“Working the truck showroom was truly a challenge for my customers and me,” Teresa said. “When you’re the only woman on an 11-person sales staff, it takes some convincing to get customers to purchase a truck from you. From bed capacity to engine specifics, I made it a goal to learn everything I could about the trucks I was selling.”

Today, Teresa applies the same learning philosophy to her Topeka, Kansas, insurance agency. As a member of the USPC, she contributes much of her success and client retention to three basic principles.

1. Know your product before you present it.

• It’s all about education. Know what the plan covers and what it doesn’t. Disclosing coverage and other plan information prior to application can save you valuable time from uninformed clients calling with an “I didn’t know” response to an expense not covered.
  
  
• Need help? Teresa encourages brokers to contact their Golden Rule broker account executive to get plan specifics, network providers, and competitive information.

2. Prescreen your client before you submit the application.

• Case denied or delayed frustrates both the broker and the client. But you can avoid surprises and delays by having applicants prescreened. By presenting height, weight, preexisting conditions, smoker or not, along with other details, you not only save the underwriter’s time but you may help get the case issued faster. Teresa prefers to do her own prescreening, but brokers can have their clients prescreened by calling the Broker Service Center at (800) 474-4467.

3. Demonstrate reliability and availability to your customers.

• Let your clients know where and when they can contact you should they need assistance. Teresa says letting people know that you’re always available is simply good relationship building.



• Reliability builds trust — trust builds your business. Clients prefer brokers who are straightforward in their presentation from the plans you’re presenting to telling them they may be declined because of a medical condition.



• Ask for the favor. Clients don’t forget your hard work or going out of your way to help them resolve an issue. Following a comment of appreciation, simply tell your clients if they know of anyone who needs insurance to contact you.

How successful has Teresa been with Golden Rule products? As a member of the USPC, she is well on her way to earning a trip to Maui in February. “When Golden Rule entered the Kansas market in April, the favorable rates, underwriting revisions, and new enhancements came with the product,” Teresa said.

“With those upgrades and the USPC program with its lead-generating program and travel incentive, we had everything we needed to present Golden Rule.”