For Producers For Companies

for working with combo products

Start where the client is at, and make changes as circumstances change.

–Paul Ramseth, American Express Financial Advisors

Clearly state what the product is on applications and other product materials.

–Celeste Cardin, Allmerica Financial, Worcester, Mass.

Dont expect to do all the client education in a couple of meetings.

–Paul Ramseth, American Express Financial Advisors

Put the product information on a laptop, in a presentation that lets client and producer learn together.

Robert Littell, Littell Consulting Services, Atlanta

Make it simple enough for clients to understandand to deter charges that you didnt tell the client.

–Robert Littell, Littell Consulting Services, Atlanta

Reduce the concept to an easily expressed 25 words or less.

–Tad Verney, principal of Disability Insurance Specialists, Bloomfield, Conn.

Present the product as an alternative to more traditional designs.

–Robert A. Miller, CNA, Nashville.

Consider these products to be door-openers to sales in broker-dealers and banks.

–Christine Ryan, John Hancock, Boston

Focus on your clients need, and make it (the products role in meeting the need) real.

–Christine Ryan, John Hancock, Boston

Build artificial intelligence into electronic training, to give producers immediate feedback on product and strategy questions.

Robert Littell, Littell Consulting Services, Atlanta


Reproduced from National Underwriter Life & Health/Financial Services Edition, December 10, 2001. Copyright 2001 by The National Underwriter Company in the serial publication. All rights reserved.Copyright in this article as an independent work may be held by the author.


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