How Advisors Can Leverage The Thanksgiving Holiday

November is here and with it comes the “unofficial” beginning of the holiday season. By the time you’ve finished reading this, most stores will have moved their Halloween stock to the bargain bin, bringing out any Christmas inventory that isn’t already on display. Yes, the holiday shopping blitz is underway and consumers are reacting with the typical “uggg, Christmas decorations already? I’ve barely started thinking about Thanksgiving!” And this is exactly why agents and advisors should be thinking about Thanksgiving.

Maybe it’s the sentiment surrounding the occasion or the lively, yet still-lighthearted stroll we take during the weeks before the rush that kicks off on Black Friday, but there is something about Thanksgiving that presents a golden opportunity to interact, engage, and foster relationships. The overall goal of a Thanksgiving marketing campaign is more about showing appreciation than sealing a deal. You can achieve this by setting aside the sales pitches in favor of soft, subtle touches that tap into the traditional spirit of food, family, and friends. Here are a few ideas to try out over the coming weeks.

“30 Days of Thanks” Social Media Campaign

This is a simple, low-to-no-cost way to boost your social media presence and show a little personality to your audience. Spend a few minutes each day thinking of something that you are personally thankful for and share the sentiment across your social networks. Encourage your followers to reply with their own expressions of gratitude and use relevant hashtags (listed below) for improved organic reach.

• #ThankfulEveryday
• #GivingThanks
• #30DaysOfThanks
• #CountYourBlessings
• #Gratitude

A straight month of social media content can be a little taxing, so try switching gears from funny one day to heartfelt the next. Just make sure to keep things simple, genuine, and—most importantly—positive. And do your best to remain consistent throughout the entire month. Feel free to pull from the example below to get things started:

“Day One of #30DaysOfThanks – I am #ThankfulEveryday for the continued support of my #family and #friends who have stood beside me through the good times and bad times. To them, I say #ThankYou. What are you most #Thankful for this holiday season?

Thanksgiving Giveaways and Gifts

Raffles and giveaways are extremely popular during the holidays, especially when the offer involves food. Depending on your specific goal, there are a few different ways to approach a Thanksgiving giveaway.

If you simply want to give your clients a small token of appreciation, send them a gift card for a local grocery store, bakery or winery. If your client list is too big to justify the cost, randomly select one or two to receive a free turkey or gift certificate that will cover a pre-Thanksgiving dinner date at one of your finer local restaurants. Or consider the incentive-based approach and offer to your clients a raffle ticket for referrals, sharing your Facebook page, or scheduling an appointment for a policy review.

For prospecting and lead generation, a heavily promoted Thanksgiving contest can be a good way to draw new people into your pipeline. Whatever direction you decide to go, make sure you stay within the boundaries set by state and federal giveaway regulations.

Recipes and Holiday Cooking Tips

Do you have an old family recipe that’s too good to keep to yourself? Maybe you know the secret to cooking the perfect turkey or have a few quick and simple appetizer ideas. Online searches for recipes and menu ideas skyrocket during November. Offering your own culinary tips, tricks, and techniques can be a great way to latch onto one of the top trending searches of the month, so you’ll definitely want to include these in a

blog post and share liberally on your social media pages. Your monthly newsletter, email blasts, and direct mailers are also good delivery methods to consider. This is a subtle, yet effective form of content marketing that can not only help with brand awareness but make you come across as more personable to clients and prospects.

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Legacy Financial Partners is thankful for YOU. Request our free 2018 Off-Holiday Marketing guide which provides tips for year-round engagement with prospects and clients.

 

What Your Clients Need To Know About The 2019 Social Security COLA Boost

Four months after the ominous Board of Trustees report that brought concerns of insolvency to the forefront, Social Security is back in the news.

Starting January 1, 2019, the largest Cost-Of-Living Adjustment since 2012 will go into effect. The 2.8% bump will increase the estimated average monthly benefits for all retired workers from $1,422 to $1,461. The maximum monthly benefits a worker who retires at full retirement age (currently set at age 66 for anyone born between 1943 – 1954) will go up from $2,788 to $2,861. Couples who are both receiving benefits will get an estimated average of $2,448 per month, up from last year’s $2,381 average.

