This week’s feature: “The Four Players on Every Service Team”.

This is the fourth in a series of articles describing what the Global Insurance Portal is all about.

My early training in life insurance sales featured a fascinating study of behavioral styles. We new agents were taught the four basic types of people who collaborated on the sale, and were encouraged to concentrate on playing the role that best suited our strengths and skills.

The four types are:

  • The Finder: the marketer who finds the prospect, and sets the stage for the sale;
  • The Grinder: the back-room specialist who takes charge of prequalification, and generates quotes;
  • The Binder: the expert who closes the sale;
  • The Minder: the rep who provides service, and stays in touch with the client.

I have always been a Finder, and have employed a wide variety of marketing methodologies to connect with prospective clients. When a prospect is found, I recruit a Grinder, Binder, and Minder to fulfill the sale and service the client.

Within a captive insure agency, the other team members are fellow agents with the company. But with a Global Insurance Portal, the roster of available players is delightfully deep and broad. Some examples of the teams we assemble:

For servicing citizens of China, I have a Minder who is a financial adviser that speaks fluent Chinese; a Binder who is a consultant that designs private placement plans for citizens of that country; and a Grinder who is a company that stuctures offshore risk and asset management products.

For insurance brokers who need to find policies for higher-risk life insurance candidates, I have a Binder who was a home office underwriter, and who is now a general agent with vast experience with these cases; and a Grinder who is one of the county’s top wholesalers, representing virtually every company in the brokerage marketplace. The brokers themselves serve as Minders, under the business standards that I have established.

These business standards apply to all the service teams that are assembled through the Portal. In our next article, we will explore them further.

Our friend and colleague George Bailey runs a radio show that is committed to financial education for children. This is a truly noble mission because nothing is more important than giving the next generation the proper values and mindset for financial success.

George was kind enough to interview me recently. We talked about my own childhood and career, and the message I would like to send to upcoming consumers of financial products. He conducted a very professional interview, and we both enjoyed it immensely. I think you will too. Here’s the link:


Want to learn more?
Read my free guide, How To Get Great Life Insurance Rates and learn how you can get life insurance companies to compete for your business, at no risk or extra cost.