Daily sales & marketing tips for insurance professionals

Today the Insurance News Network reported the results of the 2005-2006 MetLife Employee Benefits Trend Study, which focused on Baby Boomers in the workplace.

And, while the survey identified the current problems of Boomers and retirement (lack of financial planning, saving, etc.), it did find that interest in long-term care insurance has grown leaps and bounds since last year–16 percent of Boomer employees ranked LTC as the most important employer benefit, up 8 percent from the 2004.

The survey reported that nearly half of all employees surveyed worried about providing for their long-term needs, as well as that of their spouses. And while 81 percent of large companies (25,000+ employees) are now incorporating LTC into their benefits packages, many Boomers aren’t yet receiving the benefit.

This is great news for LTC agents, who, as I’ve learned through my reading and research, can be easily frustrated by the lack of immediacy in LTC sales. Frustration aside, LTC sales can be quite lucrative (as you well know) and now’s the time to get on top of your game.

Get started by checking out our articles:

• Selling Long-Term Care Insurance: Tips from the Pros
• Selling to Baby Boomers: Debunking the Myths
• Marketing to Female Baby Boomers: Growing Numbers Require a Different Approach.

And, if you’d like to divulge any tips or best practices, be sure to do so via “Comments”. Or as I like to call it, “Sharing the Love”.

[ADDITIONAL READING]: Check out our Baby Boomer post from last week here, and the full INN article here (subscription free!).

I came across a moving article today regarding the Mardi Gras celebration in New Orleans, just six months after Katrina ravaged the city. It conjures some great imagery and incredible juxtapositions between the colorful, exuberant celebration of Mardi Gras and the utter devastation that still lies mere blocks from Bourbon Street.

If you have the time, it’s definitely worth checking out.

Source: Insurance Journal, Associated Press

With more and more consumers turning to the Internet to shop for and buy insurance, more and more insurers are realizing the importance of incorporating quality content into their Web sites.

As some of you might know, the Insurance Journal unveiled a great new
resource in 2005 to help agents meet these changing needs: the “How to Write” seminar series.

The seminars consist of live, interactive broadcasts and are focused on helping insurance professionals evolve with the times and grow their businesses accordingly.

Because the ‘05 seminars were so popular, the Insurance Journal is bringing them back for 2006. The new lineup is set to come out sometime next month (March) so click here to register–and check back for the ‘06 seminar schedule. Oh, did I mention registration is completely FREE for insurance professionals?

And, to help fill the void the Insurance Journal has temporarily left, check out our article, “Writing Web Articles: The New Key to Success”. It’s sure to bring out the Hemmingway in you–and grab the attention of Web users looking for what you have to offer.

And remember, my fellow Agent Blogger, Penny and I are here for you! We’re full-time copywriters, so if you have any questions as you start writing your Web articles, don’t hesitate to ask. We’d be happy to help, and not because it’ll impress the boss. We actually like it. A lot.

Happy writing!

Here’s a quiz for you today: Do you know the difference between busyness and actual productivity?

Good time management!

As I was reading a back issue of the Insurance Journal today and contemplating that simple truth, I realized just what a cord it struck for me.

Like many of you, I often struggle with prioritizing my time. I want to accomplish so much more than there’s really time for, yet I’m not sure what’s most important.

But this article showed me that the measure of my success lies in understanding my goals, then using them to prioritize my tasks so I can generate maximum revenue every day.

…Read the rest of this entry »

Yesterday, P&C blog IndemniBlog posted on California’s plans to expand its state-run auto insurance plans to provide coverage for low-income drivers.

The gist:

Qualifying households (that fall within 250 percent of the poverty line and include a driver with no more than one point on their driving record) can receive coverage, that by the way, falls below the California’s minimums. Under the low-income plan, drivers would receive $10,000 in bodily injury coverage per person, $20,000 per accident and a mere $3,000 for property damage.

…Read the rest of this entry »

If you’re a North Carolina auto insurance provider, you might want to warn your customers not to let their auto insurance lapse at renewal time.

Why? Because they might just get their license plates revoked.

At least 5,300 drivers across the state have now had their tags confiscated by local law enforcement for driving without insurance, according to today’s story in a national insurance publication known as Claims Guides.

This recent statewide measure, which took effect last December, was initiated in an effort to curb driving without auto insurance, and to lower auto insurance rates for drivers who do carry insurance.

…Read the rest of this entry »

Earlier this month, we posted about the resignation of Louisiana Commissioner Robert Wooley who took over for former Commissioner, Jim Brown after he was sentenced to six months in prison for lying to the FBI.

Now, Brown speaks with the Insurance Journal about the ups and downs of his career in an interview published today. In the interview, Brown disputes his guilty charge following 57 counts of insurance fraud (which were later thrown out) and how the “major effort’ by the federal government to “go after” then-governor Edwards contributed to his persecution.

Brown also talks about his guilty sentence, his time in prison and how it spawned his “labor of love”, Justice Denied, a book chronicling his experiences. In addition to the legal drama, the former commissioner also comments on the chaos of Katrina-ravaged Louisiana.

It’s an interesting interview. You can listen to it here, courtesy of the Insurance Journal.

[BONUS LINK]: Jim Brown hosts his own Web site where he posts to a blog, answers questions from readers, comments on insurance news and posts photos and thoughts about post-Katrina Louisiana (including the song for New Orleans by Andrew Gregory). Check it out–it’s a goodie.

So there’s a rumor on the street that the first of the Baby Boomers turned 60 this year. Have you heard this crazy gossip?

If you’re like me, you probably feel browbeaten by the all recent cliche financial planning commercials playing to this age group. And, while I agree that these commercials are cheesy (and ineffective), financial institutions are right to target America’s 78 million Baby Boomers.

Why target Baby Boomers?

…Read the rest of this entry »

If you’re looking for a great way to expand business opportunities and draw in loads of customers, try establishing your own personalized Web site.

According to one site for agents, there are some basic reasons every agent should have their own Web site, including:

1. Your prospects assume you have one.
2. Your competition hopes you don’t.
3. It helps improve your professional image.
4. It helps you expand your market.
5. You’ll spend less time on the phone educating your clients.
6. You’ll be open for business 24/7.
7. Prospects can browse carrier information right on your site, when they’re ready to buy.
8. It sells your company for you.
9. It’s affordable, and pays for itself in short order with new business gained.

…Read the rest of this entry »

2005 was the year of researching and purchasing auto insurance online, says comScore Networks, a company which analyzes Internet usage to measure and understand consumer behavior and attitudes.

The recent comScore analysis showed a dramatic increase in the total number of auto insurance quotes submitted online, up 24 percent in 2005; online auto insurance purchases jumped 29 percent in 2005.

Why the increase?

Nicolas Tabbal, VP of comScore’s Financial Division points out that consumers are becoming more comfortable conducting business online.

Another factor in the spike: consumers are finding what they need online, including informational articles on auto insurance, a menu of coverage options and recommendations tailored to their specific needs. As a result, quote requests submitted at insurer Web sites jumped 75 percent this year.

How can insurance agents take advantage of this trend?

…Read the rest of this entry »