Changes to yearly earning limits and reductions include:

  • A $1 reduction for every $2 earned about the new annual limit of $17,640 for those who claim benefits between age 62 and full retirement age. The annual limit before the 2019 COLA adjustment was $17,040.
  • A $1 reduction for every $3 earned about the new annual limit of $46.920 for the year in which the beneficiary reaches full retirement age.

Historically, the Social Security Administration only counts earnings before the month an individual reaches full retirement age, at which point their benefits will no longer be reduced regardless of how much they earn per year. This will remain unchanged when the COLA increase goes into effect.

Along with the increased benefits, the SSA has also upped the maximum amount of earning that are subject to FICA tax (the 6.2% payroll tax that funds Social Security) from $128,000 to $132,900. This will see higher wage earners, those who make anywhere between the 2018 cap and next year’s threshold, contributing more in taxes than before.

So, is the 2019 COLA increase reason for retirees or those approaching retirement to celebrate? Well, yes and no. While it might not look like much on paper, an extra $39 a month could be a huge boost for someone who relies heavily on Social Security benefits. That

said,

because COLA is designed to address inflation, that 2.8% could easily be eaten up the rising costs of food, housing, fuel, and, well just about everything else. This means that, realistically, the adjustment will likely keep the playing field level, rather than give retirees very much financial wiggle room.

Another thing to consider is that we are still at least a month away from an announcement on any changes coming to Medicare premiums for 2019, which will affect the monthly payments for those enrolled in the program. According to the Social Security Administration, beneficiaries will find out in December what their actual benefits will be for 2019.

Yes, the optics of the most significant COLA increase in seven years look good on the surface. But financial advisors should still make Social Security awareness and education a priority when interacting with clients and prospects. Because there are multiple variables involved with Social Security (when to claim, whether or not to keep working, etc.), those who don’t have a solid grasp on the program could easily miss out on strategies that will help maximize their benefit amounts.

To help, Legacy Financial Partners has put together a newly updated Overview of Social Security & Retirement Benefits guide. Designed for consumers, the guide covers the ins-and-outs of Social Security retirement benefits in a way that will help them make an informed decision as you work together on their overall plan.

If you would like to request a copy, get in touch at 877-614-0141, or info@legacy-financial-partners.com

 

 

 

 

Exploring Behavioral Finance Bias

Selling financial products and services can be a challenging profession. The process of turning a newly identified lead into a loyal client involves multiple factors. Everything from your initial marketing touches to the way you come across during personal interactions can, and will, influence the consumer’s final decision. One of the biggest factors at play here is also among the most challenging to work through – behavioral finance bias.

A concept rooted within the sub-field of behavioral economics, behavioral finance bias involves the psychological, social, and personal reasons a consumer might struggle to make rational financial decisions (spending, saving, investing, etc.). More broadly speaking, these biases are the answer to questions like:

  • Why do your clients balk at logical solutions?
  • Why are some people so quick to reject options that will help achieve their goals?
  • Why are you getting panicked phone calls from a client who suddenly changed their mind about a sturdy financial plan?

The cognitive and emotional nature of these biases can present a tough obstacle to overcome, despite the obvious and significant impact they may have on the consumer’s finances (and, in turn, your ability to write business). However, a little insight can be a valuable tool when trying to convince a biased consumer to make a rational financial decision. Let’s break down a few of the more common biases.

Loss Aversion:

This describes the tendency to avoid loss, rather than go after gains. For example, the emotional effect of losing $100 is heavier than the financial gain of finding $100 on the sidewalk. This can impact the ability to fully recognize the value of products with growth components or even lead to a flat-out rejection of any financial solution whatsoever.

Confirmation Bias:

You don’t have to look very hard to see examples of confirmation bias. This is where a person will ignore information that contradicts their own beliefs or spin that information in a way that supports a predetermined conclusion. Because it can create a sense of overconfidence, confirmation bias can have dramatic consequences on one’s financial decision making. A client or prospect with a heavy confirmation bias will often resist advice or options, even if backed by research or relevant information.

