Newsletter & Notes
(This Page and it's contents are intended solely for the use of our licensed and contracted Associates and is not intended for public display or distribution. The contents of this page are deemed reliable but are not guaranteed and the remarks on these pages and on this web site are the opinions of the editor. )
Mortgage Insurance
Processing Center
&
Illinois
Mutual Life 
"Conversion Bonus Incentive Contest"
Qualifying Round
$100 in Cash for each Term Conversion
$500.00 ADDITIONAL bonus for each FIVE conversions
1/17/2009 - 04/30/2009
LEADER’S BONUS (stats were taken from Illinois Mutual Agent Forum 4/16/09 at 5:00 pm)
Ron
Bradley 38
conversion sales = $7,300 bonus so far
Keith
Hughes
9 conversion sales = $1,400 bonus so far
Spike
Williams 6
conversion sales = $1,000 bonus so far
Alex
Crain
9 conversion sales = $1,400 bonus so far
Chuck
Hemelt 9
conversion sales = $1,400 bonus so far
Robert French 6 conversion sales = $1,100 bonus so far
Bert Zimmerman 6 conversion sales = $1,100 bonus so far
Jane Lehrman
4 conversion
sales = $400 bonus so far
Eric Crain
4 conversion
sales = $400 bonus so far
**You may have written more conversion sales than shown on this report which may be due to the fact that not all of your sales have been posted by Illinois Mutual as of this date and time (4/16/2009 at 5:00 pm). Updates will be done daily.
-----------------
Champions Round cutoff line -------------------------
Jim Smith
1 sale - $100 bonus - needs 3 conversion sales to qualify
There are 2 weeks left in the Qualifying
Round of the Conversion Bonus Contest. You have until April 30th to ‘post
your 4 best scores’ to qualify for the Championship Round. (But,
make 5 Illinois Mutual term-to-conversion sales and get in the Winner’s BONUS
column
of the Leaders Board and win some BONU$ CA$H.)
ALSO, this has been such a successful and exciting incentive, so far, that
Illinois Mutual is offering to sponsor Round 2 of our contest,
All you need to do to stay above the
“cut-off line” and qualify for The
Champions Round, is submit and issue
“FOUR” Term-to-Permanent conversion sales with Illinois Mutual Life by April 30th.
make those sales and MOVE UP THE LEADER’S BOARD.
It's time to get moving! See you in the The Champion's Round, May 1st!
Your Friend in this Biz
Mike Young
The Championship Round
For first Round Qualifiers
5/1/2006 - 08/31/2006
Bombshell NEWS you can USE
You can get contracting for our various companies by going to our forms web site: http://www.mortgageinsurancepro.com/forms.htm
MORE Bombshell NEWS you can USE
Here are the FACTS about:
 | How Many Leads we get in a given Age Group |
| What percentage SALES CLOSINGS we get of the leads in a given Age Group |
| What percentage ISSUES of our Sales Closings we get of the leads in a given Age Group |
| The Average Submitted Premium by Age Groups |
| The Average Issued Premium by Age Groups |
Age Range # Leads Close % Issued % Avg Prem Submitted Avg Prem Issued
65 + 1,538 7.5% 32% $1,269 yr / $105 mo $1,346 yr / $112 mo
55 - 64 3,045 13% 49% $ 955 yr / $ 79 mo $1,128 yr / $ 94 mo
45 - 54 4,939 14% 54% $ 792 yr / $ 66 mo $ 967 yr / $ 80 mo
35 - 44 4,590 16% 58% $ 628 yr / $ 52 mo $ 778 yr / $ 65 mo
25 - 34 2,513 21% 63% $ 473 yr / $ 39 mo $ 621 yr / $ 51 mo
SO WHAT ??? you might ask ...
