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By Robin C. Mueller, LUTCF
Understanding Opportunities for Financial Advisingin the Multiline Environment
Disclaimer The following disclaimer statement is included with each Programs in a Box topic. Do not delete this disclaimer as a part of the program. It is also to be included along with the handouts you are providing each program participant.
Programs In A Box are intended to be educational and to provide program attendees (and others who use these materials) with general information on particular topics. The information contained in Programs In A Box materials, and in accompanying presentations, does not constitute insurance, financial, investment, estate planning, tax, legal, compliance, accounting, or other professional services or advice by the National Association of Insurance and Financial Advisors (NAIFA), by NAIFA’s state and local member associations, or by the authors or presenters of the programs.
continued . . .
By Robin C. Mueller, LUTCF
Understanding Opportunities for Financial Advisingin the Multiline Environment
Disclaimer continued . . . While NAIFA tries to provide accurate information in its Programs In A Box materials, and in accompanying presentations, NAIFA does not warrant or guarantee the accuracy of these materials or presentations. The necessarily generic nature of these materials and accompanying presentations may not always reflect frequently changing state and federal regulations and may not be compatible with the specific rules established by insurance and other financial services companies for their respective agents and employees. It is the individual responsibility of all advisors to comply with applicable state and federal insurance, banking, and NASD/SEC requirements and with the rules established by insurance companies and other financial services entities they represent. NAIFA disclaims all liability and responsibility for claims or damages that may result from any errors or inaccuracies in these materials or accompanying presentations and from any transactions that may employ any information contained in these materials or accompanying presentations.
By Robin C. Mueller, LUTCF
Understanding Opportunities for Financial Advisingin the Multiline Environment
Overview• Understanding the benefits in offering financial products• Prospect definition• Market segmentation• Approaches• The real reasons why people buy
By Robin C. Mueller, LUTCF
Understanding Opportunities for Financial Advisingin the Multiline Environment
Understanding the benefits inoffering financial products
• Retention
By Robin C. Mueller, LUTCF
Understanding Opportunities for Financial Advisingin the Multiline Environment
Understanding the benefits inoffering financial products
• Retention• Enhanced Agency professionalism
By Robin C. Mueller, LUTCF
Understanding Opportunities for Financial Advisingin the Multiline Environment
Understanding the benefits inoffering financial products
• Retention• Enhanced Agency professionalism• Customer satisfaction
By Robin C. Mueller, LUTCF
Understanding Opportunities for Financial Advisingin the Multiline Environment
Understanding the benefits inoffering financial products
• Retention• Enhanced Agency professionalism• Customer satisfaction• Prevention of errors and omissions
By Robin C. Mueller, LUTCF
Understanding Opportunities for Financial Advisingin the Multiline Environment
Understanding the benefits inoffering financial products
• Retention• Enhanced Agency professionalism• Customer satisfaction• Prevention of errors and omissions• Greater awareness
By Robin C. Mueller, LUTCF
Understanding Opportunities for Financial Advisingin the Multiline Environment
Understanding the benefits inoffering financial products
• Retention• Enhanced Agency professionalism• Customer satisfaction• Prevention of errors and omissions• Greater awareness• Peace of mind
By Robin C. Mueller, LUTCF
Understanding Opportunities for Financial Advisingin the Multiline Environment
Understanding the benefits inoffering financial products
• Retention• Enhanced Agency professionalism• Customer satisfaction• Prevention of errors and omissions• Greater awareness• Peace of mind• Future business
By Robin C. Mueller, LUTCF
Understanding Opportunities for Financial Advisingin the Multiline Environment
Understanding the benefits inoffering financial products
• Retention• Enhanced Agency professionalism• Customer satisfaction• Prevention of errors and omissions• Greater awareness• Peace of mind• Future business• Income
By Robin C. Mueller, LUTCF
Understanding Opportunities for Financial Advisingin the Multiline Environment
Understanding the benefits inoffering financial products
• Retention• Enhanced Agency professionalism• Customer satisfaction• Prevention of errors and omissions• Greater awareness• Peace of mind• Future business• Income• Recognition
By Robin C. Mueller, LUTCF
Understanding Opportunities for Financial Advisingin the Multiline Environment
Prospect definition
• Life Insurance
By Robin C. Mueller, LUTCF
Understanding Opportunities for Financial Advisingin the Multiline Environment
Prospect definition
• Life Insurance— Child
By Robin C. Mueller, LUTCF
Understanding Opportunities for Financial Advisingin the Multiline Environment
Prospect definition
• Life Insurance— Child
• Guaranteed insurability
By Robin C. Mueller, LUTCF
