Frank Stastny Was Right

[jdeasy]

Really? I've been in the senior market for 14 years now. I've done well with both products. I can tell you that I've sold both in hundreds (if not thousands) of homes.

The difference here is that I didn't target clients with $0 income.

You don't specialize in FE. I've been in all those homes too. It wasn't until I decided to specilaize in FE did I really begin to understand the FE market.

If you don't target the under $15000 income that's fine. But, that is the FE market. Since I've been only prospecing for FE, which is 3 years now, I've wrttten over 1000 FE applications and the vast majority of them, 80 to 90% range, have been pople with incomes under $15000 per year. That is not the med sup market.

Now, I'm sure that if a person marketed for med sups and led with med sups and targeted the over $15,000 income people then they could have easy cross sells for FE.

I don't about other marketing strategies or annuitiy markets or single premium markets or the LTCi markets. But, I do know the FE market.

 

[Todd King]

Yes, I do specialize in FE. I just don't limit myself to just FE. If I did I would probably do exactly what you are doing.

Please don't take it wrong, there is not one thing "wrong" with what you are doing. All I was saying is that if you target all the way down to $0, then that's the type of client you will sell to. If you wanted to market for med supps, you would find those clients and cross-sell the FE to them. Plenty of business out there either way.

 

[Justin Bilyj]

I still think Kentuckians are poor, and that is having an effect on your perception of what is a viable FE market. JK!!! (not really)

 

[arnguy]

You're showing your age, rousemark. No offense intended----I remember when you could buy margarine only if it was white and came with coloring pellets to make it look like butter. Then again, I remember food rationing, gasoline rationing, etc. during WWII.

 

[somarco]

I remember white margarine. Don't recall pellets to color it, nor do I recall WW I like you do.

 

[GoCubsGo]

Hell, I remember WWII. From John Wayne movies.

 

[HomeService]

No, it's not. That's why many agents fail in the FE market. They think it's the same. The FE is the lower income.

There is not a person that specializes in FE that will say it's the same market.

I think you are mixing up the old school debit market with the newer school of FE. You are in the debit world like me, and you think you are in the FE market. Do you collect cash?

 

[rousemark]

You're showing your age, rousemark. No offense intended----I remember when you could by margarine only if it was white and came with coloring pellets to make it look like butter. Then again, I remember food rationing, gasoline rationing, etc. during WWII.

You must be a little older than I. Didn't think anybody fit that category. I remember the butter but don't remember the rationing. I was born in Sept '44 so the war was over before I was old enough to remember anything. I do remember sitting by the radio listening to news of the Korean War.

 

[senior-advisor-indiana]

You're showing your age, rousemark. No offense intended----I remember when you could by margarine only if it was white and came with coloring pellets to make it look like butter. Then again, I remember food rationing, gasoline rationing, etc. during WWII.

Hey Arn, how do you "by" margarine?

 

[rousemark]

Have followed the debate on what the FE market is. Today, I was in a home of what I consider my "typical" FE prospect. Husband age 72 and wife 67. Family income 16,000. Both husband and wife draw Social Security. No pension. Clean, neat modest frame house, no mortgage. 8 year old car in driveway. Sold them small FE policies totaling $96.00 monthly premium.

I seldom find myself in the homes some describe as the typical FE market. I try not to prospect most of those areas. I have found if they are on medicaid, receiving welfare and food stamps, etc. most of the time any policy you write is a lapse waiting to happen.