The Principal Financial Group®
Property and Casualty Initiative
For producer information only. Not for use in sales situations.
Property and Casualty Initiative
Presented by: <Name, Title, Company>
Date: <Month, Day, Year>
For producer information only. Not for use in sales situations.
Property and Casualty Initiative
Objective Today…
• Understanding the opportunity
– Why would you be interested?
– Why life insurance?
– Why The Principal®?
• Two turn-key property and casualty websites
– www.principal.com/propertycasualty
– www.principal.com/propertyandcasualty
• Approaching P&C agencies
• Revenue calculator
• Execution and closing business
For producer information only. Not for use in sales situations.
Property and Casualty Initiative
Why would you be interested?
•
•
•
•
•
Reduced clients sales
Product commissions continue to decline
Health care legislation
Commoditization
Life insurance–-a proven method
For producer information only. Not for use in sales situations.
Property and Casualty Initiative
Why Life Insurance?
•
•
•
•
Economic factors
Protecting business owners and key employees
Fewer life agents
Sales connection
For producer information only. Not for use in sales situations.
Property and Casualty Initiative
BGA to P&C Agency Site
www.principal.com/propertycasualty
• We help you identify and capitalize on the P&C opportunity
to add value to customer relationships, sales teams and
their bottom line.
– Protect the client’s needs
– Strengthen agency/client relationships
– Enhance agency revenue
– Educate agents on the benefits of adding life insurance
to their current business
For producer information only. Not for use in sales situations.
Property and Casualty Initiative
BGA to P&C Agency Site
www.principal.com/propertycasualty
• Property and Casualty 101
– Approach P&C agencies
– Debunk common myths
– Revenue opportunity calculator
– P&C marketing tools
• Why The Principal?
For producer information only. Not for use in sales situations.
Property and Casualty Initiative
3-Step P&C Agency Approach
• Step 1: Pre-approach
– Leading questions to prepare for your first approach
discussion with a P&C Agency
– Phone scripts, emails, letters and fact finders
• Step 2: At the Meeting
– Sample revenue calculator input and output,
plus supplemental information
– Life insurance sales opportunities brochure
– Success stories
• Step 3: Closing the Deal
– Holistic risk management
For producer information only. Not for use in sales situations.
Property and Casualty Initiative
Revenue Opportunity Calculator
For producer information only. Not for use in sales situations.
Property and Casualty Initiative
P&C Agent to Client
www.principal.com/propertyandcasualty
• Integrated program to help build revenue and loyalty
• Targeted marketing
– Commercial lines
• Marketing during a mid-year review
• Off-review marketing
– Personal lines
For producer information only. Not for use in sales situations.
Property and Casualty Initiative
Commercial Lines
• Mid-year review and off-review step-by-step
marketing strategy – create awareness of risk
– Two weeks prior to the meeting
• Sample Approach Letter and Fact Finder
– At the meeting
• Discuss completed Fact Finder with client
• Targeted questions to prompt key responses
• Discuss importance of an Informal Business
Valuation and Buy-Sell Review
• Collect three full years of most recent financials
– After meeting and follow up
– Presentation to the client
For producer information only. Not for use in sales situations.
Property and Casualty Initiative
Personal Lines
• From Here to SecuritySM
– The approach
• Approach letter, email, needs reply card and
checklists
– The meeting
• Life insurance calculator
– The follow up
• Follow-up letter
For producer information only. Not for use in sales situations.
Property and Casualty Initiative
Our Commitment
• Build and capitalize relationships through the sale of
life insurance
• Offer a complete package of materials to approach,
educate and help guide activities
• Provide tools to find solutions for financial needs
FRONT END
PRODUCT
UNDERWRITING
ADMINISTRATIVE
SERVICES
For producer information only. Not for use in sales situations.
Property and Casualty Initiative
What do we offer?
ULSG = Universal Life Secondary Guarantee • VUL = Variable Universal Life • EVUL = Executive Variable Universal Life (COLI)
BVUL Benefit Variable Universal Life (COLI) • ULCA = Universal Life Current Assumption
SUL = Survivorship Universal Life Secondary Guarantee • ILIT = Irrevocable Life Insurance Trust
For producer information only. Not for use in sales situations.
Property and Casualty Initiative
We appreciate the opportunity
The Principal Financial Group® is a relationship-focused
institution committed to earning meaningful market
share with a select group of independent Brokerage
General Agency customers by delivering innovative
and profit-enhancing business and individual life
insurance solutions.
WE’LL GIVE YOU AN EDGE®
For producer information only. Not for use in sales situations.
While this communication may be used to promote or market a transaction or an idea that is discussed in
the publication, it is intended to provide general information about the subject matter covered and is
provided with the understanding that none of the member companies of The Principal are rendering
legal, accounting, or tax advice. It is not a marketed opinion and may not be used to avoid penalties
under the Internal Revenue Code. You should consult with appropriate counsel or other advisors on all
matters pertaining to legal, tax, or accounting obligations and requirements.
Insurance products from the Principal Financial Group® (The Principal ®) are issued by Principal National
Life Insurance Company (except in New York) and Principal Life Insurance Company, Des Moines, IA
50392. Securities offered through Princor Financial Services Corporation, 800-247-1737, member SIPC
and/or independent broker/dealers. Securities sold by a Princor Registered Representative are offered
through Princor. Principal National, Principal Life and Princor ® are members of the Principal Financial
Group ®, Des Moines, IA 50392.
No part of this presentation may be reproduced or used in any form or by any means, electronic or
mechanical, including photocopying or recording, or by any information storage and retrieval system,
without prior written permission from the Principal Financial Group ®.
For producer information only. Not for use in sales situations.
Copyright ©2012 Principal Financial Services, Inc.
BB10632 | 01/2012 | t12011301dp
For producer information only. Not for use in sales situations.