Understanding Opportunities for Financial Advisingin the Multiline Environment
Prospect definition
• Life Insurance— Child
• Guaranteed insurability• Lower premium
By Robin C. Mueller, LUTCF
Understanding Opportunities for Financial Advisingin the Multiline Environment
Prospect definition
• Life Insurance— Child
• Guaranteed insurability• Lower premium• Last expenses
By Robin C. Mueller, LUTCF
Understanding Opportunities for Financial Advisingin the Multiline Environment
Prospect definition
• Life Insurance— Child
• Guaranteed insurability• Lower premium• Last expenses• Potential cash value
By Robin C. Mueller, LUTCF
Understanding Opportunities for Financial Advisingin the Multiline Environment
Prospect definition
• Life Insurance— Child
• Guaranteed insurability• Lower premium• Last expenses• Potential cash value
— Senior Citizen
By Robin C. Mueller, LUTCF
Understanding Opportunities for Financial Advisingin the Multiline Environment
Prospect definition
• Life Insurance— Child
• Guaranteed insurability• Lower premium• Last expenses• Potential cash value
— Senior Citizen • Estate planning
By Robin C. Mueller, LUTCF
Understanding Opportunities for Financial Advisingin the Multiline Environment
Prospect definition
• Life Insurance— Child
• Guaranteed insurability• Lower premium• Last expenses• Potential cash value
— Senior Citizen • Estate planning• Last expenses
By Robin C. Mueller, LUTCF
Understanding Opportunities for Financial Advisingin the Multiline Environment
Prospect definition
• Life Insurance— Child
• Guaranteed insurability• Lower premium• Last expenses• Potential cash value
— Senior Citizen • Estate planning• Last expenses• Legacy
By Robin C. Mueller, LUTCF
Understanding Opportunities for Financial Advisingin the Multiline Environment
Prospect definition
• Life Insurance— Child
• Guaranteed insurability• Lower premium• Last expenses• Potential cash value
— Senior Citizen • Estate planning• Last expenses• Legacy
— Sandwich generation
By Robin C. Mueller, LUTCF
Understanding Opportunities for Financial Advisingin the Multiline Environment
Prospect definition
• Long term care insurance
By Robin C. Mueller, LUTCF
Understanding Opportunities for Financial Advisingin the Multiline Environment
Prospect definition
• Long term care insurance— Activities of daily living (ADLs)
By Robin C. Mueller, LUTCF
Understanding Opportunities for Financial Advisingin the Multiline Environment
Prospect definition
• Long term care insurance— Activities of daily living (ADLs)
• Transferring
By Robin C. Mueller, LUTCF
Understanding Opportunities for Financial Advisingin the Multiline Environment
Prospect definition
• Long term care insurance— Activities of daily living (ADLs)
• Transferring• Toileting
By Robin C. Mueller, LUTCF
Understanding Opportunities for Financial Advisingin the Multiline Environment
Prospect definition
• Long term care insurance— Activities of daily living (ADLs)
• Transferring• Toileting• Bathing
By Robin C. Mueller, LUTCF
Understanding Opportunities for Financial Advisingin the Multiline Environment
Prospect definition
• Long term care insurance— Activities of daily living (ADLs)
• Transferring• Toileting• Bathing• Dressing
By Robin C. Mueller, LUTCF
Understanding Opportunities for Financial Advisingin the Multiline Environment
Prospect definition
• Long term care insurance— Activities of daily living (ADLs)
• Transferring• Toileting• Bathing• Dressing• Eating
By Robin C. Mueller, LUTCF
Understanding Opportunities for Financial Advisingin the Multiline Environment
Prospect definition
• Long term care insurance— Activities of daily living (ADLs)
• Transferring• Toileting• Bathing• Dressing• Eating• Continence
By Robin C. Mueller, LUTCF
Understanding Opportunities for Financial Advisingin the Multiline Environment
Prospect definition
• Long term care insurance— Activities of daily living (ADLs)
• Transferring• Toileting• Bathing• Dressing• Eating• Continence
— Asset Protection
By Robin C. Mueller, LUTCF
Understanding Opportunities for Financial Advisingin the Multiline Environment
Prospect definition
• Disability insurance
By Robin C. Mueller, LUTCF
Understanding Opportunities for Financial Advisingin the Multiline Environment
Prospect definition
• Disability insurance— Protecting income
By Robin C. Mueller, LUTCF
Understanding Opportunities for Financial Advisingin the Multiline Environment
Prospect definition
• Disability insurance— Protecting income— Maintaining lifestyle
By Robin C. Mueller, LUTCF
Understanding Opportunities for Financial Advisingin the Multiline Environment
Prospect definition
• Annuities
By Robin C. Mueller, LUTCF
Understanding Opportunities for Financial Advisingin the Multiline Environment
Prospect definition
• Annuities— Concerned about outliving income
By Robin C. Mueller, LUTCF
Understanding Opportunities for Financial Advisingin the Multiline Environment
Prospect definition
• Annuities— Concerned about outliving income— Diversification
By Robin C. Mueller, LUTCF
Understanding Opportunities for Financial Advisingin the Multiline Environment
Market segmentation
• Multiline clients
By Robin C. Mueller, LUTCF
Understanding Opportunities for Financial Advisingin the Multiline Environment
Market segmentation
• Multiline clients• Monoline
By Robin C. Mueller, LUTCF
Understanding Opportunities for Financial Advisingin the Multiline Environment
Market segmentation
• Multiline clients• Monoline• V.I.P.
