The insurance company and products you choose depends on the target market you will be trying to work with. If you will be working with your existing Medicare clientele (age 65+), they may be interested in insurance that will provide for final expenses, like funeral and burial costs. They may also be concerned with their legacy and estate planning needs, such as maximizing tax-free inheritance to families or charities. In this case, companies that specialize in whole life insurance would be a key consideration.
Younger clients, with young families, are typically concerned with replacing income and providing for their family in the event of death as a primary need. Utilizing life insurance as a tax-efficient savings vehicle for asset accumulation may also be a secondary goal. If you are going to expand your target market and sell to a younger clientele, beyond your Medicare audience, then companies with product lines specializing in term life and long-term cash accumulation vehicles will be needed.
In regards to choosing a specific company, use the criteria above to focus in on your target client and their needs. Then, consider contracting with multiple credible life insurance carriers to offer an arsenal of products for various scenarios. This will allow you to shop options with an independent perspective to identify the best fit for your clients.
Do you have a question you’d like to ask our advisory board? Click here to submit a challenge.