Transcript Property and Casualty Initiative
The Principal Financial Group ®
Property and Casualty Initiative
For producer information only. Not for use in sales situations.
Property and Casualty Initiative
Presented by:
Date:
Property and Casualty Initiative
Objective Today…
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Understanding the opportunity
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Why would you be interested?
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Why life insurance?
Why The Principal ® ?
Two turn-key property and casualty websites
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www.principal.com/propertycasualty
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www.principal.com/propertyandcasualty Approaching P&C agencies Revenue calculator Execution and closing business For producer information only. Not for use in sales situations.
Property and Casualty Initiative
Why would you be interested?
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Reduced clients sales Product commissions continue to decline Health care legislation Commoditization Life insurance –-a proven method For producer information only. Not for use in sales situations.
Property and Casualty Initiative
Why Life Insurance?
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Economic factors Protecting business owners and key employees Fewer life agents Sales connection For producer information only. Not for use in sales situations.
Property and Casualty Initiative
BGA to P&C Agency Site www.principal.com/propertycasualty
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We help you identify and capitalize on the P&C opportunity to add value to customer relationships, sales teams and their bottom line.
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Protect the client’s needs Strengthen agency/client relationships
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Enhance agency revenue Educate agents on the benefits of adding life insurance to their current business For producer information only. Not for use in sales situations.
Property and Casualty Initiative
BGA to P&C Agency Site www.principal.com/propertycasualty
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Property and Casualty 101
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Approach P&C agencies
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Debunk common myths Revenue opportunity calculator P&C marketing tools Why The Principal?
For producer information only. Not for use in sales situations.
Property and Casualty Initiative
3-Step P&C Agency Approach
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Step 1:
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Pre-approach Leading questions to prepare for your first approach discussion with a P&C Agency
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Phone scripts, emails, letters and fact finders
Step 2:
At the Meeting
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Sample revenue calculator input and output, plus supplemental information
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Life insurance sales opportunities brochure Success stories
Step 3:
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Closing the Deal Holistic risk management For producer information only. Not for use in sales situations.
Property and Casualty Initiative
Revenue Opportunity Calculator
For producer information only. Not for use in sales situations.
Property and Casualty Initiative
P&C Agent to Client www.principal.com/propertyandcasualty
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Integrated program to help build revenue and loyalty Targeted marketing
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Commercial lines
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Marketing during a mid-year review Off-review marketing
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Personal lines For producer information only. Not for use in sales situations.
Property and Casualty Initiative
Commercial Lines
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Mid-year review and off-review step-by-step marketing strategy – create awareness of risk
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Two weeks prior to the meeting
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Sample Approach Letter and Fact Finder
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At the meeting
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Discuss completed Fact Finder with client Targeted questions to prompt key responses Discuss importance of an Informal Business Valuation and Buy-Sell Review
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Collect three full years of most recent financials
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After meeting and follow up Presentation to the client For producer information only. Not for use in sales situations.
Property and Casualty Initiative
Personal Lines
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From Here to Security SM
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The approach
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Approach letter, email, needs reply card and checklists
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The meeting
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Life insurance calculator
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The follow up
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Follow-up letter For producer information only. Not for use in sales situations.
Property and Casualty Initiative
Our Commitment
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Build and capitalize relationships through the sale of life insurance Offer a complete package of materials to approach, educate and help guide activities Provide tools to find solutions for financial needs FRONT END PRODUCT UNDERWRITING ADMINISTRATIVE SERVICES For producer information only. Not for use in sales situations.
Property and Casualty Initiative
What do we offer?
ULSG = Universal Life Secondary Guarantee • VUL = Variable Universal Life • EVUL = Executive Variable Universal Life (COLI) BVUL Benefit Variable Universal Life (COLI) • ULCA = Universal Life Current Assumption SUL = Survivorship Universal Life Secondary Guarantee • ILIT = Irrevocable Life Insurance Trust For producer information only. Not for use in sales situations.
Property and Casualty Initiative
We appreciate the opportunity
The Principal Financial Group ® is a relationship-focused institution committed to earning meaningful market share with a select group of independent Brokerage General Agency customers by delivering innovative and profit-enhancing business and individual life insurance solutions.
WE’LL GIVE YOU AN EDGE ® For producer information only. Not for use in sales situations.
While this communication may be used to promote or market a transaction or an idea that is discussed in the publication, it is intended to provide general information about the subject matter covered and is provided with the understanding that none of the member companies of The Principal are rendering legal, accounting, or tax advice. It is not a marketed opinion and may not be used to avoid penalties under the Internal Revenue Code. You should consult with appropriate counsel or other advisors on all matters pertaining to legal, tax, or accounting obligations and requirements.
Insurance products from the Principal Financial Group ® (The Principal ® ) are issued by Principal National Life Insurance Company (except in New York) and Principal Life Insurance Company, Des Moines, IA 50392. Securities offered through Princor Financial Services Corporation, 800-247-1737, member SIPC and/or independent broker/dealers. Securities sold by a Princor Registered Representative are offered through Princor. Principal National, Principal Life and Princor ® are members of the Principal Financial Group ® , Des Moines, IA 50392.
No part of this presentation may be reproduced or used in any form or by any means, electronic or mechanical, including photocopying or recording, or by any information storage and retrieval system, without prior written permission from the Principal Financial Group ® .
For producer information only. Not for use in sales situations.
Copyright ©2012 Principal Financial Services, Inc.
BB10632 | 01/2012 | t12011301dp For producer information only. Not for use in sales situations.