Please join me in congratulating and recognizing Alex Salinas for an awesome November and start to December! 

 

We submitted over $6K LPC in life case and conversions and Alex is positioned to maximize the FINAL quarterly life production bonus (earning him that extra $3K)!!!

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Alex called me at the end of October and expressed a desire to go “all in.” Not only was there an opportunity to maximize his case count and production bonuses, but also a desire to build incredible momentum going into the upcoming year - especially given the new contract requirements.

 

We compared calendars, booked a variety of face-to-face, Zoom, and evening/weekend casework meetings, and made the most of the double term conversion campaign FBL was running. We also had great success sharing the power of “multi-use dollar” strategies by adding our Daily Living Benefit rider and explaining the power of building cash value within the life insurance contract.

 

Alex’s clients were appreciative of the information and for the great care and service he and I were able to provide.

 

One last detail I would like to share, which really impressed me, was that Alex took the opportunity last month to set the table for a few of his personal family members to receive a complementary consult with the RFC. It was important to him that his loved ones truly understood what we can do for them and why are services are so critical in the personal planning process. It is one thing if you can educate and advocate for clients, but it is another when you can truly serve your loved ones in a meaningful way. These are some of the most critical and powerful conversations you may ever have in your career, and I am honored Alex trusted me to assist his family throughout the process.

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That is powerful stuff, my friend. I am so happy for you, Alex! Thank you for all your hard work and I look forward to creating even more impact together this coming year. Let’s keep the “MO”-mentum strong and success will surely follow. 

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Coverage spoke with Alex to learn more about his experience working jointly with Sarah.

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We’ve heard you're building some great momentum with RFC joint work this month. Tell us about how that started and what you’ve been able to do so far?
When COVID hit, the phones slowed down, everything slowed down, and I kind of went on cruise control. Then in early October, Allan [Gliege] asked me how I was doing. At the time I was sitting at 0 life applications and $700 in LPC. Allan asked me what I was going to do, and he made me think about where I wanted to finish the year. I decided I wanted to try to shoot for the service bonus; I wanted to try to get the last quarterly bonus.

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Allan and I had a list of prospects for me, and he told me to call everyone on it. I told Allan that my dad’s not going to buy, my aunt’s not going to do anything. I wasn’t going to call them. Then Allan told me to try it anyway, but to position Sarah as my specialist.

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Sarah and I had worked together in the past on a few cases where we didn’t have any success, but I decided to try it again and do what Allan suggested, to position Sarah as my specialist.

 

When I called my relatives, I told them I wanted to make sure I’m doing my job properly, make sure I'm asking them the right questions, that Sarah is really good at what she does, and I just wanted to bring her in as a resource from my company.

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And sure enough, the meetings went really well. I swear I didn’t think my dad was going to do anything, but he did after Sarah and I met with him. And it was because he could see the value and he believed in what we were selling. It was easier for me to convey that value by bringing in Sarah.

 

Both my dad and aunt bought policies, and that led to appointments with another aunt and another relative. We were able to go a little over $7,000 in LPC in November. And that really helped elevate the end of the year for me. Sarah made it a lot easier for me to reach the quarterly goal. She even does a lot of the work herself, things like filling out the applications and putting together emails.

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How have your current results shifted how you think of or will utilize the RFC role in the future? And are there particular cases or situations you will likely continue to work jointly?
These successes with Sarah have helped with my momentum in general. It’s helped me close other applications. For example, I had a client come in for a renewal appointment a couple of weeks ago. I was able to find some ways to save her $1,800 on her annual renewal premium, and then pivot and use those savings to sell a life policy. She purchased a policy for her husband with a $2,500 annual premium.

 

I credit Sarah for helping me close that sale, even though she wasn’t there because of what I’ve learned from her. Besides educating my family about life insurance, I was also learning from Sarah. Just working with Sarah has improved my vocabulary and my confidence when working with all clients. It’s had a positive impact on all of my appointments.

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In the future, my goal is to bring Sarah in on as many cases as I can, and to – again – position her as the professional, as the expert in life insurance. If a client doesn’t know what they want, if they don’t understand life insurance, if there are a lot of unknowns, that’s when I’ll utilize Sarah.

 

Any advice for other agents who have not yet run joint RFC cases or maybe have but didn’t have success on the initial case(s)?
Utilize Sarah as much as possible; take advantage of her talents. You have access to her calendar - look at it. She’s a really good resource who will help you meet your goals. I don’t think enough agents are utilizing her. I gave it a second chance and am glad I did.

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