This tells us that
| EVERY AGE GROUP IS BUYING. So, don't skip a lead because of AGE ! |
| The average premium for a "65+ buyer" is TWO AND A HALF TIME GREATER that for a "25 - 34 buyer". So, you end up making A LOT MORE on a sale ! |
| Our primary market is ages 35 - 64. These are the folks with money that we should be asking about buying an annuity from us with our GREAT ANNUITY PORTFOLIO ! (If you haven't, ask me about it !) |
Here is THE AVERAGE TIME IT TAKES, in days, FOR OUR COMPANIES TO ISSUE A CASE on business submitted and issued 1/1/2006 through 5/30/2006
Illinois Mutual 37.4 days average time to Issue and Pay on a case
Trans America Life 17.6 days average time to issue and Pay on a case
Trans America HOME PROTECTOR PLAN: 3.33 days using the Home Protector
Measured as of 4/4/03 Measured as of 6/30/05 Measured as of 10/30/05 Measured as of 05/30/06
Illinois Trans America Illinois Trans America Illinois Trans America Illinois Trans America
avg to issue avg to issue avg to issue avg to issue avg to issue avg to issue avg to issue avg to issue
Battle 30 n/a 29.2 102.2 48.1 36.0 28.9 49.0
Bradley 16.6 n/a 18.3 n/a 14.8 n/a 16.8 n/a
French 34.3 n/a 48.8 n/a 67.4 n/a 43.1 n/a
Gillis n/a n/a 68.0 56.1 n/a n/a 63.1 n/a
Hemelt n/a n/a 25.2 n/a n/a 17.0 n/a 15.0
Lacks 36.5 n/a 32.7 22.0 15.8 n/a 44.2 n/a
Lehrman 15.0 11.0 39.9 n/a 44.0 46.0 57.5 n/a
McKinney 15.3 11.7 20.3 12.7 31.6 n/a 30.8 8.5
Overly 25.7 7.4 26.6 22.0 31.9 18.0 37.4 21.5
Sankonis n/a n/a 19.2 38.0 11.0 n/a 41.7 n/a
Smith n/a n/a 19.5 56.2 n/a n/a 79.5 76.0
Williams n/a 14.2 27.0 17.1 n/a 17.1 n/a 17.7
Zimmerman n/a 14.7 n/a 10.6 n/a 28.4 n/a 14.8
Agency Avg 23.6 14.1 33.9 23.0 38.5 25.6 37.4 17.6
Potential Income*
Report
If your closing ratio is 15% - 20%, then you are doing OK. If it is OVER 20% then you are doing very well for yourself and your family (financially) and for our agency. THANK YOU! But if you are under 15%, then you are not meeting even minimum standards and I am asking you to get assistance and figure out how to get where you should be in effectiveness. (We lose money under 15% and we cannot maintain a relationship if the ratios continue under 15%, long-term)
I've had several Associates ask me to SPELL OUT the minimum requirements to stay financially healthy. Here they are:
If you plan on making this work for you and your family, call these leads Not Later Than Sunday PM. Do this correctly so we can continue to have success and keep the program going you YOUR area.
NOTICE: If you have been with Associated Brokers for over 6 months and cannot or will not reach the MINIMUM standards of
1. 15% Sales "Closed and Issued" in relation to # of Leads Received
2. 75% of your sales PLACED
3. 78% thirteenth month persistency
... then, you will need to call me and let me HELP YOU so you can continue in our program -- and let's get a game plan to improve.
The "Potential Incomes" are just "potential" and are based on issuing all business submitted. The incomes do NOT include over-ride commissions earned by those Associated who are qualified for that income.
Date: 9/18/2003
The above list is not exhaustive. None of the above is to be viewed as legal advice. Associated Brokers / M.I.P.C., Inc and Michael J. Young, Sr., will not be responsible for calls made by agents in violation of the FCC rule. It is your responsibility to make sure that your actions in regard to cold calling are in compliance with the law. If you wish to access the national registry, you can go to www.telemarketing.donotcall.gov. The cost of accessing phone numbers in the registry is $25 per area code. Specific information about downloading files and accessing telephone numbers is available at www.ftc.gov/opa/2003/08/tmkraccessinfo.htm. |
Folks, Believe me when I say that this is THE OPPORTUNITY for Life Insurance Sales TODAY.
