Some producers like to work with a certain type of customer.
It may be young families, older couples, or empty nesters. For
others, it may be Seniors. Still for others, it may be small
business owners. Fortunately, since we have so many products,
for many producers, it’s whomever is receptive to buying.

You can offer a world of possibilities – whatever type of
customer you prefer. An appropriate fit for young families are
product applications like FLEXGUARDPlus, Good Sense Plan
(GSP1), HSXC, the Fundamental Life Series, the Foundation
Signature Series (MMGAP), or accident coverage. Older
singles and couples may respond favorably to those same
products as well as to cancer, critical illness, and annuities.
Seniors obviously need our quality Medicare Supplements,
but also may be interested in the Fundamental Life Series,
cancer, critical illness, or annuities. Small business owners are
outstanding prospects for any of these products in addition
to giving employees access to our voluntary benefits line,
especially with Section 125 tax advantages. In addition, most
of our individual customers work somewhere, so we can
network into this workforce as well.

The point is, no matter what type of customer you work
with, you can utilize the entire range of United American
products. Some Agents make the mistake of trying to find
prospects for only one product, rather than simply going to
see a prospect who needs some coverage, finding out what
their budget and coverage needs are, and then utilizing the
properly priced product to satisfy the identified need and
budget. These expanded product opportunities can lead to
outstanding customer satisfaction that will translate into higher
long-term persistency.

Other Agents make the mistake of restricting themselves to
finding only a particular type of prospect – such as young
families, empty nesters, etc., – and offering only what that
segment of the population is likely to need. Sure, you may be
working with your favorite type of prospect and the products
with which you’re most knowledgeable and comfortable, but
look at all the prospects, products (and money) you’re leaving
behind if not working referrals to the rest of the market’s
products!

What’s the best approach? Get out of any comfort zones
you’ve created for yourselves, and sell to anyone and
everyone! Remember, EVERYONE IS A PROSPECT!! If
you’ve done any reading on the topic of life insurance (See
April 2007 and September 2007 Vision), you know that
almost everyone you meet on the street needs additional
life insurance protection. There is not a better product to
offer than the Fundamental Life Series 1 and 11. With the
Foundation Signature Series (MMGAP) available to any
prospect with a current or pending major medical policy, you
have a whole new dimension of product to offer new major
medical customers. And with the sale of the Foundation
Signature Series (MMGAP), can accident coverage, Cash
Benefit Cancer, or HealthGuard be far behind?

Consider these questions* as you prospect and qualify
your leads:

1. Does this person have more than one need – whether for health, life, cancer, critical illness, etc? Most people do.
   
   
2. Does this person have the financial resources to make a purchase? If so, how much can they comfortably spend
   and for what products?
   
   
3. Does this person have the authority to make the purchase? Shouldn’t spouses be involved in family decisions? In addition to adding satisfaction, there mightbe an additional product that person wants too.

Since the answer to #1 is a resounding YES, you only need to
consider #2 and #3.

Answer all three questions in the affirmative, and you have
the potential to make a sale. It’s then a question of what type
of sale. The second question is of tremendous significance;
it will determine what product or products you offer. An
exciting aspect of United American’s product portfolio is
that we literally can offer something to almost everyone.
Isn’t it gratifying that we have products to offer those with
limited financial resources that will give them some degree of
protection too? If your prospect can’t afford FLEXGUARD or
FLEXGUARDPlus protection, perhaps a GSP1, HXSC, SHXC,
etc., is within their budget. If your prospect is unable to afford
a basic medical/hospital/surgical policy, but has a family history
of cancer, heart disease, or stroke, you can offer a cancer
or critical illness policy that will provide them some financial
assistance should cancer or a critical illness strike. If your
prospect is a young, single person, maybe an accident policy is
the right choice.

UA’s portfolio is broad enough to appeal to almost everyone.
Your job is to match the prospect with the right products
to help enhance the quality of their lives and build a solid,
satisfied customer base for yourself and United American.
With the introduction of UA’s new laptop presentation, which
we have highlighted in our center spread on pages 6 and 7,
helping your prospect choose the right products will be easier
than ever before.

*Source: www.dirjournal.com/guides/how-to-qualify-sales-leads-prospects/

Andrew W. King
President and Chief Marketing Officer