May 2020

Digital Bootcamp: Week Three: Refreshing Your Online Profile in Our New Era

It’s a worthwhile investment

Creating a strong online profile is no longer an option; it’s a necessity. These challenging times have not only changed our life and business priorities but how we interact with others.

Whether you are looking to expand your network or build your business, social media enables you to:

  • Discover new ideas and trends
  • Connect with existing and new audiences in deeper ways
  • Bring attention and traffic to your work
  • Build and enhance your professional and personal brand
  • Demonstrate your “thought leadership” skills
  • Create strong personal connections at scale

If done right, your refreshed online presence gives you an opportunity to attract more people who not only support you but will enlighten your thinking about ways to grow your brand and your business in this environment.

Some of you use social media explicitly for driving business. The vast majority of you use social media to create a personal connection with your friends, clients and prospects. The elements required to create engagement remain the same:

  • Create an online presence that truly reflects your personality
  • Post good content that tells compelling stories
  • Actively engage with your friends and acquaintances

That said, themes and images that created engagement and excitement before February 2020 may have the very reverse effect today. Early surveys already demonstrate dramatic shifts in purchasing behavior, aspirations, and long-term economic perspectives of most consumers. In short, think twice before posting a picture of your visit to the beach, a ride on a posh boat, or a new car.

For the remainder of 2020, we believe that consumers will respond to content that demonstrates:

  • You work hard to serve your community
  • Your advice and products offer safety for families and retirees, and
  • People can trust you to steer them through this economic storm

We suggest you begin with your profile. First, ask yourself three questions:

  1. Are there ways to improve what you already have online? Will a prospect immediately grasp your commitment to providing financial guidance?
  2. Is the profile picture you uploaded last year still relevant? Will a consumer want to trust the picture of the person they see?
  3. Does your bio need to be updated? Have you fully documented your community activities?

Since it’ll be the first impression many people see, improving your online presence includes social media channels. Does that initial impression convey community connection, safety and trust?

We’ll focus on four social media channels: LinkedIn, Twitter, Facebook and Instagram. Since we are concentrating on business, LinkedIn should be the platform you refresh first.

Four things you’ll need to get started:

Your Photo

Use a high-quality headshot that reflects what you look like today, not 10 years ago. Do not choose a photo of someone else, a group shot, an arm draped over your shoulder or a selfie. It should a professional photo of your face.

Your Background Header Image

It’s time to replace the generic “sky” photo behind your head shot. This is your “billboard.” Put it to good use! There are many free quality LinkedIn backgrounds available online. You may want to choose one that resonates with your personal style or represents your interests.

Your Professional Headline

Your headline is what appears directly below your photo on LinkedIn. The default is your current job title. Rather than using your title, you should include information that attracts visitors to want to learn more about you. Be explicit about how you can help people – but do it in a professional manner. Remember, you get up to 120 characters in your headline.

About/Summary

Add a Summary to better represent the depth of your professional expertise. Most people use first-person voice in their About section, rather than writing about themselves in the third person. First-person sounds more personable. Select one and stick with it.

The Summary is also great for search engine optimization (SEO). Use keywords that are relevant to your industry expertise. The keywords and phrases in your profile—including your Summary and other information—will impact how likely you are to show up in Google searches for:

  • Your name
  • Skills relevant to your expertise
  • Companies where you work

LinkedIn offers a variety of ways to expand your network by connecting with professionals in your industry. You should also post your own content, showing off your thought leadership and expertise on a regular basis.

While you may use your LinkedIn photo for Twitter, Facebook and Instagram, consider using photos of a more casual nature. Try using photos that showcase your hobbies or interests.

Twitter offers you 280 characters to express your ideas and thoughts. You can use photos and videos that support your message to help you stand out. Smart, relevant, timely posts can help you raise your profile, especially when you use #hashtags.

Facebook can connect you with influencers in your industry and you can share articles, stories and images. Show the world what matters most to you.

