Sales Ideas that work TODAY! Michael "Slades" Sladek - - PowerPoint PPT Presentation

Sales Ideas that work TODAY!

Michael "Slades" Sladek National Sales Director

Differentiate yourself

• Raving fans
• Decide what you want to be
• Figure out what the customer wants
• Deliver one better

Who is this?

The customer is rarely right… If you can get them to put themselves in your hands they will have a much better experience

Jim Rohn “Success is nothing more than a few simple disciplines, practiced every day; while failure is simply a few errors in judgment, repeated every

• day. It is the accumulative weight of our

disciplines and our judgments that lead us to either fortune or failure.”

Personal Interests and Responsibilities

Interests and responsibilities $1M to $3M $3M to $10M Total Make sure your heirs are taken care of 66.9% 93.6% 79.2% Having adequate medical coverage 78.1% 76.4% 77.3% Having enough money for retirement 87.3% 53.0% 71.5% Paying for a child or grandchild’s education 65.2% 26.6% 48.3% Being sued 37.4% 58.6% 47.3% Losing job or business 48.4% 30.5% 40.0) Having a high quality personal security 17.8% 40.4% 28.2% Taking care of parents 38.4% 16.1% 28.1% Making a meaningful gift to charity 21.9% 34.8% 27.8%

Source: Cultivating the Middle Class Millionaire (Russ Alan Prince and David A. Geracioti)

Best GUL Features in the Industry

GUL Sales Ideas

Your Client

• Ben, age 45
• Preferred Nontobacco
• $2,000,000 Death Benefit
• Full Pay to Guarantee 120
• $14.690 annual premium

Traditional Solution

Facts

• $2,000,000 face
• $14,690 annual premium
• Premiums to age 120

Guaranteed Refund Option Return in 15 years = $109,950 Return in: 20 years = $293,800 21 years = $308,490 22 years = $323,180 23 years = $337,870 24 years = $352,560 25 years is $367,250 Ben is all in or he is all out at each of his refund option points. He cannot do a partial surrender

New Solution

Facts

• Split the policy into two GUL

policies

• Policy 1 = $1,000,000
• $ 7,345 annually
• Policy 2 = $1,000,000
• $ 7,345 annually
• Same annual premium =

$14,690 Guaranteed Refund Option

• Return in 15 years
• Policy 1 = $55,088
• Policy 2 = $55,088
• Return per policy in:

20 years = $146,900 21 years = $154,245 22 years = $161,590 23 years = $168,935 24 years = $176,280 25 years = $183,650

Value and Flexibility

Benefits of Splitting Policies

• Could activate the Guaranteed Refund Option on either policy

and still have a solid death benefit from the other policy

• If chronically ill, can choose to accelerate either policy for up to

$800,000 in cumulative benefit

• Use the Guaranteed Refund Option on either to switch from life

insurance to LTC coverage depending on the needs

• Use the Guaranteed Refund Option on the first $1 million policy

in year 20 and use it to pay up the other $1 million policy

Two are better than one

Total return for $1,000,000 policy year 20 $146,900 Total premium necessary to guarantee $1,000,000 to age 120 $89,000 Remaining return available to client after funding policy $57,600

The Cold Facts

• More centenarians now then ever in history
• People can start collecting social security at age 62
• For some FRA is 65, 66 or 67
• People are living well into their 80s
• A married couple in their 60s has a 20% chance that one of

them will live to be 90.

• 1 in 5 people relies SOLEY on social security for their

retirement income.

• 2 in 5 rely on it for 90% of their retirement income.

I Sell Life insurance

I sell life insurance. Other salespeople are limited. The sell just furniture, appliances, cars or shoes. I sell these things too. And, I sell many things more. I sell meat and bread, and milk for the table of a family deprived of a father or mother. I sell cancelled mortgages so that mother or father and the children can live comfortably. I sell college educations to give youngsters better opportunities in life

I sell the little extras – ice cream cones, roller blades, movie tickets and a dress for the prom. I make life worth living – I sell time with grandchildren, golf clubs, fishing tackle, retirement income and self respect for later years. I sell all the necessities and good things of life, because life insurance is for the living. Yes, I sell life insurance and pardon me if my pride is showing.

I Sell Life insurance

Thank you!

17

Michael “Slades” Sladek National Sales Director Mutual of Omaha Michael.Sladek@MutualofOmaha.com W: (281) 713-8447