the power of leveraging LTC Benefits based on either a Lump-Sum Premium Hybrid Product ($100,000) or paying with an on-going premium structure ($5,000/year).  As you will from the charts below, the Tax-Free DB/LTC Pools and potential Monthly Benefits are quite large:

The versatility of these types of products appeal to a very wide range of client bases.   There are even options that allow you to procure a Survivorship Life contract with a parent/adult child and use the joint issue age for premium purposes and provide “un-capped” LTC pools.

With an aging population and illnesses like Alzheimer’s and Dementia expected to hit record highs over the next 20 – 30 years, these products will definitely be a huge part of your sales conversations in the coming year and beyond.

When I first started in the business, my Sales Manager told me to buy a policy on my own life.  I did and carried it around with me to sales calls. I was able to show my prospective clients that I was not just a salesman, I was a policyholder as well.  A good place to start would be to run some quotes on your own life.  See the process, and in the end, you will be able to speak from experience and show your clients that you believe in what you are selling.

There are obviously many different scenarios where these products fit.  We have created a number of sales materials to assist you in this marketplace.  We have even created a Retail Seminar that can be used to larger groups of prospective clients.   Give us a call to review this in more detail and see how you can make this opportunity a huge part of your 2018.

Happy Sales and all the best for a Healthy and Prosperous New Year.

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Isn’t that what its all about?

by: Mark D. Milbrod, CLU
Partner, Agent Support Group

Isn’t that what it’s all about? Stuff !!!!!! I recently read that this holiday season is supposed to be one of the biggest ever for retailers. Something to the tune of $965B. So while we rush out on our families on Thanksgiving afternoon to get a jump on those Black Friday deals and trample our fellow shoppers for that “deal,” let’s take a step back and think about things for a moment.

With the commercialization of the holiday season, the true meaning of the holiday season has definitely been lost. But that’s an entirely different topic for another day. That number up above is staggering. Materialistic things are purchased with the notion of making the recipient happy. But I can guarantee that the large majority of “gift givers” are not thinking of the ultimate gift that they can give to their families, which is financial security if something that were to happen to them. Of course, I’m talking about life insurance.

It’s a tough sale to start talking to clients about life insurance during holiday time, but what is interesting is that family is on the minds of people most during this time of year. I’m not saying to run out and buy a life insurance policy, wrap it with pretty paper and bows and leave one under the tree in place of all the good “stuff.” What I am saying is that the topic needs to be brought up.

If people are spending all of that money on gifts for the ones they love, wouldn’t it make sense to take a small amount of that to make sure that regardless of what happens, there will be financial piece of mind to make sure that all of the important things such as a home, food and other essentials will always be there. And guess what, there will still be money left over for the fun stuff.

Because of the leverage of life insurance dollars, it doesn’t take much to provide large legacies. Of the total amount of expected retail sales this holiday season, can you imagine how much life insurance can be purchased with just ½ of one percent of that figure.

Today’s marketplace provides for some of the most diverse products that we have seen in years. There is Traditional Term, Whole Life, Guaranteed Universal Life, Indexed Universal Life as well as unique Long Term Care solutions. All of these products address the needs of our clients in many different ways. Whether it’s a spouse providing income continuation, a parent providing funds to provide for their children or a grandparent leaving a legacy, each product sale comes with the real value; financial security.

So just keep in mind during this holiday season when families are on the minds of most, it’s not just about those diamond earrings or an iPhone X, its more than that. It’s about giving the most thoughtful, loving gift of all…Financial Security.

Just some thoughts to ponder during this holiday season.


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by: Mark D. Milbrod, CLU
Partner, Agent Support Group

As we enter the home stretch of another year, I can say with certainty that this has been one for the record books.   We saw the inauguration of our 45th President and with it, we entered the age of governing by Tweets.   We have also seen the ushering in of a new era of “Death by Accusation.”  All these things have made for some interesting water cooler conversations, but there has also been a lot of chatter about life insurance.

There are many advisors out there that feel it is tough to sell life insurance in the climate we live in.  I am not going to argue that we may have to work a bit harder to get a sale, but I also feel that the marketplace is ripe with many sales opportunities.