By Robin C. Mueller, LUTCF
Understanding Opportunities for Financial Advisingin the Multiline Environment
Market segmentation
• Multiline clients• Monoline• V.I.P.
— High premium
By Robin C. Mueller, LUTCF
Understanding Opportunities for Financial Advisingin the Multiline Environment
Market segmentation
• Multiline clients• Monoline• V.I.P.
— High premium— Center of influence
By Robin C. Mueller, LUTCF
Understanding Opportunities for Financial Advisingin the Multiline Environment
Market segmentation
• Multiline clients• Monoline• V.I.P.
— High premium— Center of influence— Profitable
By Robin C. Mueller, LUTCF
Understanding Opportunities for Financial Advisingin the Multiline Environment
Market segmentation
• Multiline clients• Monoline• V.I.P.
— High premium— Center of influence— Profitable— Likeable
By Robin C. Mueller, LUTCF
Understanding Opportunities for Financial Advisingin the Multiline Environment
Market segmentation
• Business owners
By Robin C. Mueller, LUTCF
Understanding Opportunities for Financial Advisingin the Multiline Environment
Market segmentation
• Business owners• Life insurance
By Robin C. Mueller, LUTCF
Understanding Opportunities for Financial Advisingin the Multiline Environment
Market segmentation
• Business owners• Life insurance• Term life insurance
By Robin C. Mueller, LUTCF
Understanding Opportunities for Financial Advisingin the Multiline Environment
Market segmentation
• Business owners• Life insurance• Term life insurance• Homeowners insurance
By Robin C. Mueller, LUTCF
Understanding Opportunities for Financial Advisingin the Multiline Environment
Market segmentation
• Business owners• Life insurance• Term life insurance• Homeowners insurance• Personal Umbrella insurance
By Robin C. Mueller, LUTCF
Understanding Opportunities for Financial Advisingin the Multiline Environment
Market segmentation
• Business owners• Life insurance• Term life insurance• Homeowners insurance• Personal Umbrella insurance• Homeowners with term life insurance
By Robin C. Mueller, LUTCF
Understanding Opportunities for Financial Advisingin the Multiline Environment
Market segmentation
• Age 60+
By Robin C. Mueller, LUTCF
Understanding Opportunities for Financial Advisingin the Multiline Environment
Market segmentation
• Age 60+• Under age 18
By Robin C. Mueller, LUTCF
Understanding Opportunities for Financial Advisingin the Multiline Environment
Market segmentation
• Age 60+• Under age 18• College educated single females
By Robin C. Mueller, LUTCF
Understanding Opportunities for Financial Advisingin the Multiline Environment
Market segmentation
• Age 60+• Under age 18• College educated single females• Home paid for
By Robin C. Mueller, LUTCF
Understanding Opportunities for Financial Advisingin the Multiline Environment
Market segmentation
• Age 60+• Under age 18• College educated single females• Home paid for• Children out of the home. . .permanently
By Robin C. Mueller, LUTCF
Understanding Opportunities for Financial Advisingin the Multiline Environment
Market segmentation
• Age 60+• Under age 18• College educated single females• Home paid for• Children out of the home. . .permanently• Z-A
By Robin C. Mueller, LUTCF
Understanding Opportunities for Financial Advisingin the Multiline Environment
Approaches
• Ask— “Oh, buy the way. . .”
By Robin C. Mueller, LUTCF
Understanding Opportunities for Financial Advisingin the Multiline Environment
Approaches
• Ask— “Oh, buy the way. . .”
• When was the last time you had your life insurance reviewed?
By Robin C. Mueller, LUTCF
Understanding Opportunities for Financial Advisingin the Multiline Environment
Approaches
• Ask— “Oh, buy the way. . .”
• When was the last time you had your life insurance reviewed?