Snake Bite Effect:

Once bitten, twice shy. It’s only natural for people who have a negative experience with financial solutions (or know someone who has) to be overly cautious when presented with a product or plan. The issue here is that the conditions could be completely different, or the consumer could be conflating products that are not comparable.

Endowment Effect:

Some people tend to hold on to properties they already own, placing more value than they are actually worth. For instance, a prospect may have a large sum of money in a low-growth savings account, but because they have accumulated that sum over a long length of time, they may be averse to using these funds to purchase specific retirement vehicles that may be more appropriate for their retirement goals.

Most, if not all, advisors will encounter these and other behavioral finance biases at some point in their career. In fact, it wouldn’t be a stretch to say that nearly every consumer (yourself included) carries some sort of bias affecting their decisions. The problem arises when that bias, whatever it is, creates misconceptions about the value of money and financial planning. Overcoming a behavioral bias, while possible, can be a little more challenging than a “typical” consumer objection, especially when that bias is rooted in emotions and/or personal experiences. The trick is to first identify the bias as soon as possible and use probing skills to determine why that specific person holds that specific bias. From there, use your expertise to educate, inform, and (hopefully) change their perspective.

Story-Driven Content Marketing Tips for Financial Professionals

Content marketing is becoming one of the most valuable and effective methods for consumer engagement, rapidly outpacing traditional strategies many businesses have come to rely upon. According to recent studies, 70% of internet users would rather learn about a product or service through content versus traditional (print, TV, radio) advertisements (Cision). Chances are, most of you are already engaged in some form of content marketing, be it through press releases, blogging, or social media posts. While the overall goal for any marketing strategy – content or traditional – is the same, there is one aspect that separates the former from the latter – storytelling.

The concept behind story-driven content marketing is simple – deliver the message in a way that resonates with the people you are trying to reach. Note that we use (and emphasize) the word “people,” rather than “consumer” or “prospect” here. This is an important distinction to make, especially for financial professionals. After all, you’ve built a career around your ability to make personal connections with clients, so why wouldn’t you use a marketing strategy that does the same?

Humanize Your Message

Like any other entrepreneur, you are selling a product – financial advice, life insurance policies, annuities, etc. Beyond that, you are offering something far more significant – peace of mind, protection, the financial security to retire without worry. These are more than just buzzwords we see used frequently in ad/marketing campaigns, they are real goals set by real people. Facts, figures, percentages, and stats are all an important part of the overall persuasion process, but not many people find data emotionally compelling.

A good way to capture their attention is to lead with a narrative that focuses on the overall value of financial services/retirement planning, rather than you specifically. Tell a story based on the goals, concerns, situations, pain points, and – ultimately – solutions that many people experience on their journey toward retirement/financial independence. Remember, at this point, you’re trying to engage; not sell. Keep things loose and low-pressure, but close with a call to action. Once your well-crafted and emotionally-relevant story draws them into your funnel, follow up with more detailed and specified content geared toward their situation.

Fine-tune Your Message

Before launching your story-driven content marketing campaign, there are a few key things to remember:

  • Be Concise: A little creativity and flowery language is fine and can often help drive the emotional aspect of your content, but don’t go overboard. Your narrative should be well-rounded, but short, to the point, and easily digestible. Definitely avoid using jargon and industry speak until they get a little farther along in the funnel.
  • Be Real: Most people can smell a hard sales-pitch a mile away. This is one reason why more businesses are moving away from traditional marketing in favor of content marketing. A good story-driven campaign shouldn’t come across as an obvious advertisement, but more of like conversation that gets more personal with each interaction.
  • Be Credible: Not only should your narrative feel real, it should be Using a real-life scenario as the foundation to your message can bring a sense of authenticity to the table. Clients who have given referrals or testimonials are a good source for this. Reach out and see if any might be willing to share their success stories (just be sure to leave out any personal information).

**Side Note – This tactic can also be used for agent/advisor recruitment campaigns. Who better to speak on the benefits your agency has to offer than current employees?