One of the major objections today is the likelihood of the Estate Tax going away.  As a result, a number of advisors are saying that the mere notion of it is costing them a great deal of potential sales.   We do see some clients taking a wait and see approach on moving ahead with planning, but it’s important to note that even if the Estate Tax “goes away,” it will likely appear again at some point in the future.  Further, a complete estate plan can never be determined based upon a single administration.  Worst case scenario if it did stand, there would be a tremendous windfall to the heirs with a non-correlated asset class known as life insurance and what’s the harm of that?


The Estate Tax is just one sales segment for our current and potential client bases.  Utilizing life insurance, there are so many other areas where we are able to provide unique solutions.  Life Insurance is still the most amazing financial tool that anyone can have at their disposal.  Whether it’s…Income Replacement, Loan Security, Business Continuation, Supplemental Retirement Income, College Funding, Providing Long Term Care Protection, Buy-Sell Funding or Leaving a Legacy, life insurance solves problems that normally would cause hardships in absence of its existence.

Year end is always a time of reflection of what we have done.  It is also a time to look forward at what we will do.  To quote Wilbur Wright when he and his brother were working on their progress with their experiments ay Kitty Hawk…


 “…it is not really necessary to look far into the future; we see enough already to be certain it will be magnificent.  Only let us hurry and open the roads.”


The roads are open for the coming year.  We have, in the products we provide, the tools needed to do incredible things.  Life Insurance provides a constant that always has and always will be a game changer.


Happy Holidays (and Happy Selling)!









by: Mark D. Milbrod, CLU
Partner, Agent Support Group

My original plan for this month’s Blog entry was going to be something acknowledging Long Term Care Awareness Month, which is the Month of November.  But I figured we will all hear enough about that and besides our Partners Insight this month will cover that in great detail.  

Instead, this month I would like to share a story of something that happened a week ago that I was so glad to be a part of.  For those that know me, you are aware that I am a huge hockey fan and season ticket holder for The New Jersey Devils.

At a recent game, they had a young girl come out to sing the national anthem prior to the game.  She did great to start but after the first verse, I guess the nerves took over and she forgot the words. She tried to get back on track, but couldn’t.  At that moment, without hesitation, 14,000+ of her closest friends instantly started to sing and complete the singing of our national anthem with her.  At the sake of sounding corny and being a bit of a sap, it was truly something amazing to be a part of.   

There are so many negative things going on now, namely the kneeling incidents occurring in the NFL and the crossover effect that it has had with other professional athletes and even in the world of youth sports.

I’m not trying to get political and will keep my personal views to myself.  I do want to note however, that I do respect anyone’s opinion and right to exercise their views.  My point in all of this is to simply point out that the flag represents all of those freedoms that allow us to voice our differences and viewpoints, regardless of what side you lean towards.   

I was a part of something truly special that night and as we approach our Thanksgiving holiday later this month, let’s reflect on one thing, as Americans, that we should all be thankful!

I have included a link to the video for you all of you to see… 

Have a Safe and Very Happy Thanksgiving Holiday! 


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by: Mark D. Milbrod, CLU
Partner, Agent Support Group


I just came back from a meeting where I had the pleasure of listening to Ross Shafer.  Ross is a former stand-up comedian, an Emmy winning talk show host and entrepreneur.  His topic was about staying relevant in a changing world.  We especially, as insurance professionals, are faced with a tremendous amount of change and disruption on a daily basis.   We can easily find ourselves in deep trouble down the road if we don’t find ways to stay relevant and move with the curve.

During his presentation, Ross put up a very interesting slide.  It read as follows…

“Success is not about who you know, it’s about who knows you”

He goes on to tell the audience that this is something that his father told him years before.  We all go to  meetings and hear many things.  But you know what they say, if you walk away with one important item when you attend a meeting,  it was worth it.  This quote was just that.

It started the wheels turning in my head and I wanted to share what I feel is a very strong statement.  As sales people, we all “know” a lot of people. These people we “know” are potential prospects that we hope to ultimately change into clients.

