THE SALUS STORY
Salus Marketing Enterprises, LLC, a Colorado limited liability company (SME), was formed to bring together the principals, operations team, proven systems and models to create a nationally recognized marketing company and distribution system. We expect SME to generate a high level of premium production within the financial services industry through the sale of annuities, life insurance and other related products as an Associate Field Marketing Organization (AFMO) with commission payouts at a high level through relationships with one of the largest and most successful Field Marketing Organizations (FMO) in the industry. The demographics of the target market continue to improve and the demand for these types of products and services has been increasing over the last decade1.
The Concept:
SME implements several marketing and servicing models for the sale of annuities, life insurance and related financial products that have been applied successfully for decades in the real estate, insurance and network marketing industries. Based on our experience, we believe many independent agents fail in this industry because they lack four critical elements for success; a source of qualified leads, a high-quality presentation, closing tools and skills, and a system that is duplicable. While SME does not offer a franchise opportunity, these same elements are needed in a franchise opportunity. SME provides these critical elements to agents with fewer barriers to entry than a franchise, thereby increasing their success potential.
SME recruits agents, who utilize proven models and systems to build their business in a variety of ways. An agent may elect to work within two distinct business models or distribution channels in the SME program.
The “captive” model is actively managed by SME and is ideal for agents who desire a high level of assistance in building and operating their business. Under this model leads are provided by SME as well as access to the marketing, training and educational systems. The agents and regional managers working in this business are hand selected and actively managed by SME to ensure maximum productivity.
The “independent” program is suitable for independent agents who are interested in operating their own autonomous business utilizing the SME marketing, education and training programs designed for this program. The independent agents will personally manage and fund all aspects of their agency from lead generation to closing of sales.
The SME Products and Servicing Department is responsible for designing our product offering, maintaining arrangements with product providers, as well as recruiting, training and managing the network of agents. These agents are recruited and trained using a system that has successfully built large agencies. SME Agents are typically experienced in the areas of annuities, life insurance and related financial products. The agents' responsibilities vary with each distinct distribution channel, but include:
· working leads,
· scheduling appointments with prospects,
· in-home fact finding meetings with prospects,
· case presentation,
· writing applications, and
· closing sales.
The value provided by SME to the agents, although varied by distribution channel, lies primarily in the proven marketing, training and educational systems that have been developed by SME and the FMOs.
SME has and continues to develop relationships with large, successful Field Marketing Offices. These FMOs provide the necessary back office processing, marketing support, case analysis and solution design for the agents and regional managers working in the SME distribution channels. Through multiple FMO relationships, SME is able to diversify our network of insurance carriers through which agents place business, which minimizes any risk associated with reliance on a single FMO.
Where we are:
SME continues to develop recruiting, marketing, training and educational systems for each of the distribution channels. We leverage these proven systems in order to achieve our projected production and cash flow.
We have assembled a management team of experienced and successful professionals including:
· Kelly Schnorenberg, National Director of Sales
· Anne Tabb, President, Secure Legacy Insurance Services LLC
· Steve Tabb, National Director of Recruiting
· Donald Loyd, Director of Communications
· Richard McMeekin, Accountant
· Thom Scheffel, Attorney
In addition, our management team has access to additional support in the areas of:
· agent recruiting and sales support,
· seminar production,
· information systems management,
· agent mentorship,
· agent training and
· administration.
Our operations team will continue to build our systems, processes and controls to ensure that all aspects of the business are duplicable on a nationwide scale to ensure proper growth management and control.
Our main corporate office is located in Denver, Colorado.
The SME Vision:
Our business plan includes an aggressive campaign of marketing events (seminars and direct mail) and agent recruiting campaigns. Throughout the country our experienced agents will work the leads from these various marketing events and will refer prospective clients to the appropriate program.
SME’s turn-key marketing programs, agent recruiting, servicing and operations functions are being developed in a manner that will add value to all stakeholders involved with the organization, clients, agents and principals, and be scale-able without limitation.
In an effort to drive early sales and revenue as well as client loyalty, we have developed a staged sales process that includes a portfolio of quick-close products (limited or no underwriting required) as well as traditional life insurance products. This will allow us to realize sales early in the process as well as consummate a client relationship, which will then be further developed with incremental product sales.
As our base of clients and agents expands and drives revenue growth, our mid-term goal is to pursue a joint venture relationship with a complementary organization, possibly an insurance company, to create another revenue source. SME would provide the proven lead generation engine and distribution system (agent network) with the insurer bringing exclusive products and back-office servicing to the combined organization. We believe this could be an additional profitable venture for all parties involved and could further enhance what is already in place.
Summary:
SME intends to become a leading national sales marketing organization. We believe the following components will propel SME into a prominent position within the financial services industry:
- Ability to recruit qualified, top producing managers and agents.
- Proprietary lead generation program that helps to solve agent prospecting problem.
- Exclusive, proven marketing and sales systems.
- Exceptional agent sales training modules.
- Outstanding, world class, consumer friendly product lines.
- Strong, mutually beneficial working relationship with an industry leading FMO.
- Unparalleled agent back office support.
- Superior customer service.
We believe that the above components, coupled with the vast experience and business networks of our talented professional management team, will position SME to not only compete effectively but to excel at a level achieved by only a select few national marketing organizations.
1 Cerulli Associates Research Study, Investment Advisor, Melanie Waddell, 7/1/2008