MM vs NWM

[Lloyds of Lubbock]

Where are you located?
I would throw Guardian into the mix as their LBS selling system helps get new agents up to speed.
The company you choose today will not likely be your home years from now.
The agency that gives you the best training will give you your best shot at being successful.
Good Luck

 

[LWilliams]

Hello,
I am in Denver CO.
What's LBS?

 

[scagnt83]

Hello,
I am in Denver CO.
What's LBS?

LBS (Living Balance Sheet). I think there are some youtube videos out there that you could find about it. It is a planning/sales system that guardian makes available to their career agents. Its interesting, I have seen it in person a few times. In the end, its a system to sell more WL. But it does a decent enough job for overall planning as well.

Its something to consider, but imo its not a make or break type of thing. Especially for a first year agent... you will most likely never use it for most of your first year or even second year sales unless WL is your main focus.

 

[LWilliams]

Ok. Thanks!

 

[Lloyds of Lubbock]

You will most likely never use it for most of your first year or even second year sales unless WL is your main focus.
Newer agents are using LBS very successfully with new clients and selling term and DI.
I dont think it is much of a help in the senior market.
Selling systems are not for everybody and there is no shortage of them
I do not know many people in the Denver office and cannot attest to their training for new agents.
Everybody here has an opinion, none of them matter, only yours
Determine what direction you want your career to go and go with office that you feel will help you get there.

 

[DHK]

you will most likely never use it for most of your first year or even second year sales unless WL is your main focus.

Just to throw this logic in... why would someone join a captive career agency and not have WL be their main focus?

 

[MikeyR]

Just to throw this logic in... why would someone join a captive career agency and not have WL be their main focus?

What is it about captive that would make your focus WL?

 

[DHK]

1. Term premiums are usually higher, so the ethical term sale is that it leads to convert to WL.
2. Term payouts are lower - about 45% (plus bonuses). WL is 55% on a higher premium (plus bonuses).
3. To be a hero to the company, you'll want to sell WL. To be a hero to the client, you'll want to learn why people should want to buy WL - for their reasons, not yours (commission). What's in it for them?
4. Remember that you are paid based on premiums you sell. WL has higher premiums.
5. If you don't sell enough of their core products, you won't make your production contract.

The key is... why should someone want to buy WL?

Two videos I recommend:
Guy Baker - The Box: "Either you fill the box, or you pay the curve."


10 minute lesson on life insurance: teaches WHY someone would want to maximum-fund the box.

 

[MikeyR]

To be a hero to the client, you'll want to learn why people should want to buy WL - for their reasons, not yours (commission). What's in it for them?



The key is... why should someone want to buy WL?

Two videos I recommend:
Guy Baker - The Box: "Either you fill the box, or you pay the curve."


10 minute lesson on life insurance: teaches WHY someone would want to maximum-fund the box.

this really cleared it up, gives me more content to watch and concepts to understand!

 

[scagnt83]

You will most likely never use it for most of your first year or even second year sales unless WL is your main focus.
Newer agents are using LBS very successfully with new clients and selling term and DI.
I dont think it is much of a help in the senior market.

Selling systems are not for everybody and there is no shortage of them

Guardians Term is 50% - 100% more expensive than other A+ rated carriers. No reason to purchase it other than to convert to Guardian WL.

A lot of that term is with the intent to convert. If I remember correctly, that is part of the presentation for younger families. jmo as someone who used to be forced to push overpriced term on the basis of conversion... lol


And I agree. Tons of selling systems, great for some, not for others. LBS is certainly one of the better ones out there imo. Especially if you want a 2-3 meeting close vs. a 7-10 meeting close... LOL. (cow/leap/etc). But imo, they are all designed to sell WL at some point in the overall planning cycle, if not initially its usually upon conversion.


Oh, and Guardian DI is top notch and imo their best and most competitive product hands down. If I were a Guardian career agent, I would sell DI almost exclusively. (excellent renewals and comp/benefits plan for the DI). The old guardian manager locally once told me he had a few high DI producers who were indy but decided to take a career contract because they did so much DI with Guardian and their comp would increase a good bit, especially after considering the benefits provided/paid for (retirement contributions and group health).
(op, im talking about huge producers, that situation with the DI is not true for an average producer, especially a 1st year agent)