BHC's Producer Insights
"Client Profile Review (‘CPR’) Program"

For Immediate Release
Houston, Texas

BHC has introduced a new program that pays you big dollars for prospecting. It is called Client Profile Review (“CPR”). CPR is absolutely FREE to existing BHC producers. What’s more, it is hassle free since BHC does all the work. You provide a list of clients that have previously purchased an annuity. Don’t worry; you will be given a Nondisclosure Agreement which prevents the use of your client list for any other purpose, or sharing it with anyone, unless you agree. You must commit to use BHC products for the resulting “add on” and “cross product” sales. Far too many advisors forget that new sales from existing clients are much easier than prospecting non-clients. Here’s how CPR works.

BHC sends a first-class letter from you to your existing annuity clients. The letter says that you are committed to providing the very best annuity service possible, and you would like to do so without intruding in their lives. Accordingly, you invite them to complete and return an informational survey so you can update your records. The short survey asks general questions about changes in their financial and employment circumstances since the annuity purchase and whether or not they’ve withdrawn money from their annuity. The really important questions for the “add on” and “cross product” sales are:

1. What are their plans for the annuity money?
2. Are unneeded withdrawals being taken from their retirement accounts?
3. Is their health good, average or poor for their age?
4. What are their three biggest worries about retirement?

If a client plans to leave their annuity money to a beneficiary rather than use it in retirement, they are a prime candidate for life insurance. The reasons are twofold: (1) they can turn a tax-deferred liability into a tax-free legacy, and (2) potential estate tax problems can be easily avoided. Of course, the annuity owner must be in reasonably good health. Virtually all healthy people up to age 85 can qualify for life and LTC coverage. Questions on the survey address these issues. Their biggest worries about retirement often point toward other sales opportunities. Effective in 2010, the Pension Protection Act of 2006 allows money to be withdrawn from annuities without paying taxes as long as the funds are used to pay for qualified LTC coverage. Also, if your clients are taking unneeded RMDs from qualified retirement accounts, they can use this unneeded money to pay premiums for life insurance. The income tax free death benefits can easily be moved outside the estate to assure a much larger legacy.

The worse case outcome of the CPR program is that your clients get a letter from you showing care about their welfare and your desire to provide great service. This alone could generate “add on” sales. The best case outcome is an opportunity to convert annuity money to life insurance or long-term care coverage and thereby improve their retirement plans. BHC is ready to do all the work, including helping you select, explain and complete the life insurance or LTC sale. The commission income from new sales to existing clients will be meaningful, the image you present to clients will be priceless and your time commitment will be nil. This is truly a win-win situation for you and your annuity clients.

Get started with CPR by calling your BHC Marketing Consultant. You can view the letter, survey and Nondisclosure Agreement before you enroll in this new FREE value-added program offered by BHC. We’re ready to help you get more sales… no cost and no hassle with BHC doing all the work.