The 2012 National Convention proved to be a great opportunity for Career Builder to share some face-to-face time, renewing friendship with veteran agents and introducing the National Agents Alliance-Career Builder partnership to newer agents.
Visiting from Career Builder’s Los Angeles office, Martin Farrell explained how this partnership works and how agents can get involved: “We provide NAA agents access to candidates on our network and these are candidates actively searching for their next opportunity. We facilitate both parties in finding a match, and it’s a win-win-win for all of us.”
Agents can search the Career Builder database to find those next key people who might become part of their growing agency. Farrell expanded on how valuable this relationship is for our agents: “All an agent has to do is contact me for help in placing ads with a focus on finding qualified applicants who will then contact the NAA agent. Or, they can work with Hunter Tickle on using our resume search method. Many agents use both methods.”
Posting an ad with Career Builder is just like placing an ad in a local newspaper except that the Career Builder ad can be seen nationally, while the resume function provides the agent with the contact information of qualified job-seekers.
The NAA agent can ask for resumes based on the key words they choose, like “sales experience,” “licensed agent,” or “college graduate,” etc. By targeting such specific experience, an agent will be provided a large number of potential business partners, and can choose those in the geographic location desired. Agents receive training from Career Builder on the resume function and can choose to receive 50, 100, 150, 300 or even 600 resumes per day from all across the country, providing a very large list of prospects who are expecting to hear from potential employers. This service has proven to be invaluable for National Agents Alliance.
Career Builder is headquartered in Chicago and has fourteen additional offices around the USA, including Boston, New York, San Francisco, L.A., and Miami. In addition, Career Builder has already expanded its reach to Canada, India and China.
By partnering with Career Builder, an agent can have a steady stream of people to call for a reasonable expense.
On hand at a National Agents Alliance convention for the first time, Baltimore Life rep Mark Brandt described his company’s excitement saying, “I’ve already been hearing the music and the sub-woofers blaring. This is going to be some event!”
NAA’s newest carrier is offering four products for our agents:
- Silver Guard, a Final Expense product
- Home Secure, a mortgage protection product
- A Single-Premium Whole Life product
- Generation Legacy
The last two products complement each other, and can use non-qualified funds or cash, money market funds, etc.
All of the products are simplified issue, which serve clients and agents well. According to Brandt, Baltimore Life’s signature distinction, however, is in its application process known as In-Speed. Perfected over the last ten years, In-Speed allows agents to enter an application over the telephone. The Final Expense application can be completed in thirteen minutes and the mortgage protection product can be done in twenty-five minutes. No wet signature is required and agents will have no paperwork to turn in, which means no chance for missing information.
Another benefit from Baltimore Life for agents lies in the call centers available for questions, including speaking directly from a client’s home to underwriters for advice on what would be best for the client.
Brandt described a great relationship with National Agents Alliance management, and predicts a long and profitable partnership. He sees agents loving the products and systems in place to support their efforts, and is excited to report contracting agents moving rapidly allowing agents to start writing Baltimore Life products real soon.
Between visiting with various agents stopping by the Baltimore Life’s booth, Brandt added, “We are so happy to be joining the NAA team, and we can’t wait to certify as many winners as possible for the incentive trip to Aruba next year!”
One of the first insurance carriers contracted by National Agents Alliance in 2002 was F&G, and today they still provide some of the best products for agents to offer in the marketplace. The reason they’re still here, according to Dennis Sundac of F&G is, “because a relationship is a two-way street, and both NAA and F&G have great management teams, we were able to work together for what was best for both sides AND the client.” Sundac went on, “I consider NAA one of the great success stories in the industry; they do great things for the people and the agents, and continue to grow and grow. They are a force. Together, we provide money when it’s needed most. We sell a promise. It’s not like selling a car that you can sit in and drive. It’s not like selling a TV that you can watch. We sell an idea; a promise. The words on the paper are a promise to pay and to pay when it’s needed most.”
Sundac went on to explain why agents like F&G so much…their favorite product, Index Universal Life. “It’s Tax-Free Retirement. Instead of just selling mortgage protection, which has become more difficult because of new regulations, we help people plan for retirement. NAA does a really good job with mortgage protection insurance by selling the highest face value for the least amount of premium, we come in and teach the agent how to go in and sell IUL. The client has the protection they need, now we sell the least death benefit with the most premium to build the nest egg, and set up a tax-free retirement. The products go great together.”
Further, according to Sundec, “the agents love the product for its simplicity. Both client and agent can understand it, and without giving the client too many choices, they can actually make an informed decision. Too many choices leads to confusion. There is only one index, the S&P 500. We have simply to understand guarantees and caps. It’s win-win-win for agent, client and company.”
Sudac has loved the decade of conventions with National Agents Alliance, and is proud to be a sponsor of the incentive trip to Punta Cana this year and Aruba in 2013.
For the last 7 years Mitch Anderson has represented Presidential Life at National Agents Alliance conventions and sees no reason to stop attending. Anderson declared, “From the very start, we’ve worked well together. I remember Andy Albright telling me, ‘We’re going to sell a lot of your insurance.’ Guess what? Within a year or so, NAA became the No. 1 distributor of Guaranteed Life Insurance for Presidential Life. And every year since, you have been Number 1, no if’s, and’s or but’s about it.”
