12/31/2008

BEYOND TRANSACTIONAL SALES: PROFESSIONAL PRACTICE CONTINUITY THROUGH SUCCESSION

How do you meet the ongoing longterm advisory needs of a professional practice life insurance clientele once the principal decides or needs to retire?

How do you meet these needs when there have been few new entrants recruited to the life insurance industry since 1996?

How do you compete to attract the available professionals when there are 14,000,000 boomers, their children and parents who are going through the largest financial transfer of wealth in history?

It takes more than a decision to look after these pivotal issues when the time comes. Succession does not take place without highly trained, professionally competent advisors who are available and easily identifiable in sufficient numbers to satisfy the demanding needs of these sectors. They must be willing to enter a succession agreement with the principal of a life insurance practice and above all be welcome as a successor to the longterm clients of the principal.

Products are replaceable. Longterm trust professional relationships are not. They are earned over time and not easily transferable.They will be attracted to a practice which has a viable, compatible client base and a solution to the need to generate new business in an industry where the need is 100% and the demand is zero.The creation of new business requires an engaging integrative solution that includes product, distribution and fully trained, competent intellectual advisor capital. The use of real time /media based interactive IT communication is the final piece in the solution.

We are doing just that.

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