Delivering Your Message

The medium used to deliver your content can be just as important as the content itself. While blog posts and/or emails might be ideal for written content, you shouldn’t limit yourself to one or two delivery methods. If you aren’t camera shy, consider repurposing your content as a script for a short video to post on social media and your website. This will let your audience put a face with your name and, hopefully, build a little trust and credibility in the process.

Another thing to keep in mind is that “story-driven” doesn’t have to mean “long-form” content. A well-designed mailer or graphic posted on social media that uses compelling imagery and minimal text can just as effective as a two – three paragraph narrative. Whatever method(s) you go with (we highly recommend using more than one), stay focused on making meaningful and emotional connections with your audience.

It’s Your Turn

Have you delved into the world of story-driven content marketing? If so, did your efforts pay off? What worked for you? What didn’t work? If your campaigns could benefit from a little outside support, or if you just want to brag about your latest success, feel free to get in touch. We’d love to hear your story.

 

 

CD Replacement Month Is Here

Black Monday, 1987. The origins of CD Replacement month.

Historically speaking, October has been a tumultuous month for the economy. This year, the first full month of fall will bring the 31st anniversary of Black Monday (October 19, 1987) and the 29th anniversary of the Friday the 13th Mini Crash (1989). While the more recent financial crisis of 2008 played out over several months, much of the action – Lehman Brothers and WaMu bankruptcies, stock market crashes, global panic, bailouts, etc. – all took place during the last half of September and throughout October. We won’t get into the reasons behind these crashes/crises, but each had one common result – investors went scrambling for safety.

Looking back to the Black Monday crash when the Dow Jones Industrial Average sank by 22.6%, many found that safety in the form of Certificates of Deposit. Consumers impacted by the “first modern crash” withdrew their exposed investments and transferred their money into CDs. With guaranteed interest rates and FDIC backing, CDs were a widely used means of protecting one’s money from market volatility; a fact that remains true today. Granted, the return on CDs today is nowhere near what it was 31 years ago and things are slowly improving thanks to the recent federal interest rate hikes.

However, due to their low rate of return, CDs, do not hedge against inflation very well when compared to other products, like certain annuities. This is especially true with long-term CDs that many consumers automatically renew out of habit. This means that some consumers may be losing real-world value that could be parlayed into another solution that works better against inflation and could provide lifetime income. Because six-month and twelve-month CDs are up for renewal, October and April are often referred to as CD replacement months.

Although this week’s rate hike will boost the “risk-free” return for CDs (and annuities), it will take at least 30 days for that increase to go into effect. This means that consumers who jump the gun will be locked into the lower rates and be stuck holding onto an investment that might not keep up with inflation. That said, the top-of-mind awareness created by CD Renewal Month is a great opportunity for advisors to start the conversation with clients and prospects.

While that conversation will vary depending on the consumer’s specific situation and goals, this is the ideal time to get the ball rolling. This could involve a CD review or renewal, an overview of options and alternatives they might not be aware of, or just an informal discussion about using CDs as a retirement savings vehicle. Whatever the situation calls for, Legacy Financial Partners has a wealth of resources for agents and advisors looking to leverage these CD replacement opportunities.

Our 2018 CD Renewal Kit is a comprehensive AND complimentary package that includes a CD prospecting letter, consumer-facing presentations, and additional materials that will help you take full advantage of CD replacement month.

2018 CD Renewal Kit

 

 

Four Existing Resources Advisors Can Use to Boost LIAM Marketing Efforts

Like any entrepreneur, many financial advisors set aside at least a few hours a week looking for tips that will help take their marketing game to the next level (much like you’re doing right now).

Keeping up with the latest trends and constantly evolving digital landscape—and implementing them into your existing marketing strategy—can be a time consuming, but necessary endeavor for advisors trying to stay ahead of their competition. While the time you spend looking for the next big marketing opportunity is certainly not wasted, sometimes it can be more efficient to stick with your existing resources.