Instagram is more than photos and images, it’s a place for doing business. Instagram’s audience loves cool and interesting visuals. You can combine awesome content with visuals such as infographics or images to build followers.

It’s an art and a science

Be authentic. Think before you post. Experiment and see what’s working and what isn’t. Constantly re-evaluate.

Start slow, select the platforms that align with what you are trying to accomplish. Look to others in the market that are doing this well. Use your common sense.

This new era has given us the gift of time. Investing some time to enhance your online presence today will pay dividends in the future.

Keep Compliance Top of Mind

If you’re using social media for prospecting or to advertise insurance products, keep in mind that all states have specific rules and regulations you need to comply with. And be sure to get approval from the carriers you represent when mentioning their name or products, whether online or in other types of media.

Disclosures

For agent/producer use only. Not for use with the general public.

This information is provided by Nassau Life and Annuity Company for general education purposes only. Nassau Life and Annuity Company and its affiliates, their distributors, and their respective employees, representatives and/or insurance agents do not provide tax, accounting or legal advice. Individuals should consult their own independent advisor as to any tax, accounting or legal statements made herein. All product sales must be appropriate, based on a comprehensive evaluation of the customer’s financial situation, needs and objectives. BPD#40165

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Anthony LaRosaDigital Bootcamp: Week Three: Refreshing Your Online Profile in Our New Era
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Strategic Changes to Simplify and Grow Nassau

As an organization, we have made great strides over the past four years. We have reduced risk, strengthened the balance sheet, created a strong new brand, grown our company, and successfully restarted our core annuity business.

That said, we continuously evaluate opportunities in the market and make certain we deploy our resources to markets where we can provide strong value for both customers and producers. After an in-depth analysis, we concluded that we should concentrate on our core strengths in the annuity business, our recent reentry into Medicare Supplement business and other digital opportunities.

In addition, to better reflect our broad-based growth businesses, we decided to refine the Nassau brand name and drop the “Re” from our logo. We will make changes quickly on our digital materials and slowly transition branding through all communications over the course of the next year.

We also determined we should stop selling new life policies. We will continue to accept new life insurance applications through June 5, 2020, and any outstanding final requirements must be received by June 30, 2020. If you have any questions or need help with a pending sale, please contact Haylie Reuter or New Business Operations.

We appreciate the trust that consumers and producers placed in our company over the last several years with their life insurance decision. We remain fully committed to the life insurance benefits and best-in-class service that we provide to our existing policyholders.

Our strong relationships with all of you have been essential to our success. We will continue to invest in growth across Nassau and position the company for a strong future with you.

Regards,

Phil Gass, Chairman and Chief Executive Officer


Disclosures

For Producer Use Only. Not for distribution to the public.

Annuity and life products are issued by Nassau Life and Annuity Company (Hartford, CT). In California, Nassau Life and Annuity Company does business as “Nassau Life and Annuity Insurance Company.” Nassau Life and Annuity Company is not authorized to do business in MA, ME, MN, and NY, but that is subject to change. In New York, annuities are issued by Nassau Life Insurance Company (East Greenbush, NY). Nassau Life and Annuity Company and Nassau Life Insurance Company are subsidiaries of Nassau Financial Group. The insurers are separate entities and each is responsible only for its own financial condition and contractual obligations. BPD40162

Nassau Re® is a registered trademark by Nassau Reinsurance LLC.

© 2020 Nassau Re

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Anthony LaRosaStrategic Changes to Simplify and Grow Nassau
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Effective June 1: NC Transitions to Group A, MYAnnuity Updates

  • NC will transition to Group A for surrender charge schedules, crediting rates, and/or premium bonus for PIA, PPC, and PRC.

  • The minimum premium amount on MYAnnuity will drop to $10,000 where it’s currently available (all states except CA, MA, ME, and MN).

  • eApp will become available for MYAnnuity 5X in New York. 