How do we do that? How do we get them to know who we are?  There are so many services that we provide but what is the best way to get noticed and stand out amongst our competition/peers?  In order to truly set ourselves apart and be noticed, we need to do things that make us unique (and noticeable).  Here are some ideas that might get you noticed…

  1. Conduct Educational Lunch & Learns for Small to Mid-Sized Companies

There are so many small to mid-sized companies that would welcome a speaker coming in and educating their employees on topics that can help them.  It’s important to keep the topics educational in nature and shouldn’t be a sales pitch.  The topics can be about Estate Planning Basics, The Importance of a Will or The Need for Long Term Insurance and the Types That Are Available.   Most employers will even pay for the lunch for their employees and a pick up a lot of goodwill along the way.

  1. Sponsor Local Chamber of Commerce Events

Get involved and sponsor local Chamber of Commerce events.  They are always looking for speakers and you get a chance to meet other local business owners.  Topics here can include a variety of business related topics such as Business Continuation, Buy-Sell Planning & Retirement Planning.

  1. Be Active at Community Events

Look for community events such as a National Night Out, Street Fairs & Festivals.  Set up an outdoor canopy with a display table highlighting your goods and services.  These events draw a lot of families who can surely utilize our goods and services.  Make it a fun atmosphere that will attract people to you.

  1. Be a Sponsor of a Local Youth Sports Team

Every town has local youth sports teams.  Whether its baseball, football, soccer, hockey, etc., sponsor a team by providing uniforms with your name on it and possibly some needed equipment.  The cost is usually reasonable.

  1. Write a Monthly Column for a Local Community Newspaper

Each month, pick a related financial topic to write about.  Have your picture in the article and a brief bio.  People will not only start recognizing you as an expert in your field, but they will see you around the neighborhood and know who you are.

These are just a few suggestions of how to get yourself noticed a bit more.

Because after all, It’s Not Who You Know, It’s About Who Knows You!

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by: Mark D. Milbrod, CLU

Principal, Agent Support Group


No, that’s not a typo. That’s what I meant. Independence Day is upon us, but with all the freedoms that we celebrate, it is fitting to talk about the freedoms that we can provide for our families, our heirs, our Dependents.

There is nothing worse than witnessing a catastrophic event that can wipe out all that we have worked for our whole lives. Too many times, we see this happen to our clients, friends and others and it all comes down to poor planning. We live in a time where there is so much discussion about outliving retirement funds, what to do in the event of a long term care event, etc. As advisors, we have the ability to discuss a myriad of products and planning techniques with our clients to assure that they have done the proper planning to protect themselves (or their Dependents), against unforeseen life events.

What can we do to fill in the gaps? The short answer…A LOT.

Life Insurance – of course, the simple answer is Life Insurance. This has always been there to help Dependents get back on their feet. It can provide so many things; continued income, college educations, provides life long income for survivors, estate liquidity and the list goes on.

Long Term Care Insurance – providing a policy that will help offset the costs associated with a health care event requiring nursing home or home health care needs. This can be accomplished on an individual basis or under a Blended-Life design.

Disability Income Insurance – providing the replacement of one’s income with benefits should that person be unable to provide income due to some type of health impairment.

Income Annuities – for some clients, we can provide them/surviving spouse with an income that they can never outlive.

The above list is the more traditional approach for Dependent planning. But in today’s marketplace, we can go many steps further…

Living Benefits have become the popular trend in our industry and if you are not taking advantage of them, it’s going to cost you potential clients. Living Benefits enhance the traditional planning methods outlined above and ease the burdens on their Dependents. Here are some of the Living Benefits that you should be implementing with your clients:

Long Term Care Riders– LTCR’s can be added to Life Insurance policies and will allow your clients to access their death benefits should they have a life event requiring Long Term care needs. Although they come with different access definitions (e.g. indemnity v. reimbursement), the end result is the same, an ability to use a life insurance policy as a means to ease the burden on Dependents. They are even available on a rated basis for those that could normally not qualify for an individual LTC policy. Now, when a client objects to buying life insurance because “they won’t benefit from it,” in this case they can. This is a powerful tool to use and a great innovation to a standard life insurance policy.

Chronic Illness Riderssimilar to the Long Term Care Riders, these benefits allow early access to death benefits for permanent types of illnesses. Once again, easing the strain on Dependents.

Guaranteed Income Riders– through the use of new annuity product designs, these riders can guarantee income to annuitants based upon the high watermark values of a contract. This allows individuals to receive a higher guaranteed income, regardless of market conditions that can deplete values prior to retirement.