For instance, we are now halfway through Life Insurance Awareness Month. With only a couple of weeks left to take advantage of the top-of-mind momentum created by this educational initiative, now might not be the best time to launch an untested marketing plan. This is one of those situations where the most effective and practical solutions might be those resources already at your disposal. Such as…

Current Clients

The old saying, “dance with the one who brung ya,” can be words to live by when time is of the essence. For advisors, this means leveraging your current book of business to create new opportunities. Much like you would for milestone occasions (birthdays, anniversaries, holidays, etc.), reach out to your existing clients with an email about life insurance coverage. This can be a reminder about a policy review or update, information about new products, or a simple invitation for an in-person appointment.

For example:

Prospect Lists

No matter where the prospect is in your marketing funnel, an event such as LIAM presents an opportunity to move them one step closer to conversion. Consider this an extension of your ongoing drip campaign and make contact through your regular newsletter or a lead nurturing email.

For Example:

 

 

LinkedIn

As the most popular social network Facebook is the typically the “go-to” platform for lead generation and advertising. However, LinkedIn is also a great marketing resource, especially for advisors trying to make professional connections. Like Facebook, LinkedIn allows you to post relevant content, share it with your connections, and participate in groups. Additionally, LinkedIn offers a wide range of targeting options for ad campaigns and sponsored posts.

Printed Promotional Materials

In the digital age, the value of printed materials is often overlooked. According to the 2017 Direct Marketing Association Response Rate Report, direct mail response rates once again outranked digital (5.1% for house lists and 2.9% for prospect lists versus 2% for all digital channels combined). While effective, a direct mail campaign might not get off the ground quick enough to capitalize on the remaining LIAM momentum. This is when flyers and/or poster might be a good (and more immediate) alternative to consider. With a little legwork, a well-designed flyer that directs åpeople to your website is an inexpensive and effective method to promote your brand and services. Just make sure they’re in a well-trafficked area and posted with permission.

Ideal spots might include:

  • Public Library
  • Coffee Shops
  • Book Stores
  • Banks
  • Grocery Stores
  • Gyms/Fitness Centers

Request our Life Insurance Awareness Month Kit to make the most out of your life insurance prospecting efforts.

What You’ll Get:

  • Customizable Prospecting Letters
  • Email Drip Templates
  • Factfinder
  • Life Insurance Prospecting Ideas
  • Concept and Presentation Pieces
  • Consumer Facing Life Insurance Overview Powerpoint and more!

    Life Insurance Awareness Month Form

Using Social Media During Life Insurance Awareness Month

Awareness campaigns and social media go hand in hand. No matter the topic or cause, these initiatives would struggle to get off the ground without social media driving the conversation. And as many of you have already noticed, this month’s conversation revolves around life insurance. While the primary intent of Life Insurance Awareness Month is consumer education, this annual initiative is a chance for advisors to boost their brand and reach new prospects.

Taking advantage of the social media momentum behind Life Insurance Awareness Month doesn’t require a complete overhaul of your existing strategy, but it does call for a little fine tuning. Consider the following tips when outlining your September social media plans.

 

Post With Purpose

Launched in 2004 by non-profit organization Life Happens, Life Insurance Awareness Month is an example of a purpose-driven marketing, a type of campaign that strives make a more personal, emotional connection with the public by addressing a specific need or cause. Consistency is a crucial part of these campaigns, which is why advisors who leverage social media during LIAM need to make sure their message fits the overall narrative about life insurance awareness. There are a few trending hashtags that can help bring you into the LIAM conversation (and boost your organic reach in the process):

  •            #LIAM18
  •            #LifeInsuranceAwarenessMonth
  •            #LifeInsurance
  •            #TakeThePledge

Keep in mind that the most effective hashtags are both relevant to the topic and already in use. While there are other hashtags we’ve seen advisors use for LIAM-related posts, not all are exclusive to your services. Also, keep in mind that using too many hashtags in one post can actually limit post engagement, so avoid using more than two or three at a time.

  •           #AreYouCovered
  •           #Insurance
  •           #Life
  •           #Coverage
  •           #IncomeProtection

 

Target Strategically

 The overwhelming majority of consumers, regardless of their age, now consider social media (or other online resources) to be a valuable source of information when searching for financial services. In fact, a recent LIMRA study showed that Baby Boomers are now more likely to use the internet for information and recommendations than Millennials and Gen-Xers (who are both more likely to consult friends and family for advice). This is why it’s crucial for advisors to not only maintain a strong social media presence and an up-to-date website, but post content that will resonate with your specific target audience. Building custom audiences based on consumer details is a great way to get the right message to the right target.