NORTH CAROLINA TRANSITIONING TO GROUP A

Effective June 1, 2020, North Carolina will transition to Group A for surrender charge schedules, crediting rates, and premium bonus (where applicable) for new business for Nassau Personal Income Annuity, Nassau Personal Protection Choice, and Nassau Personal Retirement Choice.

TRANSITION INFORMATION

  • Applications signed on or before May 31st and received on or before June 1st will receive the old product features.  All transfer funds must be received by August 1st.
  • Applications signed on or before May 31st and received after June 1st will receive the new product features.  An acknowledgement form and new product disclosure will be required.
  • Applications that are signed or received after June 1st will receive the new product features.

NASSAU MYANNUITY UPDATES

MINIMUM PREMIUM TO BE LOWERED

Effective June 1, 2020, we will be reducing the minimum premium amount on MYAnnuity to $10,000 where it’s currently available (all states except CA, MA, ME, and MN).

E-APP WILL BECOME AVAILABLE FOR MYANNUITY 5X IN NEW YORK

Beginning June 1, 2020, Nassau will offer the ability to submit eApps from New York for MYAnnuity 5X. Paper applications will continue to be accepted. Learn how to easily submit new business with Nassau’s eApp.

Don’t forget: approved new annuity business applications submitted via eApp receive 10bps additional compensation!

DISCLOSURE

For Producer Use Only. Not for use in solicitation or advertising to the Public. 

Product features, rider options and availability may vary by state. Actual product details, including all terms and conditions that apply, are contained in the annuity contract. Product sales must be appropriate based on a comprehensive evaluation of the customer’s financial situation, needs, and objectives. Lifetime payments and guarantees are based on the claims-paying ability of the issuing company.

Nassau Personal Income Annuity (19FIA, ICC19EIAN and ICC19EIA), Nassau Personal Protection Choice (19FIA, ICC19EIAN and ICC19EIA), Nassau Personal Retirement Choice (19FIA, ICC19EIAN and ICC19EIA), and Nassau MYAnnuity 5X/7X (ICC18IFDAP, ICC18IFDANP) are issued by Nassau Life and Annuity Company (Hartford, CT). In California, Nassau Life and Annuity Company does business as “Nassau Life and Annuity Insurance Company.” Nassau Life and Annuity Company is not authorized to conduct business in MA, ME, MN, and NY. In New York, Nassau MYAnnuity 5X (I17IMGA) is issued by Nassau Life Insurance Company (East Greenbush, NY). The insurers referenced above are separate entities and each is responsible for its own financial condition and contractual obligations. Nassau Life Insurance Company and Nassau Life and Annuity Company are subsidiaries of Nassau Financial Group. Nassau Re® is a registered trademark by Nassau Reinsurance LLC. BPD40159

Insurance Products: NOT FDIC or NCUAA Insured | NO Bank or Credit Union Guarantee. 

© 2020 Nassau Re

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Anthony LaRosaEffective June 1: NC Transitions to Group A, MYAnnuity Updates
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Digital Bootcamp: Week Two: Making A Trusted, Emotional Connection Through a Webcam

Your digital advertising has paid off. A potential client has emailed you requesting an introductory meeting to explore their retirement or life insurance options—or to see if you’re the right person to help them meet their needs. Although nothing beats an in-person meeting, COVID-19 has taught us that sometimes this just isn’t possible.

To make this meeting effective, you have to master three skills. First, you need to learn to be technically competent not only to run your connection smoothly but also be able to easily troubleshoot problems for your potential client. Second, and most important, you need to manage the process in such a way that you create an emotional connection strong enough for someone to trust you with their financial future. Finally, third, you need to manage the meeting in a way that meets all compliance requirements for the carriers you may represent.

Mastering the Technical Process: Devote at Least Three Hours to Learn

When you can’t meet in person, a virtual meeting is a great opportunity to develop a strong first impression. If you’re new to virtual meetings, online meeting platforms—like Skype or Zoom—can seem intimidating. With some practice, virtual meetings can be a reliable and powerful way to get some facetime with potential clients from the safety and comfort of both your own desks.

