During the last few weeks we have worked on dozens of life, long term care, disability and annuity cases working alongside our Advisors.
If you are not discussing these issues with your clients then who will?
1) Best Practice
Call Westland to discuss a case – we will gather information and then research options to recommend what we feel is the best solution for your client.
Westland is here to support you and work to enhance your practice. We want to help you help more clients with putting in place protection strategies that only insurance products can provide. Advisors who do these simple tasks will see significant increases in production and client awareness that you offer additional services. We have heard often that clients didn’t know that their advisor also handled LTC, Life, Disability or Medicare assistance. Now you can have experts backing you up through Westland.
Best practices that will greatly help:
For client meetings; Use an agenda for every client meeting.
Have topic bullet points for: Long Term Care Risk, Legacy Goal discussion, Life Insurance Policy Review, Disability Protection Strategy.
Client homework: bring in most recent statements of your life, ltc, disability policies for your files.
Use Agenda’s for On-boarding new clients and for all Review Meetings.
Super Value Add: Ask clients to bring in copies of all declaration pages for Property and Casualty (Home, Rental, Auto, Umbrella, Etc.). List these on an insurance grid and keep it updated. Note:We are happy to assist with creating and maintaining the insurance grid, for a negotiated fee (Sample Grid). In California, Westland does have an affiliation with a firm who will evaluate coverage limits and create a presentable recommendation report for your review.
Other Value Add to consider: Provide your clients a Home Appraisal report that you pay for. Then you can be realistic when creating client financial statement – balance sheet.
Other: Review 401(k) and Health Insurance.
Have Westland help you create a Life Insurance Needs Report. (Sample Life Needs Report)
Have Westland help you create a LTC Needs Report. (Sample LTC Needs Report)
If you do not have the time to commit for doing insurance work, then assign insurance work to an associate or allow Westland to assist. What would you pay an associate? 50%? Westland will be your associate for 25%. Best of all we are not competition. We just become part of your practice just like an associate.
Please do not hesitate to contact Nancy or I at any time. We are here to help.
Nancy Woo: (800)238-8144 nancyw@westlandinc.com
Hopefully, you are thinking of clients right now where you can add real additional significance and value to their family with protection and legacy strategies.
Call for your personalized case designs today. We are here at your service.