Embed Size (px)
DESCRIPTION
The How's and Why's of marketing Life and Planning products as a P&C agent.
Citation preview
Morstan Plus Building a Strong Life and Health Business
Presented by Michael Gottdank, VP Agency Development, Fall 2013
Objectives
• Why increase the Life Insurance footprint in your agency?
• Is there a need?
• But are they Buying?
• Why you, Why now?
• Why Morstan?
• What sets us apart?
• Achieving Liftoff…..
• Tools to get the job done…
• In Short…
Presented by Michael Gottdank, VP Agency Development, Fall 2013
Morstan
Plus
Put life in your agency
Why Life Insurance?
• Increased Revenue -
Your clients are buying it from someone, why not you
• Retention -
Added products strengthens your relationship with your P&C
client
• Every client should have one!
Existing or New, either way the opportunity is there.
• Also creates a legacy of other cross selling opportunities
Within your P&C client base there is a wide range of clients
which may open the door to Life, Group Health, and
Retirement Planning….
Presented by Michael Gottdank, VP Agency Development, Fall 2013
Morstan
Plus
Put life in your agency
The Need is Great!
• 58 million or half of all U.S. households say they need more Life Insurance.*
• Individual Life Insurance sales are at a 50-year low.*
• 25% of households say they intend to purchase within the next 12 months.**
• 4 in 10 households with children under age 18 say they would have trouble meeting expenses if a breadwinner were to die.**
Presented by Michael Gottdank, VP Agency Development, Fall 2013
Morstan
Plus
Put life in your agency
But are they Buying?
• Measuring success, and opportunities…
Presented by Michael Gottdank, VP Agency Development, Fall 2013
Morstan
Plus
Put life in your agency
Why you, Why now?
• As a P&C broker your clients are in front of you every day
• You may be addressing a vital need
• Add more value to your offering and your brand
• Segway into Group Health, Group Life, and other benefits
• We are here to do the heavy lifting and help grow your business
• Increase revenue and retention
• So many changes in the Insurance Market and Products
Lifetime Income Benefit Riders on Annuities (Longevity Products)
Return of Premium Products
Living Benefit Riders, etc. etc.
Indexed Products (market gains with minimal risk)
Presented by Michael Gottdank, VP Agency Development, Fall 2013
Morstan
Plus
Put life in your agency
Why Morstan?
• Morstan has been your P&C partner for nearly 50 years
We understand that your needs may go beyond P&C Lines
• It is unimportant for us how large a part Life products play in your agency. We are concerned with THREE things only!
1) Providing you with the assistance you need at your pace.
2) Helping you develop new revenue streams and increase client
retention.
3) Making sure that you SHINE in front of your clients no matter what
product.
• Direct access to a long list of the top rated carriers
• Ability to quote the most competitive premiums
Presented by Michael Gottdank, VP Agency Development, Fall 2013
Morstan
Plus
Put life in your agency
What sets us apart?
• Sales assistance throughout the entire process
• Customized marketing material from high-profile carriers
• Customized marketing material specifically for your agency
• Unparalleled back-office support and Case management
Morstan Plus was conceived to provide you, our Property &
Casualty brokers, with the ideas, strategies, and support necessary
to grow your life, health, and retirement planning business.
As one of the leading Insurance General Agencies, we offer you the
highest levels of personal and professional service. We are here to
help you find the right product and best solution for EVERY client.
Presented by Michael Gottdank, VP Agency Development, Fall 2013
Morstan
Plus
Put life in your agency
Achieving Liftoff…
• “Start the Conversation”
“Do you have Life Insurance”?
“Would you like us to assess your current coverage”?
“The market has changed, do you have the best value”?
• Dig into your book of Business
• The Health Insurance Opportunity
The market is in turmoil, but there is also opportunity with
new and innovative coverage solutions that translate into
big savings
• Use our marketing material (passively promote each client
you see)
Presented by Michael Gottdank, VP Agency Development, Fall 2013
Morstan
Plus
Put life in your agency
Tools to get the job done…
• Tools to help you develop your brand
Counter/Desk Poster and Brochures
Customized Marketing (Carrier Branded)
Mailing and email content
• Tools to help you present
Product Videos
Analysis Calculators (Life, Annuities, DI, etc)
• Tools to help you write your cases
Quoting and Forms Engine
Wealth of product guides and questionnaires
Presented by Michael Gottdank, VP Agency Development, Fall 2013
Morstan
Plus
Put life in your agency
In Short…
• Individual Life Insurance is Undersold
• You are positioned perfectly
• We are here to assist you (7 days a week)
• Consumers admit to neglecting Life Insurance
A $20 TRILLION Coverage Gap* is waiting to be filled
Presented by Michael Gottdank, VP Agency Development, Fall 2013
Morstan
Plus
Put life in your agency
* Source: Swiss Re “The Mortality Protection Gap in the U.S.”, August 2012
Thank You….
www.morsatnplus.com
Michael Gottdank, MBA
VP Agency Development
Tel: 732-726-1400 ext. 221
Cell: 646-709-4849
Presented by Michael Gottdank, VP Agency Development, Fall 2013
Morstan
Plus
Put life in your agency