Five years ago, connecting your laptop to a webcam and finding a client willing to do the same probably proved daunting. Today, just about everyone has learned to communicate through a camera on their phone or computer. That said, you still need to establish a solid set up in your home office that will reliably allow good video and audio connections.

Get the Right Equipment

Good virtual meetings only require standard equipment today. If you have an average internet connection and a laptop purchased in the last two years, you will likely have what you need to host a client meeting. Great virtual meetings may require a high-internet connection, a 4K or better webcam, a high-quality microphone like one used for a podcast, and dedicated lighting behind the webcam.

Resources*
The Best Webcams

Open A Big Pipe

Hosting virtual meetings requires a reliable internet connection. Use a free online resource like speedtest.net to see if your internet can handle virtual meetings. As a general rule of thumb, your download speed should be at least 8mbps, whereas your upload speed should be at least 1.5mbps. For a great experience, make sure you have at least 8mps upload speed and download speeds in excess of 30 mbps.

If you need to increase your speed, limit the number of devices currently using your Wi-Fi, or connect your computer directly to your internet router using an ethernet chord. If your internet speed still proves slower than needed, you may need to upgrade your plan with your internet service provider.

Pick Your Preferred Virtual Meeting Platform

Whether you’re using Zoom, Skype, or another platform, thoroughly test that it works correctly on the device you’ll be using for the meeting. Spend a few hours exploring the platform’s features, reading the user guide, and watching videos online.  Once you feel confident, schedule a 30-minute meeting to test the following questions with a friend/colleague:

  • How do you schedule a meeting? How do your guests join?
  • How do you start the meeting?
  • Test your audio and microphone. Can you hear and be heard?
  • Test your camera. Can you see and be seen?
  • How do you mute/unmute yourself? How do you toggle your video on and off?
  • Can you start and end a screenshare?
  • Can you record the event?

Learn the Other Popular Platforms

Just because you like one conference platform does not mean that your client will. If your clients tend to be over the age of 55, their service of choice may be determined by their grandchildren. Make sure you understand how to use all the other platforms. Today, the most popular ones include Zoom, Skype, Facetime, Google Hangouts, and Messenger. You should be able to meet your client on their terms. Make certain you have an account on all of these services in case a client insists on a platform you don’t regularly use.

Resources*
How to Use Zoom
How to Use Skype
How to Make Video Calls with Skype for Business

Creating an Emotional Connection with Your Client

Chances are you’ve been in hundreds, if not thousands of meetings throughout your career. Virtual meetings, however, function somewhere in between an in-person meeting and a phone call. Follow this outline and tips below for leading a successful, rewarding virtual meeting.

BEFORE


The All-Important Pre-Call

A quick call with your client could make all the difference in hosting an effective and productive virtual meeting.

After introductions, define the client’s goal—the heart of why they reached out to you initially. Then, begin ironing out the logistics of your next connection. In addition to the standard date and time, ask if they’d be open to a virtual meeting. If they are, ask if they have a preferred online meeting platform. This may require a bit of prep on your end to learn the platform if you haven’t already. Fortunately, the core skills you develop with one are fairly transferable to another. Regardless, operating in a system your potential client is familiar with will greatly reduce the likelihood any technical obstacles occur during the meeting itself.

If they don’t have a preferred platform, or are new to virtual meetings, suggest your preferred platform and explain its features and ease of use. Close the call in appreciation of your client’s time and your eagerness to work with them in the future. Small touchpoints like this are key to building likability and trust.

Schedule the Meeting, Set Expectations

A day or so after your initial call, schedule the meeting using your online calendar of choice. Send an itemized agenda including the objective of the meeting, topics you’ll discuss, as well as clear, step-by-step instructions about how your guest can join the virtual meeting. Include a backup phone number—just in case. 

Prepare Your Visuals: Screensharing

Insurance products can be complicated. Screensharing illustrations or visuals to help your guest better understand product features can make or break your meeting. Make sure you have them ready in a designated folder for your meeting, or your go-to place on your device.

