Agent's Sales Journal: Five New Articles

Multigenerational Marketing: The Ageless Approach to Reaching Prospects

According to a 2010 study by the Nielsen group, "Mining the U.S. Generation Gaps," there are fundamental differences in the shopping habits of different generations. While Boomers increased their Twitter use by 469 percent in 2009 and tend to spend a large portion of their time casually shopping online, Gen X is more strapped for time and needs quick-hit messages, albeit ones that are still delivered online. While an email might grab a senior's attention, a Millennial (also known as a member of Gen Y) might respond better to an ad they see on Hulu or YouTube.

A Buoyant Outlook for LTCI

Optimism.  It permeated the 500 producers and marketing organizations at the American Association of Long-Term Care Insurance's 2011 Summit. Chalk it up perhaps to the industry's new "3 in 4" campaign, or to the fact that, after a turbulent last year, companies and products seem stable and ready for prime time. Some might attribute this optimism to the simple fact that those in attendance were the survivors. And yet, I don't think the word "optimistic" quite captures the spirit of the event. In fact, what was present was an emotion that hasn't been witnessed for nearly a decade. Could it have been exuberance?

FAQ: Medicare Supplement Plan Pricing

Question: "Is the lowest priced Medicare supplement plan the best option for my clients?" Answer: In an effort to sell Medicare supplement plans at the lowest possible price, some agents are adding to the confusion for seniors.  The reality is that many people do not fully understand the difference between a Plan N and a Plan F supplement, and may be afraid to ask during the sales process. Because of this, agents should always take the initiative to explain the difference.

Required Minimum Distributions: Turning Details into Opportunities

I remember very early on in my insurance career hearing a sales person say: "Get the money first and straighten out the details later." Being the type of person that believes the money is in the details, I struggled with this thought process then, and I still do today.  I am one of those detail-oriented people that can drive some of you, simply put, nuts!

Of Budgets and Benefits

For a while now, I've had a Google Alert set up for "Employee Benefits" that sends me a daily digest of news and web activity related to our profession. While the number of articles and items may vary from day to day, there has been noticeable increase in the quantity and quality of the content landing in my Inbox.