But it's all in how you view this business and Life in General. You will GET out of Life what you expect to get. And that belief is a good indicator of what you are willing to put into Life. So if you are putting a "Little" into life or into our business then you can expect to get very "Little" in return. You will GET out of Life what you expect to get.<------and, that's a period, right there. Put BIG EFFORTS into Life and what you do, and EXPECT BIG THINGS to happen. Then, stay with it until you receive your reward!! (A former Associate called and said that after two years away, he is positive that our Opportunity is the BEST LEAD PROGRAM IN AMERICA!!! This man has been working for a National Lead-Sales Marketing Company, too, which, by the way, just closed it's doors.)
Check this out 
...
| "No-Up-Front-Cost Leads" that are producing results--around $1,250,000 in submitted life insurance premiums from just 15 Associates! |
| Great Training in a "Turn Key" lead program |
| Leads delivered to you via Email every week! |
| Great Products that are designed for our market |
| Great Companies that are innovative and WANT our business |
| Great Commissions and advanced commissions rates |
| Great Renewals and/or Bonus programs |
| Agency Building Opportunities, commission over-ride opportunities, profits |
| Preferred Territories |
| Great Trips, prizes, and incentive programs |
| Your Own Web Page within our Web Site, at NO COST to you! |
| Internet Access to our solicited prospects who are from your area |
Where else do you get ALL this? JUST HERE! This may be the BEST opportunity of it's type anywhere!
BUT...
| Just knowing about a great opportunity is NOT enough. You have to DO SOMETHING with it. You have to DO something with OUR SYSTEM, to make it work right! |
| Just taking this program and the leads we provide and writing a bunch of sales and "throwing them against the underwriting wall" to see what sticks and what doesn't isn't enough either! You have to DO IT RIGHT! |
There are 3 things you have to accomplish to make the kind of money and have the kind of success that Ken Lang, Eric Crain, Jack McKinney, Spike Williams, Chas Ezrine and others are having! THREE THINGS you MUST do right:
1(a). You MUST call your leads "by the script": The "Associated Brokers' Way". You might even ask "why should I do it your way. Why shouldn't I do it my way"? Here's why: It works and many of us have proven it works the "Associated Brokers' Way". The folks doing it "our way" have proven it by setting MORE appointments and selling MORE programs than anyone else. Any we have proved it in EVERY area! (sorry, your area is not unique or any weirder that any other area!)
1(b). You MUST call your leads ASAP (Sunday Evenings). Why? (a) Because it works! And, again, we have proven it! (b) The competition (i.e., other mortgage lead agencies) will be calling, too! But, we spend the extra money to do it "our way" (our own data collection agency who collects exclusively for us and we print and mail our own solicitation instead of jobbing it out which takes 2 - 3 weeks longer) so you have the opportunity to get in the door ahead of the competition. They way you do that is Call As Soon As you get the leads!
2(a). You must SELL our program as having more VALUE! You have to let the client KNOW WHY you are the BEST! (1) You are dependable and will BE HERE for them (2) Our programs have long-term Value: Cash back options; financial planning (YOU) in case of a claim; they are transferable, "portable", "up-gradable" and have options such as "living benefits" and "accelerated death benefits".
2(b) You must get a check with each application - every time (unless a special situation arises such as a health related issue, etc.). There is no real commitment without the money.
3(a). You must get the policy issued. You must schedule the client's medical exams or basic para-med exams; call the doctors about forwarding Attending Physician Statements and the para-med services to see that they DO the exams (and stay on top of them); call your underwriters weekly to see if requirements have come in on your cases, and if not follow-up on them.
3(b). You must Place the policy. You need to deliver the policy and briefly explain (again) why it's a GREAT program (selling VALUE again!) Sometimes, this includes re-selling the program! And sometimes, later on, maybe 6 or 10 months later, you may need to "Conserve" the sale and the client!
Competition
is NOT a dirty word!
It's GOOD to compete. It brings out the best in GOOD people. (It might bring out the worst in a bad person, but then that confirms what we all probably thought about that bad person, anyway.) Competition makes mediocre people better at what they are doing. Competition gives us better services and products and lower prices in business. Competition can be the driving force behind invention and innovation. Competition can help us soar to heights we might never had attempted otherwise.