Let’s say you want to share a message that promotes the “family protection” aspect of life insurance. Because this will likely hit closer to home for younger to middle-aged consumers with children than it would someone close to retirement age, use age and demographic-based metrics to hone in on parents aged 30 – 50 years old. Most social networks provide a wide range of targeting options. The key is to determine who will respond better to each specific post and target accordingly.

Timing Is Everything

The majority of social media users visit one or more platforms on a daily basis. However, few of them spend the entire day scrolling through their feed. Scheduling your posts during peak engagement times can significantly increase your organic reach. While your results may vary, peak posting times, according to several studies, are as follows:

Facebook:

·      12 p.m. – 3 p.m. Monday, Wednesday, Thursday & Friday

·      12 p.m. – 1 p.m. Saturday & Sunday


Twitter:

·      9 a.m. – 4 p.m. Monday – Friday (with peak engagement on or around 3 p.m.)

LinkedIn:

·      Early to mid-morning, early afternoon & early evening Monday – Friday

Keep in mind that social media marketing is an art, not a science. Use these tips as a starting point when crafting your LIAM social media strategy and adjust as needed. And remember that, when jumping on board with a widespread campaign like LIAM, you’re becoming part of a bigger conversation. It’s up to you to make the most of it.

 

Request our Life Insurance Awareness Month Kit to make the most out of your life insurance prospecting efforts.

What You’ll Get:

  • Customizable Prospecting Letters
  • Email Drip Templates
  • Factfinder
  • Life Insurance Prospecting Ideas
  • Concept and Presentation Pieces
  • Consumer Facing Life Insurance Overview Powerpoint and more!

    Life Insurance Awareness Month Form

 

Insights For Advisors: Millennials and Life Insurance

In many ways, Millennials are the perfect storm of opportunity for agents and advisors. The largest generation in American history currently represents more than one-third of the workforce and is set to inherit the largest transfer of wealth ever (an estimated $30 trillion over the next 30 years). With the majority of Boomers at or near retirement age, and Gen-Xers turning that corner, advisors would be wise to start paying more attention to Millennials.

When it comes to life insurance products, the Millennial market is wide open territory. The 2016 Life Insurance Barometer Study (Life Happens/LIRMA) found that only half of the Millennial population carries life insurance. Interestingly enough, half of Millennials surveyed recognized that, if the primary wage earner died, the financial impact would be felt immediately. So, yes, Millennials are thinking about the big picture, and according to one study, are twice as willing to discuss long-term savings goals than Boomers. However, advisors who try to reach this demographic with traditional strategies are less likely to have those conversations.

Tapping into the Millennial market requires an understanding of their values, perspectives, needs and, more importantly, challenges. (Data source: Pew Research Center, unless otherwise noted)

Education & Employment

  • Roughly 40% of Millennials (aged 25-39) have earned a bachelor’s degree or higher, making Millennials the most highly educated generation in history.
  • Unemployment rates among Millennial college graduates are significantly lower than those with only a high school diploma (3.8% vs. 12.2%).
  • Millennials are more likely than Gen-Xers to stay with the same employer for 13 months or more (63.4% vs. 59.9%).
  • The median household income for Millennials is $72,500 (second only to Gen-X households).

Takeaway – While Millennials struggle with student debt and reduced earning power now, things will likely improve over time. With the increasing value of a college education, young graduates often see their student loans as an investment in to their future. This suggests a willingness on their part to play the long game, if they can be confident it will pay off in the end. Consider applying this logic to your strategy. Start with what they can afford/attain now and outline how that can be used as a stepping stone to bigger and better things down the road.

Values, Priorities & Perspectives

  • 45% of Millennials feel that most businesses do not behave in an ethical manner (Deloitte).
  • Half of Millennials say they do not want a primary financial advisor, and only 1 in 3 have one (Life Happens/LIRMA).
  • Overall, Millennials are most likely to need information and education about life insurance (Life Happens/LIRMA)
  • More than 80% rank family as their top priority (52% said “being a good parent” and 30% listed “successful marriage” as most important) versus 15% who said “having a high-paying career”).
  • 31% say they currently earn enough money, while 88% feel confident they will in the future.

