Life Insurance Selling

Outside threats

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
someone else.”
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

83415 LIS Ad May 2011 (Lightning)_Layout 1 1/20/11 9: 53 AM Page 1

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.

Commissions in your bank account next day.

Receive commissions in 24 hours, wired to your bank. Producers average $500 a day in earnings. Plus: group healthcare coverage, sales incentives and opportunity for management.

Put the Funeral Advantage Lead Program to work for you.

Lincoln Heritage is the leader in the fast-growing Final Expense Plan market — ages 50-85.

One reason is our proven Funeral Advantage Sales System materials and training. Another is our Funeral Advantage Lead Program. It delivers a flow of fresh, high-quality, compliant leads from direct mail and television.