InsuranceNewsNet Magazine December 2011 : 11
Do MEDICAL the room. After all, Kerzner was gently prodding the audience to rethink their practices. When Kerzner mentioned how many older people were playing games online, he said it showed the new ways people are engaging online. “But many of our companies post lots of pages of text on their websites,” Ker-zner said. “Then they wonder why no one is getting the message that they need more life insurance; that they need to do more planning for retirement.” Kerzner’s message was for companies, but it focused on distribution—how to help producers sell. He said social media represents enormous potential for clos-ing the six degrees of separation to just about any prospect. “Here is someone with 202 contacts on LinkedIn,” Kerzner said, referring to a screenshot. “If you consider the con-tacts that would be two degrees away, she would have 40,000 potential contacts. If you go to level three of separation, it’s over 3 million contacts.” He also showed how a web surfer could be converted into a client, how a prospect could find an ideal agent match and how producers can get face-to-face training in the field. He also had a tongue-in-cheek example of really innovative marketing gone, well, maybe a little too creative. I’ll just say that it involved childbirth and invite you to see Kerzner’s presentation for yourself on YouTube. Just search for “Kerzner annual.” He ended with a call to action. “Make no mistake—tablets, droids, iPhones, social networks, will inexorably change how we do business. The possi-bilities are endless. But we must move more quickly, be more imaginative. We must embrace this new world and make it ours. “ After the applause, I turned around to get a good look at Wiseguy. But I only caught a glimpse of his back because he was indeed moving quickly—onto the next thing. Steven A. Morelli is editor-in-chief for Insuran-ceNewsNet. He has more than 25 years of experi-ence as a reporter and editor for newspapers, magazines and insurance periodicals. He was also vice president of communications for an in-surance agents’ association. Steve can be reached at smorelli@insurancenewsnet.com. for Life Insurance Make Your Head Spin? Breast Cancer with Negative Receptors Regurgitation of the Tricuspid Valve IMPAIRMENTS Lacunar Strokes EBCT Score in the 95th Percentile NT-proBNP of 400 Hypertrophic Cardiomyopathy Sleep Apnea with Bi-Pap Stress Imaging Study with Apical Defects Bicuspid Aortic Valve Positive CDT Remitting Relapsing MS Hepatitis C with Bridging Fibrosis Enlarged Aortic Root Lowered Ejection Fraction Elevated GGT, SGOT and SGPT Episodes of DVT Helping Brokers Since 1981 You’ve heard the health impairments above from your clients and underwriters. Don’t know what they mean? That’s okay, we do! From impaired risk clients, to low-cost term, to jumbo sized cases, we have the experience to help you find the right company for your client. EUGENE COHEN INSURANCE AGENCY, INC. 9933 N. Lawler Ave., Suite 140 Skokie, IL 60077 Life -Disability -Long Term Care -Annuities Call Today 800-333-4340 www.CohenAgency.com Please ask for an Impaired Risk Life Marketer NOTE: All conditions, scenarios, and medical impairments may not be considered insurable by the insurance companies. December InsuranceNewsNet Magazine Only the insurance company can accept or deny an application after 2011 a formal underwriting process. Informal 11 inquiries and trial applications do not guarantee coverage or rate classes. FOR AGENT USE ONLY • NOT FOR CONSUMER DISTRIBUTION