HBW: Making A Difference!

The following stories illustrate how our products and programs make a difference helping our agents help their clients.

Buster Brown

Springdale, Arkansas

Last April I decided I didn’t want sell life insurance and wanted to try to coaching, this lasted for about 30 days. In the meantime I spoke with my upline Dan Brandfast about the warm market referral system we learned about and started to use it again. I also came out to California to an HBW training class and as I returned I realized that I needed to be offering\selling life insurance again.

When I returned home I started implementing my warm market introduction program business plan. As a result I met a man (Name Withheld). He was the 2nd or 3nd referral from the original source. When I met him, he was a very sharp and well educated young man (28 years of age). He had a beautiful wife and a new born child. Both worked at the time (school teachers), and we know they dont get paid a lot of money so money was tight for them. After our second appointment he decided to purchase a $500,000.00 dollar American General life insurance policy for him and also a policy for his wife.

Early this year I received a call and the voice mail went something like this. "Buster, my brother in law was a client of yours, yesterday he was in a car wreck and died. He hit a slick spot on the road and flipped his car over and over."

This man was 29 and wasn't sure if he wanted Life insurance at the time and I remember his saying ok lets go a head. He has a wife that is a stay home mom now, having their second child, an 20 month old and debt. Because of a recent training class, I got really excited to sell life insurance again. Through getting warm introduction referrals I was able to meet this man.

His wife will receive a check for 500K. She can stay home if she wants or she can go to work. She does have a choice now.

I hate that this happened but you know this is what we do for a living. I sold the policy and made a commission, but the widow is financially set for a long time.

In our business and line of work we can get caught up in the day to day things that get our minds off of why we do what we do. I became a little numb to selling life insurance and was so caught up in how much money I could make I forgot the importance of it.

We have one of the greatest opportunities ever! We can help change a life! We do each time a policy is sold. the unfortunate thing is we have to be pro-active to sell life insurance. I would not have met this client if it had not been for getting referrals, I would never have met him, NEVER!

I'm thankful that I could make it to a training class that weekend last year, that too made a difference in the ripple effect. We will never know what that one little class did for this family.

The next time I or anyone else calls to complain about a problem or how their business is suffering, remind them of what we do and to press on and fight for each sale, because sometimes even the client will not know what we are doing is so good for them and in this case a wife and 2 children!

Today was as important to me as any other time in my short life selling life insurance. HBW \ WE did make a difference, HBW \ we did do something for that family that will affect them for the rest of their life.

No one knows when it's our time, however as a person selling life insurance we should ask everyone! Its not our place to judge whether or not they will buy or not.

Ron Dortch

Richmond, Virginia

I have a family as a client where he is 84 and she is 85. Seventeen years ago they purchased a really bad last to die policy with a $200,000 face and a $500,000 target. They have $317,000 tied up in the policy and are paying nearly $12,000 in premium annually.

The client gave me written permission to talk to the old insurance company. My intention was to try to use the cash value to pay the premium and relieve them of this cash flow drain. After six months of wrangling the old company declared that if any of the cash value was touched the death benefit would immediately go from $500,000 to $200,000. This was obviously unacceptable.

We are writing an American General last to die policy on these folks with a 1035 transfer of the cash from the old policy to the new policy. The face amount increases to $595,000 and the client is guaranteed to never pay another premium. They save almost $12,000 a year in premium and increase their coverage by almost 20%!!

My commission for helping these people is nearly $32,000.

The only reason I was able to see the opportunity here is that I was introduced to these concepts at the August 2006 FasTrack.

I hope this information is helpful to others trying to help their customers, expand their business, or trying to decide if they should attend the next FasTrack.

Mac McDade

Dallas, TX

I have a client and his wife that had $150,000 in coverage each, and $10,000 child rider. They were spending $159.00 monthly with my former company - they were issued standard non tobacco.

His health has deteriorated, so with American General we had to rate his policy up to Table 6. With us, he has a $250,000 policy (spending $52.28 monthly) and his wife a $250,000 policy with a $10,000 child rider (spending $18.38 monthly). Combined they are spending $70.66 per month for $200,000 more in coverage - FOR $88.34 PER MONTH LESS OR $1,060.08 PER YEAR LESS. I THINK THAT IS ABSOLUTELY AWESOME!

One of my very first cases with American General was a young family that was covered with my former company for $1,380,000. He had $750,000 on him, $620,000 on his wife, and $10,000 child rider; they were spending $163.00 monthly. For the same coverage with American General, they're spending $80.89 monthly; that's $82.00 less monthly or $985.32 less per year - ALSO VERY AWESOME!

Jeff Crawford

Chico, California

I just wanted to share a couple of recent client examples and my experience with HBW after my first month.

