Hirsch: Some say an even more significant threat comes from other non-traditional distribution channels, like the bank
channel, investment advisors, wirehouses,
etc. Do you see those channels posing a
threat to your own business? Do they pose
a significant threat to the broader independent distribution system? Why or why not?
Levasseur: I don’t see any distribution
channels posing a threat to me or my busi-
ness as an independent agent. If anything,
I may pose a threat to them. The only
competition I have is myself. As long as
I approach every day with the intention to
help clients with integrity and purpose, I
As an independent agent, you truly are
an entrepreneur. I have taken Dan Sulli-
van’s Entrepreneurial Pledge: “I am 100%
responsible for the financial well-being
of myself and my family. I will earn no
compensation until I first create value for
Life was not designed to give us what
we want or even need. Life was created
to give us what we deserve. It makes no
sense to me or to someone who wishes
to be an independent agent to rail against
the wind of competition. Rather, you must
learn to set a better sail.
Weintraub: While these channels are
becoming more significant, they tend
to primarily commoditize life insurance
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viding workshops and webinars to help
improve product and sales skills.
and use the term “insurance” as an appropriate solution for family coverage
and non-complex financial needs. There
is typically a team approach, with a relationship manager and experts in areas of
concern when engaged in more complicated estate liquidity and business insurance projects. This method is effective and
many advisors are learning this process.
Non-traditional distribution channels are
not a threat to advisors who understand
the need to work with others to benefit the
client. They are helpful when competing
with large non-traditional channels. It’s
much more refreshing for the client to deal
with a creative and engaged advisor, with
all the needed resources, except a bureaucracy. Sometimes it is better to be a big
fish in a little pond.
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