With 2023 winding down faster than most of us want it to, AIP Marketing Alliance believes the next few weeks in December become crucial in catching up with your clients and having some pertinent conversations before they gather for the holidays.

Sure, an email wishing a Happy Holidays or other Christmas-related greeting may get read – or fall into their spam inbox – but the idea right now is going beyond snail mailing a card or sending an HTML email with a glowing tree or winter background. It’s time to dust off the Rolodex, generate a call list, and take time to say “hello” to your clients this month.

AIP Marketing Alliance has echoed a consistent message throughout 2023. Fear continues to flow through consumers as they feel inflation’s effect on the economy, experience fluctuating market conditions, see mounting long-term care healthcare costs, and make sure they don’t leave a lot of final expenses on the table if an unexpected death occurs.

Even if your current clients feel comfortable with their retirement strategy, most of them will have casual conversations around the dinner table or holiday tree about LTC or possibly losing money in the market. By planting the seed now, you have the opportunity to potentially get a referral from holiday gatherings.

• Annuities: Pick an annuity… any annuity… as 2023 has shown how consumers are embracing the protection, accumulation, and, in some cases, the lifetime guaranteed income to complement the other pieces of their retirement plans. Three- and five-year MYGA rates continue to hover over 5%, with some reaching 6% in the last few weeks. Fixed Indexed Annuities (FIAs) have remained strong as well (up 9% year-over-year for 3rd quarter), providing consumers with longer-term accumulation products designed to provide that guaranteed lifetime income (yes, we use this phrase a lot). Check out the numbers from our friends at Wink with their latest annuity sales report.
• Life Insurance: One of our favorite life insurance sales conversations happens when Steve Zimmerman of North American talks about starting a conversation with a client about “Old vs. New” life insurance products. Most consumers don’t know about life insurance products with living benefits and only focus on the death benefits. Here’s a great consumer-approved flyer about this concept. Carriers are also making life insurance more affordable, improving turnaround time for approval through accelerated underwriting, and have developed products that better fit today’s and tomorrow’s consumers with long-term care provisions or incentives geared around living healthier lifestyles. Some life insurance products are cheaper than a cup of coffee per day, too!
• Long-Term Care: Throughout November, AIPMA focused on how LTC healthcare costs continue to grow to a point where future long-term care could significantly affect funds earmarked for vacations and other golden years’ activities. Check out our blog for some resources to position this conversation. The What Care Costs tool shows current LTC costs in their area, which usually opens eyes and spurs the desire to learn more about LTC options. Don’t forget – AIPMA has carriers with annuity and life insurance hybrid products with LTC provisions.
• Final Expense: Just a reminder… people do not always qualify for life insurance. Age, physical condition, medical exams, and other factors could lead to a decline from a carrier’s underwriting. Most final expense products do not require exams, and a majority of consumers are approved for up to $25,000 (or more, depending on carrier). Discuss how final expense provides the protection to cover funeral, burial, and other final expenses so that the burden is not passed down to their loved ones.

Need some ideas, carriers, or products to get the conversation started with your clients? That’s what AIPMA’s Business Development team does for most of our valued wholesalers and clients. Our experienced professionals can start with a generic sales concept to generate interest with your clients and prospects, then hone in on options based on your client’s best interests through illustrations or product comparisons.

AIP Marketing Alliance hopes you will take this month to make the most of potential opportunities to kick off your 2024 sales campaigns. Your clients’ needs can change on a daily basis, and they rely on you to provide the protection for them and their loved ones. You never know how a conversation may lead to a referral. That’s a gift that keeps on giving for both of you… better than a dessert of the month club.

Contact AIPMA’s Business Development team at (800) 783-5206 Press #2 or marketing@aipma.com if you require assistance with a specific client case. December is also a perfect time to get appointed with a new carrier, take some training courses, and develop a 2024 sales strategy. We’re here if you need us.