Hank George, FALU, CLU, FLMI
October, 2007 • Teleunderwrtiting Essay 9
Let me clarify that by “salesperson” I mean “producers,” (the most common term of reference in the USA), brokers, intermediaries, advisors, agents…or whatever other (polite) term you prefer.
Some years ago, I was asked to speak in the Canadian Province of Alberta to a meeting of producers. One of my topics was teleunderwriting.
After I presented the teleunderwriting concept… they booed me! Thank God they didn’t have empty beer bottles in their hands!
Why did they react so negatively?
They were afraid – no, make that dead on certain – that teleunderwriting would encroach on their relationships with their clients, putting them at risk for losing the business (and, depending on the client, potentially a great deal more business) due to head office delays, insensitivities and nonspecific blundering.
Were their fears legitimate?
At face value, you bet they are!
If I were a producer, I’m certain I would have had the same apprehensions when hearing that head office personnel – or worse, strangers (outsourced providers) – were going to deal directly with the source of my livelihood, before the premium (and my commission) was paid!