High praise, indeed! Asked why agents sell so much Presidential, Anderson said, “Because our product is so simple. When others say no, we say yes. For people ages 39 and a half up to 80, we can provide a maximum face value of $50,000. If you’re not in a hospital, nursing home, adult day care center or jail, we can get you covered. We have heard NAA agents describe heart-warming scenarios where they hear from the client that they couldn’t get coverage anywhere until we came along. And it comes at a crucial time in the life of that client. When a few years later, an agent delivers a check to a family, and you realize just why you are in this business.”
Presidential is one of the last of the New York Life Insurance companies and is governed by the strict New York laws. Presidential has just completed a purchase, which will close on Jan. 27th, of a non-New York company that will be re-named Presidential Life USA. The new company will operate in 49 states, but not New York, and will allow Presidential to operate under the same laws as other companies not licensed in New York. Presidential will be able to offer more products for National Agents Alliance representatives, and the first will be a very competitive Index UL.
Unencumbered by New York laws, Presidential plans to become an even bigger player with NAA in the future, and plans to take part in new incentives for our agents.
While just finishing seven years with CFG, Liza Serrano has recently moved from the home office in New York City to their office in Atlanta. With a hectic travel schedule of late, Liza is looking forward to more direct flights in and out of Atlanta and, hopefully, more time at home.
Liza reports that CFG absolutely loves the relationship with National Agents Alliance mostly because of the family feeling and the great friendships with NAA’s leaders.
When asked about how business has been going with our agents, Liza praised NAA’s sales with the Simplified Issue Term Policy that was created just for NAA. “Agents are doing a great job completing apps properly so we can pay them quickly, and agents are calling the home office to get questions answered. We like that because that helps avoid mistakes. We actually have a team of customer service agents dedicated to only NAA agents, who get them information quickly and provide great customer service.”
One of the really interesting things about the partnership with CFG and National Agents Alliance is that our agents have been given direct access to CFG’s chief underwriter, which is very unusual. This allows NAA agents to get definitive answers, and in turn serve our clients better and faster.
Saturday, Liza will be presenting qualified agents the prizes earned through the Punta Cana incentive including:
- Lead Cash
- The Punta Cana Trip
- 2 nights in New York right before the Punta Cana Trip for the top qualifiers
When asked what’s in the future, Liza stated, “We’re working on some new products that the agents will love, and, of course, we are involved with the next big incentive which will send CFG and NAA agents to Aruba.” When pushed to reveal any information on the new products she said, “If I told you, I’d have to kill you!”
Summing up, Liza said, “We truly love working with NAA; everyone treats us like family. We are looking forward to a long, long business relationship.”
The news from ING representative Marty Manning tells about a strong and growing relationship with National Agents Alliance. Marty and Andy Albright have known each other since around 2004, and Marty loves the positive approach Andy brings to the business.
Marty plans to be on stage a couple times during the convention and is looking forward to presenting incentive awards to those agents winning the trip to Punta Cana. “We are extremely excited to be here at the convention, with all this high energy. We can’t wait to present the awards to the deserving agents, and we are going to announce our participation in the next incentive trip to Aruba.”
Marty also revealed that ING will be introducing a competitive Final Expense product that he says, “the agents will love. It’s going to be easy to sell.”
While ING has, for most of its existence, been a company working at the higher end of the market, it has been working closely with National Agents Alliance for some time now developing a Mortgage Protection product aimed directly at the “middle” market. “In fact,” says Marty, “our mortgage product is one of five that NAA uses, and our 30-year product is far and away the most competitive.”
Marty explained that many of the biggest insurers aren’t interested in this market; they only want the big, big cases…with premiums in the range of $2,000 to $20,000 annually versus the $800 to $1,000 annually for mortgage protection. Stating that 80% of the middle market is underinsured, with half of that group having no insurance at all, Marty explains, “Going after this market takes manpower and NAA has a great operation with its lead distribution system. NAA does all the leg-work by its direct mail and the army of agents serve the millions and millions in middle America that need to be educated about what insurance products can do for their family. We are happy to be part of their mission to serve the people.”
One of the important partners on whom National Agents Alliance relies in building a huge sales force is ExamFX. ExamFX employs 45 people just on the insurance side of their business. They employ over 700 more in Sports Medicine and Nursing training programs in five locations around the country. The company, which started in a farm house, is now headquartered in a four-story office building in Overland Park, Kansas.
In their sixth year working with NAA, ExamFX profited from the explosive growth in the number agents during 2006-2007, and according to representative Craig Hart, they are starting to see an up-tick in enrollments in the last three or four months. The down economy was hurting enrollments for a while, and in the 3rd quarter of last year they were able to reduce the cost of their training program and intend to keep the price there for the foreseeable future.