• Who do you have your life insurance with?
By Robin C. Mueller, LUTCF
Understanding Opportunities for Financial Advisingin the Multiline Environment
Approaches
• Ask— “Oh, buy the way. . .”
• When was the last time you had your life insurance reviewed?
• Who do you have your life insurance with?• How much life insurance do you own? What valuation
method did you use to come up with the amount?
By Robin C. Mueller, LUTCF
Understanding Opportunities for Financial Advisingin the Multiline Environment
Approaches
• Ask— “Oh, buy the way. . .”
• When was the last time you had your life insurance reviewed?
• Who do you have your life insurance with?• How much life insurance do you own? What valuation
method did you use to come up with the amount?• Have you unintentionally disinherited one of your
children?
By Robin C. Mueller, LUTCF
Understanding Opportunities for Financial Advisingin the Multiline Environment
Approaches
• Ask— “Oh, buy the way. . .”
• When was the last time you had your life insurance reviewed?
• Who do you have your life insurance with?• How much life insurance do you own? What valuation
method did you use to come up with the amount?• Have you unintentionally disinherited one of your
children?• Are you aware that your current homeowner’s
policy does not have a payoff provision in theevent you or your spouse have an untimelydeath? What are you doing about it?
By Robin C. Mueller, LUTCF
Understanding Opportunities for Financial Advisingin the Multiline Environment
Approaches
• Ask— “Oh, buy the way. . .”
• Have you ever heard of long term care Insurance? What are you doing about it?
By Robin C. Mueller, LUTCF
Understanding Opportunities for Financial Advisingin the Multiline Environment
Approaches
• Ask— “Oh, buy the way. . .”
• Have you ever heard of long term care Insurance? What are you doing about it?
• Have you given any thought as to who will takecare of you during your old age?
By Robin C. Mueller, LUTCF
Understanding Opportunities for Financial Advisingin the Multiline Environment
Approaches
• Ask— “Oh, buy the way. . .”
• Have you ever heard of long term care Insurance? What are you doing about it?
• Have you given any thought as to who will takecare of you during your old age?
• How have you provided for your family in the event you are unable to work again?
By Robin C. Mueller, LUTCF
Understanding Opportunities for Financial Advisingin the Multiline Environment
Approaches
• Ask— “Oh, buy the way. . .”
• Have you ever heard of long term care Insurance? What are you doing about it?
• Have you given any thought as to who will takecare of you during your old age?
• How have you provided for your family in the event you are unable to work again?
• When does your next CD mature? Do you have any objection if I call you 3 weeks before that date?
By Robin C. Mueller, LUTCF
Understanding Opportunities for Financial Advisingin the Multiline Environment
Approaches
• Ask— “Oh, buy the way. . .”
• Have you ever heard of long term care Insurance? What are you doing about it?
• Have you given any thought as to who will takecare of you during your old age?
• How have you provided for your family in the event you are unable to work again?
• When does your next CD mature? Do you have any objection if I call you 3 weeks before that date?
• Have you contributed to your 2002 IRA yet?
By Robin C. Mueller, LUTCF
Understanding Opportunities for Financial Advisingin the Multiline Environment
The real reasons why people buy
• Independence
By Robin C. Mueller, LUTCF
Understanding Opportunities for Financial Advisingin the Multiline Environment
The real reasons why people buy
• Independence• Buys time
By Robin C. Mueller, LUTCF
Understanding Opportunities for Financial Advisingin the Multiline Environment
The real reasons why people buy
• Independence• Buys time• Peace of mind
By Robin C. Mueller, LUTCF
Understanding Opportunities for Financial Advisingin the Multiline Environment
The real reasons why people buy
• Independence• Buys time• Peace of mind• Security
By Robin C. Mueller, LUTCF
Understanding Opportunities for Financial Advisingin the Multiline Environment
The real reasons why people buy
• Independence• Buys time• Peace of mind• Security• Lifestyle continuation
By Robin C. Mueller, LUTCF
Understanding Opportunities for Financial Advisingin the Multiline Environment
The real reasons why people buy
• Independence• Buys time• Peace of mind• Security• Lifestyle continuation• Dignity
By Robin C. Mueller, LUTCF
Understanding Opportunities for Financial Advisingin the Multiline Environment
Robin C. Mueller, LUTCF, has been in the insurance industry since 1979 and has worked with Multiline Agents since 1987. Today, Robin travels the country as a motivational speaker, entertainer and consultant. He tailor makes his presentations and is available for agency and company meetings. Robin can be reached at:
PO Box 320247, Franklin, WI 53132-0247
Phone: 414/525-7462, Fax: 414/525-7463