Get Camera Ready

You don’t need an in-house studio to look professional on a webcam. Follow this seven-bullet checklist to present yourself well virtually and to keep your guest’s attention focused on you.

  • Wear neutral colors (blues, grays)
  • Remove noisy jewelry
  • Place camera at eye level
  • Take a step away from the camera and center your face in its frame. Being too close to the camera may create an uneasy, unnatural feeling to your guest that potentially diminishes their willingness to connect with you.
  • Remove distracting items and background light from the frame
  • Light yourself from the front with natural (window) lighting

Plan a Technology Pre-Check

Depending on your level of comfort, plan 15-30 minutes to test your audio and video before the meeting. Try restarting your device if something that was previously working isn’t anymore. Be prepared to jump in and troubleshoot if your guest needs a hand in joining the meeting. This is where all the time you spent learning the platform will shine.

Be Early

Don’t make a client wait for the meeting to start. Open the meeting at least 5 minutes in advance to reduce the possibility of creating anxiety over the technology for your client.

DURING


Build Trust and Comfort

At the opening of your meeting, create an atmosphere of privacy by shutting the door and putting headphones in. This will show your guest that what they’re saying is confidential. Additionally, if your platform allows it, consider asking your guest if they’d benefit from a recording of the conversation that you could share with them afterwards. Bear in mind: any recording could become public information, so lead the conversation accordingly.

Allocate enough time to break the ice. Try to find common ground to build relatability and likability. If you’ve practiced the skill of mirroring, or the adoption of the physical and verbal behaviors of another as a way to build rapport and agreement during the sales process, a virtual meeting is a great opportunity to utilize it.

Make certain that your camera frames at least the top half of your torso. This will make it easier for your client to respond to your body language and cues. Studies show that webcam calls focused just on heads reduce the chance of establishing empathy and trust.

Eye Contact: Look Into the Camera

While it’s tempting to watch yourself or your client on screen, look into the camera. Just like maintaining eye contact, focusing on the lens will increase empathy and deepen their connection to you.

Be Mindful of Background Noises

Your dog hasn’t barked in years, but they will when you’re in a virtual meeting. To minimize interruptions, it’s best practice to mute yourself unless you’re speaking. Make sure to take yourself off of mute when it’s your turn to communicate.

Keep Them Engaged

When it’s time to present, speak slowly and confidently when describing your points. Remember—because you spent time framing your camera appropriately, you can further emphasize your key messages with hand motions, pointed expressions, etc. Although it’s always tempting to include beautiful landscapes or animal pictures for easy wow-factor in your presentation, pair what you’re saying with visuals that reinforce your many concepts, not distract from them.

Perhaps most importantly, make sure to pause and prompt for questions throughout your presentation and to provide your client plenty of chances to chime in. These openings are not your chance to check that text message you just received or your email. Devote your attention to the conversation, nodding in recognition of the points your guests make, answering questions, and asking targeted follow ups. Dialogues connect people more deeply than lectures ever could.

Close the Meeting in Style

Wrap up the conversation by reemphasizing the meeting’s critical points. Be clear about timeframes and what exactly your guest can expect from you. As the old maxim goes, say what you’ll do, and do what you say. End on a note of positivity to encourage your client to associate you with that mindset when they think about the meeting later.

Resources*

More than Face-to-Face: Empathy Effects of Video Framing
Mirroring in Sales
Yes, There Is Video Chat Etiquette. Here are 10 rules.
How to Use the Six Persuasion Principles in Your Video Marketing Campaigns
10 Smart Tips for Running a Productive Teleconference
How to Forge Trust with Video Conferencing

AFTER


Be Proactive Post-Meeting

The same day, or the day after the meeting ends, follow up with your client, including a meeting summary or recording of the conversation. Reemphasize the timeframe of any deliverables or expectations you discussed and stick to them. Nothing ends a new client relationship faster than a broken promise.