Sometimes, though, competition in our market-place, can be distressing and disconcerting. We go to all the trouble to make a contact, set an appointment and drive to our appointment, only to find some "joker" out there messing up our plans. We could have been someplace else, making a sale, rather than dealing with the "competition".
Let me tell you though: Competition is GOOD for all the reasons I mentioned, but if you continue to do your job the way you should, you'll not only get much better at what you do, but you will...
| Drive the competition out of your market area (no one can keep spending $22.00 each for leads, just to have you come along and "knock him out") |
| Make the competition wary of coming to your area. It just isn't worth it! |
| You'll make more sales and more money because you will have to get better and stay good at what you do! |
| You will CREATE a market just for yourself and your Team! |
Don't give up on a sale or client because of competition. Knock the guy out! Just stay with it and you will be amazed that you will WIN! It may take a little time, but when you begin to win, your lead count will increase and your sales will go through the roof. NO ONE can keep up with us, if we want it bad enough!
You can do this right, too. And you MUST if you plan on enjoying the success you can have with this great opportunity! Let's do it right, together!
Please note: NO "ARM CHAIR GENERALS" ALLOWED
The over-ride incomes do not and should not provide a primary income until the Agency-Team is ISSUING over $400,000 of PAID life premium. Then the Potential* primary income on override commissions alone should be approximately $40,000+; that, combined with a personal issued premium of $6,500 per month would be about $100,000+ per year "take home" income.) Once you've built a viable Agency producing over $400,000 in paid premiums, then you will necessarily spend the majority of your time building, training, expanding your business, etc.
BUT, If you are building a "LOCAL AREA AGENCY*" (local to your area), and you are using our "NO-UP-FRONT-COST" LEADS, then you are EXPECTED TO SELL, train and recruit ! But, We do not need someone to just recruit people to a "Local Area Agency*", who do all the selling so you can get the money!
Remember... if you have a Rated or Declined case, just call my office (804-435-3434) or email me at mortgageinsurancepro@earthlink.net or mortgageinsurancepro@earthlink.net and give me the particulars and we have "special use" companies (especially for our leads) for Rated or Declined cases. Or if you just have a tough to place or tough to write case, let me know and we have the products to help.
More News
!!!Advance Warning!!!
(This could be Good for your Mental Health)
Illinois Mutual is offering ASSOCIATED BROKERS (M.I.P.C., Inc.) an additional incentive contest! This will be a Trip for two, for FOUR DAYS and three nights with a choice of 3 or 4 locations (locations to be announced). Here are the requirements:
1. $75,000 total paid annualized premium ($55,000 of the total must be life insurance premiums.)
2. You must have been appointed with Illinois Mutual prior to 1/1/2009.
3. You must maintain a 90% - 13th month persistency.
4. You must be an active producer at the time of the award.
(This includes all Life premium except ChildGUARD; up to target premium of Universal Life sales; Single Premium Whole Life is calculated at 15% credit; minimum of 15 total lives to qualify)
This means, you can win ALL the contests during the year AND because you are a member of The Associated Brokers' TEAM you can win this incentive trip, too!
...Did You Know??...
...That we have great companies to underwrite our business? Trans America and Illinois Mutual Life. We chose these companies out of HUNDREDS of available companies and from among dozens of competitively priced programs!
...Why we chose THESE companies ??? Because they offer annualization on YOUR commissions; Because they co-operate better than most other companies in underwriting (most of the time); Because they have innovative mortgage-type programs; Because they have commissions that are high enough for all of us to make a great living, renewals for future income, deferred compensation to accumulate savings, stock options to share in wealth building and we have some "pull" with them because of our sales totals!!! They WANT to deal with our Team!
...Did You Know??...
...that we are an Association-type of organization??? Yes, and buy joining our efforts together this way, I am able to finance a Lead Program that costs you NO UP-FRONT MONEY with leads that Brings Big Results!!
