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 Guaranteed Refund Option • $2,000,000 face Return in 15 years = $109,950 • $14,690 annual premium Return in: 20 years = $293,800 21 years = $308,490 • Premiums to age 120 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 Guaranteed Refund Option • Split the policy into two GUL • Return in 15 years policies • Policy 1 = $55,088 • Policy 2 = $55,088 • Policy 1 = $1,000,000 • Return per policy in: • $ 7,345 annually 20 years = $146,900 • Policy 2 = $1,000,000 21 years = $154,245 • $ 7,345 annually 22 years = $161,590 23 years = $168,935 24 years = $176,280 • Same annual premium = 25 years = $183,650 $14,690

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 Life insurance 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.

Thank you! Michael “Slades” Sladek National Sales Director Mutual of Omaha Michael.Sladek@MutualofOmaha.com W: (281) 713-8447 17