The first example is on my wife, Denise. We applied for a 20 year level term $500,000 with a $10,000 child rider at the Preferred Non Tobacco rate. The premium was going to be $37.62/mo. The premium for the same plan at our former company at the Preferred rate would have been $57.48/mo. We were excited about a $20/mo savings, but it gets better. American General actually issued her policy at the best possible rate Preferred Plus for $29.75/mo. and issued us a refund check for $7.87! That's a $332.76 annual savings!

We didn't even ask for or apply for the best rate, they just determined that she qualified for the better rate and issued it that way! WOW, now that shows real integrity! My former company always issued the policy at whatever rate the agent applied for...even if the client was Preferred they still issued it at NTU if that is how the application was submitted!

Next, I just helped a client last night who had an old 20 year policy bought in 1995. They had $250,000 each and were paying $54.41/mo. Even though they are 9 years older, we were able to give them a brand new 20 year level term for $500,000 each plus a $10,000 child rider for $9 more per month! They were so excited! They now want me to take over their investments and provide a purchase money mortgage for them in a couple of months when they buy another home.

I'm back in the fun business again. It feels so good to truly help people and to know that you are giving them the BEST in the industry.

By the way, in closing...I just got my first check deposited into my checking account last night. $14,618.76!! Total earnings accumulated so far my first month with the company is right about $26,700!

THANK YOU so much for providing us with the opportunity to change companies and be a REAL financial consultant to our clients, to actually shop for some of the best possible products that fit their individual needs.

My only regret is that I took a long time to decide to leave my old company. But then again, God has his own time table and I'm just grateful now that we are here.

Looking forward to a long and prosperous future together!

Ron Dortch

Richmond, Virginia

I have two great stories to tell about the benefits of the training provided by HBW.

ONE
During a recent FasTrack training in Las Vegas I attended a session on giving a business overview meeting. I was able to observe how that meeting was conducted and hear the presentation from people that have outstanding skill in delivering the HBW message. Using these techniques I did my first business overview meeting. We had 18 people in attendance and will have two recruits, so far. We have meetings scheduled in Richmond through August.

TWO
At the same training I was introduced to Bill Bachrach's Values Based Selling Process. After doing the training provided, I purchased Bill's Mastery System for learning his techniques. I have been using the materials to learn Values Based Selling.

About two weeks ago I received a referral to someone that was leaving their job of 15 years. I contacted them and found that the wife in this couple DID NOT want me to visit with them. She wanted to use his 401(k) to pay off debt. She was completely against the idea of sharing their business with a "stranger". The husband and the referral source prevailed on her to at least see me. In the initial interview I used the Values-Based SellingTM techniques that I had been learning from Bill's mastery system. It worked. The hostile spouse really got into the "What is Important to You" activity. They made full disclosure of their goals and financial condition. Today I made my presentation of their financial plan. I showed them how to fix their cash flow problem, deal with their debt issues, sold them $500,000 and $400,000 life insurance policies (His and Hers respectively), and rolled over $87,000 from his 401(k). My recommendations saved them $29,145 in potential taxes. I showed them how to take their cash flow from positive to negative, and now they are properly insured.

My work on this case generated about $4,136.25 in first year commissions.

That year I was the leader in GDC. So, why would I want to spend money and time to learn the Bachrach systems? I am doing it because great achievers train constantly. It doesn't matter if your area of expertise is sports, medicine, administration, or financial services. An appropriate mental attitude and constant training lead to consistent outstanding performance. I want to be a great achiever, therefore, I must emulate those that are. With your help, I will continue to make progress towards this goal.

Sally Hite

La Pine, Oregon

I have a client, Lisa H., who is 29 years old. Her previous face amount with a leading term company was $100,000 for a 20-year term at $24.09 a month. I was able to replace that policy through Old Line Life with a $200,000 30-year term with a premium of $22.31 a month.

Lisa's mother, Mary S.(age 52), also had a policy with the same company with a face amount of $64,000. Her monthly premium was $63.56 a month. I was able to replace that policy through Old Line Life with a face amount of $150,000 20-year term with a monthly premium of $34.13.

Jeff Smith

Galloway Township, New Jersey

This is for those agents out there that think we just use the Select Class I to get the clients and then give them less favorable rating, (i.e. bait-and-switch).

I have a client that is six months pregnant and is being treated for a thyroid condition. She was just approved for Select I for $500,000 20-year level term.

Mark Hansen

Milwaukee, Oregon

I just met with a securities client I have. When I was with another carrier I could not beat his insurance rates (he had a 5 year term). When we sat down I asked him the name of his company. He got kind of embarrassed and said he now had another leading term carrier. He had $250,000 each on him and his wife and an $8,000 child rider. Both are preferred paying $70.73 per month for a twenty year level term.

I gave them $300,000 each, and an $8,000 child rider for $44.99 a month for an Old Line Life 20 year term (for $250,000 and $8,000 it would of been $39.07). Now the kicker: They had just received the other carrier's policy last month. We saved them $25 a month, the savings are going into their Roth IRA and they still received more insurance.

    

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