I started in the insurance industry almost 10 years ago. From my first day on the job I was told I needed a 2-Minute Speech or an Elevator Speech about what I do.
In the early years it was a canned speech about growing and protecting people’s wealth. It was general enough and vague enough that it every now and then someone would ask me more in-depth questions.
As I grew in the industry, my speeches became more reflective of who I am as a person. At one point I even started my speech with, “I am young enough to believe that I can change the world”. While the sentiment may have been true then (and is still true today), I would not call it the most effective introduction.
In the past few years I have come to a point that I can no longer rely on one Elevator Speech to fully encompass the value I can bring an advisor because my value is complimented by the diverse set of talents each employee of Algren Associates brings to the table. How do I succinctly convey the dozens of services Algren and I can provide to advisors and their clients, especially in areas that are not my expertise?
And that brings me to why I am writing this article.
Around 8PM last night I was recounting my day.
I started off the day talking to an advisor who had gone straight to a carrier instead of to my office to ask for an in-force illustration. The carrier sent him an inforce showing the monthly premium as the annual premium, but no one noticed that and it sent him into a panic. I got Bryon in our office involved and we were able to get him corrected in-force illustrations.
My next stop was to a Starbucks with one of our advisors who just happened to be an old colleague of mine. We were discussing a case he currently has in underwriting, his current prospecting techniques, and how we could assist him grow his business.
From there I went to the office of an agency we are trying to grow our Disability Insurance platform with. We discussed their business model and how both of our agencies can continue to synergize together.
I then had a lunch appointment with an advisor who focuses on high-net worth clients. We specifically discussed the current opportunity C-Corps have in purchasing policies under the new tax-law.
From there I started working with one of our newer advisors to show him how Life Insurance can be utilized in Retirement Planning.
I then received a phone call asking about an overweight client and which carrier we should apply for. That call was directed to Charles who advised us on the three carriers he believes would make the best offer.
I ended the day making a connection between one of our advisors and a specialist that I believe can really help him add value to his clientele.
After tallying my day I asked myself, “What Do I Do?”
What I came up with was the following:
I work to make the sales and service processes of Life Insurance, LTC Insurance, Disability Insurance, and Annuity products as seamless as possible for advisors and their clients. My goal is introduce these additional solutions to an advisor or enhance their experience utilizing them in their practice.
And that is what I do.