Remaining Fully Compliant in the Process

Make certain you know the exact compliance requirements of the carriers you represent before you start the conversation and those of the states in which you work and your client resides. Some carriers still have insurance and annuity applications filed with states that require you to attest to meeting the client in person and that you have physically verified the authenticity of their identification. Some states still have laws in place that require specific regulatory approval to take applications over the phone or internet. In the last few months, many of these carriers and states have modified the rules to enable virtual sales meetings. However, for your own protection, find out the exact rules before you start the call so you avoid problems down the road.

In a quickly shifting regulatory and compliance landscape, we suggest you adopt the following habits:

  • Record meetings in which you actually take an application. Most platforms allow you to easily do this. However, always remember to ask permission to record the conversation and explain to your clients why it’s helpful for you to do this.
  • On the call, establish the physical location of both you and your client. Given the unusual circumstances of these times, this will demonstrate your diligence in determining the eligibility of the sale and prevent an application from being rejected later.
  • Ask the client to physically show their identification on camera. Most carriers will only need a photo or the ID number as part of the applications. However, at least one carrier requires the ID to be shown on screen.
  • Get a transcription of the call and keep with your client files. Some platforms offer automated transcriptions. If yours does not, consider using an inexpensive service to transcribe it for you.

While it may be more difficult for some to secure new sales in these challenging times, it’s imperative that you continue to comprehensively evaluate each client’s individual financial situation, needs and objectives before recommending a product to ensure it is appropriate for them.

In Conclusion

Create a long lasting, powerful first impression with your potential clients with digital meetings. With the right tools, internet speed, meeting preparation, and just a little bit of practice, you’ll be a pro in no time!

Disclosures

*Any references to the products, information or websites of any third party are for informational purposes only. Nassau Re does not endorse any third party products, information or websites and makes no representations as to the suitability or accuracy of such products, information or websites. Your access to and use of any third party products, information or websites is at your sole risk.

The articles shown as a part of this series are for general information purposes only. Nassau Re and its affiliates, their distributors, and their respective employees, representatives and/or insurance agents do not provide tax, accounting or legal advice. Individuals should consult their own independent advisor as to any tax, accounting or legal statements made herein.

BPD#40146

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Digital Bootcamp: Week One: Make Your Practice COVID-19 Friendly

Put on your oxygen mask before helping others

Over the next few weeks, we will offer a six-part bootcamp for taking your firm digital. We believe that you should focus more on digital marketing today. Not tomorrow. Today.

In the short-term, you can use email, social media, video conferences, and digital ads to help generate enough business to pull your firm through this crisis. In the long-term, the goal is to build a more profitable, valuable, and efficient practice.

However, before you try something new, you need to feel confident about your business today. In part 1 of 6 of our series, we’ll focus on how to shore up your financials in the middle of a pandemic.

Remember cash is king

Whoever can manage their cash flow will be more likely to survive and thrive in this weird world we now inhabit. To help you do this, you need to follow this simple rule: speed up money coming in the front door, slow down money going out the back.

So: how do you do this as an independent agent, producer, or financial advisor? First, just like you would with your client, start by creating a rough cash flow needs analysis.

Daily Burn Rate

Add the last six months of payments from all your business bank accounts and divide by the number of days in those months. Why go back six months? You will likely find that certain receivables may take a long time to turn into cash in your bank account. These may be annuities requiring 1035 exchanges or hard-to-place, and rated life insurance applications in the pipeline. This will give you an accurate daily burn rate for your practice.

Cash On Hand

Add up all your current bank balances and cash holdings that you can withdraw without penalty or incurring interest. You may be tempted to add in your pre-approved credit lines. Don’t do it. Those forms of cash are debt. You want an honest answer for the baseline calculation of your cash on hand.

Cash Buffer Days

Next, divide your cash on hand by your daily burn rate. This will tell you how many days your business can pay bills without running out of money. Put this number on a wall, a post-it note or in your daily journal.

How am I doing?

