developing a strong life and health business - a road map for p&c agencies

Morstan Plus Building a Strong Life and Health Business

Presented by Michael Gottdank, VP Agency Development, Fall 2013

Objectives

• Why increase the Life Insurance footprint in your agency?

• Is there a need?

• But are they Buying?

• Why you, Why now?

• Why Morstan?

• What sets us apart?

• Achieving Liftoff…

• Tools to get the job done…

• In Short…


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Put life in your agency

Why Life Insurance?

• Increased Revenue Your clients are buying it from someone, why not you

• Retention Added products strengthens your relationship with your P&C

client

• Every client should have one Existing or New, either way the opportunity is there.

• Also creates a legacy of other cross selling opportunities Within your P&C client base there is a wide range of clients

which may open the door to Life, Group Health, and Retirement Planning…


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The Need is Great!

• 58 million or half of all U.S. households say they need more Life Insurance.*

• Individual Life Insurance sales are at a 50-year low.*

• 25% of households say they intend to purchase within the next 12 months.**

• 4 in 10 households with children under age 18 say they would have trouble meeting expenses if a breadwinner were to die.**


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But are they Buying?

• Measuring success, and opportunities…


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Why you, Why now?

• As a P&C broker your clients are in front of you every day

• You may be addressing a vital need

• Add more value to your offering, your brand, and your agency

• Segway into Group Health, Group Life, and other benefits

• We are here to do the heavy lifting and help grow your business

• Increase revenue and retention

• So many changes in the Insurance Market and Products Lifetime Income Benefit Riders on Annuities (Longevity Products) Return of Premium Products Living Benefit Riders, etc. etc. Indexed Products (market gains with minimal risk)


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Why Morstan?

• Morstan has been your P&C partner for nearly 50 years We understand that your needs may go beyond P&C Lines

• It is unimportant for us how large a part Life products play in your agency. We are concerned with THREE things only!

1) Providing you with the assistance you need at your pace.

2) Helping you develop new revenue streams and increase client retention.

3) Making sure that you SHINE in front of your clients no matter what product.

• Direct access to a long list of the top rated carriers

• Ability to quote the most competitive premiums


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What sets us apart?

• Sales assistance throughout the entire process

• Customized marketing material from high-profile carriers

• Customized marketing material specifically for your agency

• Unparalleled back-office support and case management

Morstan Plus was conceived to provide you, our Property & Casualty brokers, with the ideas, strategies, and support necessary to grow your life, health, and retirement planning business.

As one of the leading Insurance General Agencies, we offer you the highest levels of personal and professional service. We are here to help you find the right product and best solution for EVERY client.


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Achieving Liftoff…

• “Start the Conversation” “Do you have Life Insurance”

“Would you like us to assess your current coverage”

“The market has changed, do you have the best value”

• Dig into your book of Business

• The Health Insurance Opportunity The market is in turmoil, but there is also opportunity with new

and innovative coverage solutions that translate into big savings

• Use our marketing material (passively promote each client you see)


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Tools to get the job done…

• Tools to help you develop your brand Counter/Desk Poster and Brochures

Customized Marketing (Carrier Branded)

Mailing and email content

• Tools to help you present Product Videos

Analysis Calculators (Life, Annuities, DI, etc)

• Tools to help you write your cases Quoting and Forms Engine

Wealth of product guides and questionnaires


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In Short…

• Individual Life Insurance is UNDERSOLD

• You are positioned perfectly

• We are here to assist you (7 days a week)

• Consumers admit to neglecting Life Insurance

A $20 TRILLION Coverage Gap* is waiting to be filled


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* Source: Swiss Re “The Mortality Protection Gap in the U.S.”, August 2012

Thank You….

Brandon, Margate, Daytona, FL - Woodbridge, Cherry Hill, NJ – New York, Manhasset, NY - Columbus, OH

Michael Gottdank, MBA VP Agency Development The Aspen Building1460 Route 9 North Woodbridge, NJ 07095

Tel: 732-726-1400 ext. 221Cell: [email protected]



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Visit us at…

www.morstanplus.com

www.morstan.com

developing a strong life and health business - a road map for p&c agencies

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