How do I choose the right marketing organization?
July 15, 2016 by LifeHealthPro
The Challenge…by Charlie Schrantz
I’m shopping for a large IMO to help with my life and annuity case designs. What is the best way to research IMOs so I can choose the best one for my needs? In addition to asking for higher commission payout and support, are there specific questions I should be asking?
View The Challenge HERE
Meeting the Challenge: Brian Heckert
The true value for an IMO is if they can get the troubled cases placed as well as the good cases. I would ask for their record on placing rated cases and the ability to get the better classes for reps. My IMO helps with the tough cases and has obtained offers where others have not been able to get it past the initial questionnaire.
In addition to this, I would ask what their process is for case development. If they simply run illustrations, then maximizing the client need will not be met. A good IMO will offer help to make sure all the options on case design are covered as well. I would take an actual case to a few of the organizations to test their capabilities.
Meeting the Challenge: Jason Jenkins
That’s a great question.
Where I would start if I were evaluating prospective marketing organizations is I would present a case to two or three IMOs. Give them a situation and ask which products and solutions they would provide and how they would support the case. That way you can have a comparison among the different IMOs you are considering. At the same time, ask them how they can help you at the point of sale.