Disability/Unemployment Plans – for those of you in the term marketplace, there is a policy available to pay premiums and possibly convert a policy to something permanent in the event of a permanent disability. Further, in the event of the insured becoming unemployed, premiums can even be paid for up to one year of unemployment.

Living Benefits have taken the traditional approach to selling our products and taken them to a new level. These benefits are designed with an underlying theme for you to bring to your clients…easing the burden on their Dependents.

So, as we celebrate our country’s independence, eating our hot dogs, hamburgers and watching fireworks, let’s think for a moment about how we assist our clients in protecting what is most important to them and…



Driverless Cars and Life Insurance
By: Mark D. Milbrod, CLU
Principal, Agent Support Group-June Blog


driveless carsToday, so much of what we do has been taken over by technology.  So many industries have been forever changed and as a result, many jobs have been altered as well.  If we compare jobs and tasks today to what they were when we were just starting out, the results are “mind numbing.”

Let’s think about it.  Books and magazines have been largely replaced by their electronic counterparts.  Taxis by Uber & Lyft.  TV services by the likes of Netflix and Hulu.  Music by iTunes.  Even how we pay for things has changed with Apple Pay, PayPal, etc.  This list goes on and on and everything has changed due to technology.  Some things are just better left unchanged.  For example, I don’t like e-books.  I haven’t drunk that Kool-Aid yet.  To me, there’s nothing like the feel of a book in your hands and the ability to turn a page.

Don’t get me wrong. I’m a big fan of technology and believe that our lives are better for it but when it comes down to it, there is no substitute for the human element with some things.   This is especially true when it comes to Life Insurance.   I don’t like the growing trend of people shopping for their life insurance on line.  The majority of people are grossly underinsured and don’t understand the real needs associated with life insurance.  Nothing can replace the years of experience that comes along with a seasoned life insurance professional.

Life Insurance is not an optional thing that you should maybe get around to one day, it’s a necessity.  Just look at all the Go Fund Me pages we see in the wake of some tragedy.  If insured at all, the average young family doesn’t have adequate life insurance.   The funds that a surviving spouse needs to make a meaningful impact on their financial lives are often misunderstood.  This is not a knock to the average person they just don’t know how much life insurance is enough.

Here are some facts:

  • Only 51% of Americans own some type of Life Insurance (and I’m surprised it’s that high)
  • A large majority have group life insurance that they feel is portable upon leaving their job
  • A large majority of policies have improper ownership or beneficiary arrangements
  • Most policies provide grossly low/inadequate face amounts
  • “Non-Working” spouses are typically overlooked and not insured
  • Most people don’t know the many uses of life insurance including the ability to grow cash value and ultimately remove supplemental tax-free retirement income
  • Most people don’t know about the myriad of living benefits such as Long Term Care or Chronic Illness provisions
  • Most people don’t know the nuances of income replacement and how much of a role life insurance plays in that process

The list can go on and on.  The point is that when it comes to certain things, there is no substitute for the human touch and plain old fashioned experience. For all of my years in the business, I can speak of countless client encounters where the above holds so true.  The world of technology has put so much information at the fingertips of our current/prospective clients, even when it comes to life insurance. The trick is being the one who can bring light onto the stage and make them understand the complete value of life insurance.

Today, the ultimate buzz in the area of technology is the talk of driverless cars in the very near future.  I wouldn’t invest my money there just yet.  After all, I don’t even trust plain old cruise control.  If you’re a Taxi Driver however, this notion will not make you feel secure about your future.  As a Life Insurance Professional, do you want to watch that “Driverless Car” pass you by on the side of the road or do you want to show them the right way a car should be driven?



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Alzheimer picBy: Mark D. Milbrod, CLU
Principal, Agent Support Group


Over the last few weeks, I was introduced to some staggering statistics as they relate to Alzheimer’s and other types of Dementia.  These figures will greatly impact the way we conduct ourselves as insurance/financial advisors.  Here is what I learned:

  • In 2016, there were 15.9 Million Informal Caregivers in the U.S. providing care for Alzheimer’s and other types of Dementia. That means that family and friends provided this kind of care.
  • This care amounted to 18.2 Billion hours of collective care.
  • That amounts to 1,145 hours/caregiver or simplified even further, 22 hours/week.
  • This “unpaid” care monetized, is equal to over $230 Billion.

