AIN Agent Case Study
Mark C. Packett, CLU, CHfC
Aaron Advantage
Insight into his In-Force Block of Business
It's a little known secret that life insurance professionals have been guided to focus on placing new business
rather than spending time on their greatest asset, their client base. We focus so much on selling a policy, that the
opportunity to keep the business and profit from the renewable source of revenue can slip away. We overlook the
potential of servicing the policyholders and reaping the benefits of customer loyalty and new business. As an
experienced life insurance professional, both as a Wholesaler for AIN and a significant producer, Mark Packett
knew that he had no visibility into his existing or acquired blocks of in-force life insurance business. With the help
of InforcePRO he soon saw the benefits of having all his policies in one place.
Mark said of InforcePRO: "I like it a lot. My main focus is wholesaling with
AIN so I don’t have much spare time to service my personal business.
InforcePRO helps in this regard. I have coupled InforcePRO with an
inexpensive online system called PipeDrive to manage my sales pipeline
and see where each in-force opportunity is in the sales process”
“I've hired a part-time assistant to use InforcePRO in conjunction with
PipeDrive. My challenge has been getting the carriers to assign the
business to me on the block that I purchased, so those who are lucky
enough to already have the business under their codes have it easy!” Mark
added.
Engaging the Policyholder
When I reach out to
policyholders, it's the
whole review concept
Why is it we have no reservations about cold calling a stranger, but picking up the phone and reengaging with
a customer we haven’t spoke to in years is so much harder? Mark wanted to engage with policyholders, give a
thorough review and present all the products that AIN can offer.
“When I reach out to policyholders, it's the whole review
concept. I speak to the specific policy details that InforcePRO
shows me, and use the comparisons and options based on that
contract itself. But I also use the review questions that
InforcePRO provides on the final page of the review. Do you
have a will? When was it done? Who do you have your LTC
with? Do you have any investments? I'm just talking about
probing review questions to identify additional needs. Take it
from a guy who's been in this business 34 years".
Mark said the new business generated from the software has
more than paid for the system. There are very few investments
today, especially in our businesses, where the ROI is so clear,
so quick, and multiplies so many times.
www.inforcepro.com l 888-433-2254