...that if you don't call your leads on SUNDAY evenings, and if you don't call ALL of them, that the competition is coming after you and will render your leads worth-a-little-less-value every day that goes by? so that when you do call you get that dreaded response: "I already have someone coming out" or "I already have a quote...how much is yours?", or, "Naw...I've already bought!"
...Did You Know??...
...that if you "waste" your leads by not calling all of them on the Sunday Evening you receive them, that you and I make less money and EVERYONE ends up getting fewer leads in the upcoming weeks because I / we can't afford to "get all the leads we could get". It hurts EVERYONE of us, if someone doesn't follow our program the way the Winners do it!
...that if you sell a lead away from our approved companies that it takes money and leads away from ALL of us? Because that is cost we won't recover and money we won't have to generate more leads for everyone!
...Did You Know??...
...that we are spot checking leads and sales to make sure the customer is a solid sale for you; to make sure the competition isn't stealing your new client AND to make sure ALL sales are made with our approved companies.
...that even though our approved companies had rated or rejected a couple of sales, that we found a couple of our associates selling our leads away to other companies without prior approval, and now they are no longer receiving leads and will have to deal with our Agency's Attorney? WHY ? Because we had an agreement. Our system of no-up-front-cost leads and protected territories to be written with our companies ONLY. We intend to and are entitled to make money from our huge investment of money in our lead system and our time in YOU! We are going to protect OUR OPPORTUNITY for ALL of us who play this program right!
...Did You Know??...
...that we have more men making high 5 figure and low 6 figure incomes than almost every other insurance agency 'out there'? CONGRATULATIONS!!
...that AS LONG AS YOU ARE TRYING to work this program our way, that you can have "lousy" sales weeks and we will NOT give up on you. You have other team mates doing GREAT while you may be struggling, and their efforts will support your program while you learn and get GREAT, too!!
Here's Something to Think About:
Our "main" competitor in 1995 was "Mid-American Investors" of North Carolina. The head of that agency, is getting agents to collect mortgage data "free of charge to him" and then selling the leads to the agents (and guys are doing it!). He once told me our "no up-front-cost" way of doing business would not work, that agents would "rob me blind" and that I was an "idiot" for doing business this way! He later asked me how he could get some of our business (once again, some guy wanting to get something for nothing). I reminded him that he shouldn't do business with someone he thought was an "idiot". I believe that most people are honest and that by demonstrating my faith in other by putting my money up first that we could put together a great organization of honest hard working men. It works! But, where is that guy from N.C., now?
Then, in 1996 Amerishare Investors (Jacksonville, FL with a connection in Lynchburg) and another agency in Richmond were Big in the mortgage lead market. They tried to intimidate us out of the market with threats and dirty tricks. Some of the guys with us went over to them later. Where are they, now?
Some of the men doing business with us got tangled up with a health insurance deal in 1997-98 that promised big incomes and multi-level recruiting. That operation ran several of those folks out of the biz, financially, altogether, and cost some of the others a lot of wasted time. And, where is that group now?
Another group in the west-end of Richmond (M. Browder) in the mortgage market did business with Kentucky Central. That company went broke. Then they used The Life Insurance Co of America, and that company went broke. Now ???? Geeeez, guys....
Then, in 1998, we released some guys from our program, and after their 18 month "no compete" they joined with another group in Richmond and they were "tearing it up". They agency head told me they were spending $15,000 a month on leads, over-head, etc. (same as us) but the were writing $60,000 a week in premium!!! They closed their mortgage lead program about 4 months ago, deep in red ink!
"DEALS" come and go, but we have survived and made a profit for all of our folks who have worked our system OUR WAY, stayed focused and been honest with us and themselves. Our 15 (+ / -) data collectors and office people have all made a great living working on COMMISSIONS ! Our top Life Salesmen make $80,000 --- $90,000 --- $100,000 + !!
Our system has been proven. It works! We are dependable! We will continue to deliver as long as we all work TOGETHER! So, why even bother looking elsewhere? Just "dig in" here and let's all make this bigger and better, for all of us, in the New Year!