In the life business, there are highs and there are lows in activity. There are several factors that traditionally contribute to this ebb and flow, but lately there have been some anomalies that are affecting the life sales industry. In this article, I will examine some reasons why sales would be on the rise or why they are currently in a lull.

Back a few months ago, when it was the beginning of summer, I expected a downturn in business as I always can anticipate in the summer season. Summers are slow as far as life sales because people are either on vacation or they’re just too darn hot to get out and meet with a salesman. What’s more, the life salesman too is on vacation. The agents usually go out and enjoy the nice weather and take the summer off to golf or maybe meet with prospects in a more relaxed atmosphere. Well, the summer is over (as far as the calendar is concerned), but the weather is still fine outside – at least in the South. At any rate, business is still running at a slow pace.

Speaking for this particular month (September 2005), it very well may be that since consumer confidence is down to an all time low since 1990, hurricane Rita and Hurricane Katrina just ripped through, and the fact that gas is at an all time high, consumers are thinking less about the future (life insurance) and more about how to keep afloat right now.

On a more global scale, perhaps life sales are down because of the war in Iraq or the tension between the USA and other Countries.

Also, could it be that the “me” generation is getting its way? Are folks just not thinking about the welfare of their families as much?

One thing that has impacted the service industry in a huge way is the “do not bother me” mentality that we’ve all adopted. The do not call list, do not fax list, and no soliciting signs are crushing an industry that once thrived and depended upon these methods of communication. The life agent or broker faces a real challenge where this is concerned.

So what can we do to boost sales? Can the companies help? My opinion is “yes”, the companies CAN help to boost business. Just recently, Prudential has aired a consumer awareness commercial about the importance of life where a boy asks his Father “Dad, do you have life insurance?”. I propose that we, as agents and general agents rally the companies and get them to raise awareness and create desire to protect wealth, secure businesses well-being, and promote a better future.

By: Ashley Brooks, CLTC

Ashley is the marketing vice president for the Family Life Brokerage Business

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and has a background in Health & Financial Underwriting, Plan Design, and "best deal" shopping. Brokerage Services carries only A rated (or better) companies in their product portfolio and has been serving the needs of Independent Agents since 1977.

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