Hart said, “I can’t believe the size of NAA and this amazing convention program. My first NAA convention was in Dallas with 400 agents in attendance and the size of the company was 800 agents. We love this atmosphere, and we love working with NAA. You guys really drove the growth of our company in 2006 and we see it coming again.”
That is the main reason ExamFX has participated with National Agents Alliance in an incentive program that treated leading enrollers to a trip to the Kansas Speedway for a NASCAR race, and has another incentive scheduled for this spring in Las Vegas. Hart said, “Everybody loves to go to Vegas!”
All in all, it’s a great partnership! NAA recruits new agents; ExamFX helps the new agent get licensed quickly and economically.
It’s National Convention 2012 time here at National Agents Alliance! Today we’re busy prepping the Raleigh Convention Center with all kinds of cool stuff and getting set to welcome all of our agents for a weekend full of all kinds of fun and information, food and networking, and an all around good time!!!
If you aren’t able to make it, we’re sorry that you can’t be there! While nothing beats the event in-person, our onsite team members will be gathering all kinds of information, of both the informative and fun variety. So keep an eye on our blog and social media outlets as we try to bring a bit of the NatCon experience to you while hoping that we get to see you at the next one!
For those attending, we look forward to seeing you there! Remember that early registration runs from 6:00 – 10:00 PM in the main lobby of the Convention Center, and regular registration times run from 8:00 AM – 3:00 PM on Friday the 27th. Be sure to register early so you don’t miss out on any of the action!
National Agents Alliance believes that to be the most productive you can possibly be, you will have to develop the ability to say “no.”
This little word is one of the most powerful in our vocabulary, and we can use it to set limits and hold firm on boundaries we mark. Is it important to have a very short “yes” list and a very long “no” list. If you prioritize your yes list and hold firm on your no list you will surely become more productive.
There are a lot of unimportant tasks that will slow down your progress toward your main goals, and a lot of people who demand your time and attention. Many meetings are a waste of time and can be delegated, and more time can be saved by managing your internet time. By removing yourself from email lists, blogs, etc. that consume precious time you will get more done in less time, and the same goes for your favorite websites. Be firm with yourself…no surfing the web! Learn to say no!
Another great use of the word “no” has to do with your spending habits. It’s easy to fritter away money in such little increments that you barely notice, but little by little those small increments add up to a significant total before you even know it. Most agents never consider how the “latte factor” keeps them from investing a couple hundred dollars a month in their business because they don’t think the $5.00 for coffee at Starbucks is a big deal. Add it up; you could really use that $2,000 to $3,000 a year spent on coffee and other seemingly insignificant purchases! And then take a look at what you spend on food when you eat out instead of cooking at home, and packing a lunch. By avoiding fast food places, you’ll not only save money, you will put the type of food in your body that will provide greater energy and will help you avoid the late afternoon blahs.
One of the most difficult times to say no happens as soon as you get home from running appointments. Most people plop down on the couch and reach for the remote, while never calculating the massive amount of time spent there, taking in irrelevant and negative information. Since our thoughts are so important, saying “no” to TV will create countless extra hours that can turn into huge performance gains, and instead, allow time for flooding your mind with thoughts of optimism and abundance rarely heard from the TV.
National Agents Alliance encourages your personal and business growth, and this ability is an important time management concept. So consider the word “no” a tool of improvement. Use it as a veto for any thought or activity that does not serve you. If a thought or activity does not advance you forward toward your major objectives, just say NO!
In his short, but powerful book, The Prayer of Jabez Dr. Bruce Wilkinson examines the brief biblical story of Jabez who implored God:
Oh that You would bless me indeed,
and enlarge my territory,
that your hand would be with me
and that You would keep me from evil…
So God granted him what he requested.
1 Chronicles 4:10
What are you requesting in your daily quiet time? Are you shy and timid? Do you think that it is wrong to ask for extra blessings?
This short book can easily be read in an hour, but it shares a message that can last a lifetime. We are often taught to be happy with what we have, and are even reminded that others have much less. Many of us go through our adult lives happy with the crumbs that fall of the table and never consider all the great things that we could have.
Each of you reading this has gotten involved in National Agents Alliance because you believe that there is something better for you and your family. You believe it’s worth working for. At National Agents Alliance, we get together and share a vision of a new car or home, a vacation for the family or college tuition. But are you really thinking big enough? Are there blessings beyond your wildest dreams waiting for you? So many people give up because they are not sure what to dream about or to ask for.
Most people couldn’t possibly have known what their future would hold when they were sitting at their kitchen table dreaming, nor could they foresee exactly how their territory would be expanded.
Yet people here are touching more lives and enjoying more blessing than they could have imagined.
If you are ready to open yourself to the flow of blessing and are willing to take on more territory,
I encourage you to pick up this book and read it tonight. In less than an hour, your view of what God wants in your life will change dramatically for the better, and you will never be the same.
Let me close with a brief excerpt from the book: “God always intervenes when you put His agenda before yours and go for it! Amazingly, if you have prayed to the Lord to expand a border, you will recognize his divine answer. You’ll have a front row seat in a life of miracles.”
If you want your business to grow with National Agents Alliance, think bigger and just ask for it!