Takeaway – Millennials are skeptical when it comes to business and finance-related matters. This likely stems from a lack of understanding about the role advisors, along with the services and products they provide, can play in their lives. At the same time, their optimism and desire to maintain a stable and successful household present an opportunity for advisors to ease that skepticism. A transparent, ethical, and mentoring approach will go a long way toward establishing credibility. Make a personal connection to show that you care as much about their family’s well-being as they do. Work with them, rather than sell to them.

Making the Connection

  • 75% say new technology makes life easier.
  • More than 50% will research life insurance online, but purchase their policy from a professional (Life Happens/LIRMA).
  • 54% will turn to social media for recommendations on a financial professional (Life Happens/LIRMA).
  • 67% say it’s important to meet with a financial advisor in-person (Center for Generational Kinetics).

Takeaway – While Millennials are fully immersed in the digital world, they also value human connections and interpersonal relationships. Advisors should expect Millennial clients to come in armed with whatever knowledge they were able to gain from web articles, eBooks, and other digital content. However, they’ll need you to fill in the blanks for them. Also keep in mind that members of this tech-savvy generation might respond well to incentive-based wellness programs, like those that provide wearable gadgets to policyholders.

Overcoming Life Insurance Objections

Depending on which study you read, anywhere between 30 – 60% of American adults do not have life insurance. However, 90% of consumers think a “family’s primary wage earner needs to own life insurance,” according to 2018 Insurance Barometer Study, from Life Happens and LIMRA. So, we have a product that nearly everyone sees a need for, but few actually purchase.

There are several common reasons people give for going without coverage, most can be traced back to one overarching issue – misconception. In today’s marketplace, factors such as affordability and health-related qualifications are not nearly as much of an issue as they have been in the past.

That said, there is still a large portion of consumers who don’t seem to be fully aware of the options available to them. The first step in educating these consumers is to understand their apprehensions and misconceptions. The next step is to use that insight to address their objections and guide them toward a solution that meets their specific needs.

Below are the three most common life insurance objections agents and advisors hear from clients, along with some responses that could help overcome them:

“I can’t afford life insurance.”

Looking at some of the key findings from Life Happens and LIMRA’s 2018 Insurance Barometer Study, you can see why this is among the most common objection to life insurance. According to that study, 44% of Millennials overestimate the cost of life insurance by as much as five times the actual amount.

  • “When was the last time you looked at insurance prices?”
  • “Did you know that most people overestimate the cost of life insurance?”
  • “We don’t really know what the price of insurance is because it’s based on underwriting. So let’s get you medically underwritten and then we can talk about what the actual numbers will be.”

Additionally, 61% of people don’t buy life insurance, or more than they already have, because of other financial priorities.

  • “Did you know premiums increase with age. You’re never going to be any younger than you are today.”
  • “Most people don’t get healthier as they age.”

 

“I don’t need life insurance.”

Even though this sounds like a hard “NO,” chances are it’s rooted in a lack of understanding about how life insurance works, and/or the benefits a policy could provide for them and their family. Also consider the possibility that, while one member of the household feels that way, others disagree. In fact, 90% of those who took part in the Insurance Barometer Study think a family’s primary wage earner needs life insurance. Roughly 35% of them say that if the primary wage earner died, the survivors would feel the financial impact within one month.

  • “Why do you feel that way?”
  • “How does the rest of your family feel about that?”
  • “What about your final expenses?”
  • “What plans have you made to make sure your family is taken care of after you’re gone?”

“I don’t qualify because of health issues”

While health issues, certain lifestyles, and occupational hazards can disqualify people from certain policies, most of them probably don’t realize they have options that don’t require medical underwriting.

  • “You’re not the only one who has run into this problem. While you might not qualify for certain types of policies, there are other solutions. Would you like some information about guaranteed issue life insurance?”
  • “Just about anybody can qualify for a life insurance policy, regardless of health issues. There are many different types that account for many different situations.”
  • “Many people may have misconceptions about the underwriting process, what is prompting you to say that?”