Considering formal care in the same year for Home Health Care and Facility Care combined was over $241 Billion, it’s a fair assumption to say that the above numbers are worthy of our undivided attention.  To further the problem, there are more than 5,000,000 Americans living with Alzheimer’s and by the year 2050, it could be as high as 16 Million.

Since the majority of care provided is by family members and friends, it is no wonder that a huge financial toll is realized by these caregivers.  As mentioned above, the average time spent caring for these individuals is 22 hours/week.  It is presumed that there can be a large amount of wages lost for the time taken to provide care.   Also, two thirds of caregivers are women, of which 34% are age 65 or older.   What is more troubling is that over 35% of these caregivers have diminished health due to the physical and emotional strain that they endure.

As it relates to the caregivers, it is also noteworthy to mention that 1/4 of them are considered “the sandwich generation,” which means that not only are they caring for an aging parent, but they also have children under the age of 18.

When you look at all of the numbers and process it all, it is very scary.    Although there is nothing we can do to take away the anguish of watching as a loved one slips away, we can help ourselves and our clients with proper planning tools and techniques.  These approaches can help mitigate some of the financial effects and maybe help alleviate some of the emotional toll that comes with the territory.

Today, we have so many tools at our fingertips.  There are many different policy designs offering a number of Chronic Illness & Long Term Care definitions, each covering cognitive impairments as an instant benefit trigger.  There are Stand-Alone LTC policies, Life Insurance with CIR/LTC Riders and Blended Life options.  Through these different product designs, we can offer so many ways to access benefits and in some cases, they can even be uncapped.

Like I stated when I started this post, the statistics are staggering.  This is an alarming crisis facing all of us and we at ASG, are dedicated to assisting you in offering expertise and advice to that growing group of caregivers and their families that are in need of our the products and services that we all provide.  The Informality with Informal care needs to change.  The more people we tell this story to, the better off we will all be.


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by: Mark D. Milbrod, CLU
Principal – Agent Support Group

Bad News Bears

One of my favorite things about this time of year is the start of baseball season.  As a kid, playing baseball was one of my biggest thrills.  I was not a bad player but I wasn’t the home run hitter that all kids aspire to be.  That being the case, I realized that not everyone can be the home run hitter so I concentrated efforts on making sure I would contribute to the team and get on base and help my team win ball games. 

Having that desire to contribute and win, I quickly realized that a great way to do that was to hit singles and doubles, which I was certainly capable of.  Scoring runs would win games and it was a simple recipe for success.  Getting on base with singles and doubles was the way to scoring those runs and making things happen. 

Today, it’s no different.  But instead of competing on the baseball diamond for those runs, I find that when working with agents and advisors, that diamond is replaced by sales quotas via applications and paid business.  With the number of advisors that I work with, I realize that a lot of them are always trying to hit the game winning home run every day.  The problem is that they may not have the ability to do that just yet.  They are simply not that “home run hitter.”   Sure, eventually they will hit it but for now they have to be concerned with getting on base with singles and doubles. 

With the markets that we serve, we know that there are many opportunities to sell small to medium size cases quite frequently.  The trick to making consistent revenue in our business is to have a steady flow of those cases that are always in our pipeline.  One of best examples to accomplish this is to incorporate Long Term Care Riders in our everyday routine.  These types of cases appeal to a wide array of clients ranging in the 45 – 65 age categories.  The LTC discussion is a great way to access this market and once you get in the door, there are so many other ancillary pieces of business to write.  They can be term sales, buy-sell type sales or retirement supplements.   All of these types of sales are the “singles” and “doubles” that are needed to knock in those runs. 

Don’t get me wrong, I’m not saying to not shoot for the bleachers and knock one out of the park every now and again.  Home runs come after a number of at bats.  The singles and doubles keep you at the plate longer and help you score more runs.  Many a game is won by manufacturing runs and most times, no home runs ever leave the park.  Don’t forget that the singles and doubles (the cases with average premiums in the $4,000 – $6,000 range) add up and win those ball games as well.   



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