Is your number good or bad? The answer depends a lot on your business model. For comparison, restaurants typically generate high cash turnover and operate with low total margins. They typically report a median of 16 cash buffer days. The pandemic put incredible stress on these businesses and forced immediate layoffs in many cases.

Real estate agents, in contrast may wait many months to receive a large commission. They must stretch their savings over a longer period of time. As no surprise, most real estate agencies report a cash buffer of 47 days.

I would expect that most insurance agencies’ cash flow analyses look more like real estate firms. If you run a practice that relies on a seminar selling system that stretches over three months, your cash buffer days may exceed 50 days. In contrast, if you work in partnership with a local bank and sell fixed annuities to retirees over the phone, you may only need 20 days of cash buffer to operate effectively.

If you have a CFO, he or she should tell you that your ideal number of cash buffer days should be long enough to avoid having to use a short-term credit line to make payroll and pay expenses. It also shouldn’t be so long that you struggle to pay your personal expenses.

How do I improve my cash position?

As I mentioned in the beginning, the rule for improving your cash position is ridiculously simple: speed up money coming in the front door and slow down money going out the back. Practicing this requires a lot of attention, discipline, and very consistent management action.

Slow down money flowing out

First, slow your cash flow by cutting costs. Some expenses will automatically end, like client breakfasts, lunches or appreciation events. Others may require some painful steps or long conversations.

If you have a support team, salary and health care costs may be your single biggest non-marketing expense to manage. You probably depend heavily on their support and have long-term relationships. Short of layoffs, you may need to consider cutting hours or asking for reduced compensation. If they have insurance licenses, you may be able to offer variable compensation tied to sales. Rent may be your second largest expense. If you have a landlord, communicate directly and honestly about your financial state. It’s possible they will reduce rent or defer payments rather than lose a reliable tenant.

Depending on your business model, advertising, marketing, or leads may be the next largest expenses. Reach out to any software as a service provider and ask for modifications to your terms. Explore if they are offering short-term discounts or even suspension of billing to help their clients survive in this market. At a minimum, ask for an extension of payment terms.

Finally, remember to call your phone and Internet service provider. You likely have the time now to sit on hold and negotiate the terms and price of your contract.

Speed up money flowing in

First and foremost, start working with the carriers you trust most during this period so that you can confidently submit business that consistently places and quickly pays commissions. However, you will want to work with enough carriers to mitigate the risk of inevitable pricing or underwriting changes. The carriers you select should have robust digital capabilities today and not be playing catch up.

Waiting 10 vs. 30 days to receive a commission payment will have an incredibly positive impact on your bank account. In the next few months, speed depends on using the e-app capabilities of the carriers and working closely with their new business departments. You should expect real-time text alerts, online chat, the ability to upload documents, and on-line payment options for clients.

See which carriers offer value-added benefits or services that can help you speed up your cash flow. Depending on your new business volume, you may be. You may be eligible for accelerated payment of commissions, special marketing assistance payments, or even free leads.

What’s next?

If you follow these steps, you should have more cash buffer days to protect your practice and start to again grow your business. Take this week to go through your financials. If you have an accountant, ask them to help. If you belong to a mastermind group, lean on the members for creative solutions to strengthen your financial position.

For our top producers, we’re offering a livestream program and 1-on-1 sessions on this topic. Ask your primary carriers or independent marketing organization what help may be available.

Next week, we’ll focus on creating a top virtual experience when meeting your clients on screen.

Disclosures

For agent/producer use only. Not for use with the general public.

This information is provided by Nassau Life and Annuity Company for general education purposes only. Nassau Life and Annuity Company and its affiliates, their distributors, and their respective employees, representatives and/or insurance agents do not provide tax, accounting or legal advice. Individuals should consult their own independent advisor as to any tax, accounting or legal statements made herein. All product sales must be appropriate, based on a comprehensive evaluation of the customer’s financial situation, needs and objectives. BPD#40133

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Anthony LaRosaDigital Bootcamp: Week One: Make Your Practice COVID-19 Friendly
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