Beyond the “Big 3” listed above, there are numerous reasons a person might give for turning away from life insurance coverage. However, because most objections stem from misconception, the solution is simple – education.

Request our Life Insurance Awareness Month Kit to make the most out of your life insurance prospecting efforts.

What You’ll Get:

  • Customizable Prospecting Letters
  • Email Drip Templates
  • Factfinder
  • Life Insurance Prospecting Ideas
  • Concept and Presentation Pieces
  • Consumer Facing Life Insurance Overview Powerpoint and more!

    Life Insurance Awareness Month Form

How To Incorporate Thumbtack Into Your Business

Listing your company on community-based business directories is a great way to boost your online presence. Because businesses with profiles on high-traffic platforms like Google My Business, Yelp, and Merchant Circle (to name a few) benefit from higher local SEO rankings than those that don’t, these sites can be great tools for brand awareness. That said, many only offer a snapshot of your business/services. For advisors targeting niche markets, this does little to generate qualified leads.

However, there is one rapidly growing platform that digs a little deeper to connect consumers with professionals that meet their specific needs. Launched in 2009, Thumbtack is taking a new approach to the traditional professional services model popularized by Yelp and Angie’s List.

Instantly Matched Leads

About a year ago, Thumbtack introduced Instant Match, a feature aimed at connecting consumers with the businesses that best suit their needs. When you set up your business profile, Thumbtack gives you several options to fine-tune your potential leads. You can specify your area(s) of expertise, type of clients you’re targeting, travel/location preferences, and other details meant to filter out unlikely matches.

Consumers searching for services that fall under the “Personal Financial Planning” category are required to answer a series of questions about their income, career status, specific needs (retirement, life insurance, etc.), and other relevant details. If your preferences match the consumer’s, your profile is included in their search results and the door is open for them to reach out.

How high or low you set your weekly budget determines how many leads can contact you. Because you’re charged each time a consumer makes contact (or vice-versa), it’s a good idea to keep a close eye on your budget settings if you want to keep a steady flow of leads coming in. Thumbtack only charges for that initial contact and doesn’t tack on (pun intended) any additional fees or commission if you and the lead decide to do business together.

Keep in mind that Thumbtack is a localized marketplace, not a guaranteed lead generator. Its value as a marketing tool is based largely on the demand for your services. If there aren’t many people in your area using the site to find financial advisors, you might not get much out of it. On the other hand, the leads that do come your way are more likely to be interested in doing businesses.

A few additional things to keep in mind when building your Thumbtack profile:

Consistency Counts…

The contact information on your profile should match that of any other business listing you have (Google My Business, Yelp, etc.). Keeping your physical address, business hours, phone number, email, website, and social media pages consistent across platforms is one of many factors that help determine your SEO ranking.

…And So Does Content

A well-written and comprehensive bio will increase your chances of attracting the leads you want. A concise, but detailed overview of your services and financial know-how will help convince the consumer that you’re the right person for the job. You want to come across as both professional and personable. Including a few high-quality photos of yourself will help drive that point home. In addition to your bio, Thumbtack’s Q&A section offers a list of questions related to your background, education, and experience. This lets you go into a little more detail about yourself without turning your bio into a novel. There’s also an option to incorporate a background check (via Checkr) into your profile, along with a list of your professional licenses and credentials.

Follow Up

Keep a close eye on your notifications and try to follow up as soon as possible when leads come in. Remember, you aren’t the only advisor included on the list Thumbtack sends to the consumer, so you want to beat the competition to the punch. After the initial contact is made through Thumbtack, start working your magic like you would with any other prospect who enters your pipeline.

Be Patient

Thumbtack connects consumers with pros working in hundreds of different industries. And with the Instant Match feature still in its infancy, getting the results you want might take time. If things are moving slow, try tweaking your preferences a little or adjusting your budget for a few weeks. Like any other digital marketing avenue, Thumbtack comes with its own set of pros and cons. That said, this is an innovative platform that has great potential for those willing to put in the effort.