Your Ideal Client is You!

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By Machen MacDonald

Stop wasting your time, money and energy on trying to be someone you’re not. Just be yourself.  Authenticity is a word that perhaps may be overused. However, it’s the word of the day when it comes to building relationships, developing partnerships and acquiring new clients.

Being authentic is simply being you while not trying to rescue others from what you may hallucinate are your flaws and imperfections. Your perceived flaws and imperfections are simply part of who you are. No one is void of them. Learn to love them and leverage them.

Being authentic is indeed being vulnerable and yet knowing you can handle whatever may come about as a result. There is a power that comes from the knowing the real gold comes only from putting yourself out there in an authentic way.

You are being authentic when you follow your gut. I can’t tell you how many times I hear from people that end up in precarious situations that they had a hunch or an inkling about a person they regret getting into a relationship with. Many tend to shame themselves for not listening to their gut.

Learning to follow your intuition is the path to living authentically. The actress and singer Judy Garland put it so eloquently when she would say, “Always be a first-rate version of yourself rather than a second rate version of someone else.”  Call it being authentic, original or unique. You are blessed with various innate talents.  Identify those gifts. Nurture them and endeavor to share them with the world.

Your ideal client wants all of you; not the second-rate version or the polished imposter.

We share a  program with many of our clients that walks them  through how to identify who their ideal client really is. Once they are clear on who that ideal client is, they can then market and promote to them because they understand exactly what will really resonate. Upon completion of the exercise, clients are amazed at how similar in purpose, values and characteristics their ideal client is to themselves.  In this case, like attracts like.

Author Martha Beck says it in the following way, “ You spot it, You got it!”  This is not at all about the demographics of the market you may be targeting. It’s deeper than even the psychographics. We are talking about the core quintessence of your ideal customer. Once you are aware of who your ideal client is you actually become more attractive to your ideal client.

You probably already have an ideal client. It’s the one that you feel like you have known forever right off the bat. They enjoy the same things as you. They accept your suggestions and recommendations. They don’t push back. They are a raving fan in that they refer others to you. You have similar values. You may share similar life experiences, hardships and triumphs. You feel most relaxed and yourself when you are with them.

How would you like to have a lot more clients just like them?  Just be yourself.

Make it up, make it fun and make it happen!

#1 bestselling author Machen P. MacDonald, CPCC, CCSC is a certified life and strategic business coach with ProBrilliance Leadership Institute in Grass Valley, CA. He helps business people gain more confidence and clarity to live their ideal life. He can be reached at and 530-273-8000 or visit

Campaign In A Box: Life Insurance Retirement Planning (LIRP)

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Initiating a marketing campaign can be difficult, but American General has made it easy with their Campaign in a Box. The campaign is equipped with many resources that would have taken weeks to create and gather on your own.

The campaign is broken down into 3 different sections. First is Promotions/Prospecting, Training Package, and Selling Strategies.


Here you will find the resources to help you prospect. From pre-formatted text messages, tweets, LinkedIn and Facebook Posts, and even images you can use as a thumbnail for your social media post! If you have a blog, you can also use the pre-written blog content that highlights LIRP!

Training Package

Everything you need to refresh your memory or train any staff on the LIRP concept! Here you’ll find a strategy brochure, infographics to help you market, key talking points, and even a training video!

Selling Strategies

Take the guess work on how to approach the conversation with your clients. This section of the campaign is essential and will be key in helping you close more business. Here, you can watch a video and learn the “LIRP” pitch, find customizable PDF’s, and even an interactive sales tool – Life To The Max that you can share with your clients.

Click the links below to visit the Campaign in a Box Resource page from AIG and download the marketing materials below!

Campaign In A Box
Resource Page

Agent Only

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What Happens When Your Plans Don’t Work as Intended?


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Will You Have Enough
Money to Retire?


Download Infographic

All You Need to Know: LTC vs. Chronic Illness Riders

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Did you know that the average couple retiring at 65 can expect to pay $220,000 in out-of-pocket medical expenses during retirement?

Many consumers don’t plan for these expenses, and aren’t aware how a serious medical impairment can jeopardize their retirement plans. In most cases, funds that were earmarked for retirement must now be accessed to pay for these unplanned expenses. By doing this, the client risks not having enough money to last them thru retirement. With many more people living past the age of 90, properly planning for these medical expenses can mean a world of difference to your retirement.

You can understand why it’s important to discuss how medical cost in retirement will be handled so that you can properly prepare your client with the best solution. But what exactly is the best solution? Which is better, a Long-Term Care rider or, a Chronic Illness Rider? These are questions that have no general answer as it depends on what your client’s needs and preferences are. Let’s look at each option a little closer!


As you can see, Chronic Illness Riders and LTC Riders share similar characteristics. One of the differences is the payment type, Reimbursement vs. Indemnity. Let’s take a closer look at each one.


Reimbursement products provide a benefit if the client meets the requirements of the policy and spends money on a qualified service.

The upside of reimbursement product is that client receive a benefit equal to their total cost, up to a predetermined maximum.

The downside is that there is a delay between when expenses are incurred and when the insured gets paid. The insured has to incur the expense, then collect and submit the receipt, then the carrier review and approves the receipts and finally issues the payment.


Indemnity products are those that provide clients with a benefit once they meet the requirements of their policy.

The advantage of an indemnity rider/product is that it does not require clients to provide proof that their benefit spending is related to the chronic condition. Therefore, the client can use the benefit to pay medical or non-medical expenses, or enhance his or her savings.

We encourage you to learn more about these options by downloading the resources below!

LTC vs. Chronic Illness Riders

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FAQ About LTC Riders

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Life Insurance Planning for Women

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Did you know that women account for 85% of all consumer purchases including everything from stocks, computers, and automobiles!

Women today represent a diverse segment of the financial planning marketplace. Today, women hold a variety of roles, including entrepreneur, professional, head of household, and/or primary caregiver – just to name of a few. Today’s women are highly educated and more financially empowered than ever before.

Although these trends seem positive, women still have challenges that need to be addressed.

Earning Power & Retirement Savings

Women earn an average of $0.80 to every $1 earned by men in 2016. Due to this trend, women are saving less for retirement and are more likely to leave the workforce to care for children, parents, or disabled loved ones!


Women statistically live longer than men and therefore have a greater concern about outliving their retirement assets. With a reduced earning power and limited retirement assets, you can see why longevity is a real fear. Did you know that 50% of women over the age of 65 outlive their husbands by 15 years yet often have less coverage than males!


Only 36% of women surveyed said that they trusted their financial advisor, which explains that, while most women said they did not intend to leave their financial advisor if their husband died, within a year of being widowed as many as 70% actually did so!

Learn more about the opportunities within this market and check out the marketing resources!

Insurance Planning for Women

Download Brochure

Life Insurance and Women

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Protect The Ones You Love Flyer

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What Women Need to Know

Download Brochure

Financial Experience & Behavior Among Women
(Research Study)

Download Brochure

Total Market Approach: Women
(Agent Only)

Download Brochure

The Producer Conversation for Secure Lifetime GUL3 with Asset Protector!

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The Producer Conversation

Knowing a product is only a small part of the overall selling process. In fact, knowing the product may be the simplest part. The challenge that often hinders the sale is how to pitch the idea to a client. How do you introduce the Secure Lifetime GUL3 to clients?

Check out this video from American General and Steve Schumaci who shares his secrets to success!

The 10-10-10 Plan with AIG’s Secure Lifetime GUL3

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10-10-10 Plan | Secure Lifetime GUL3

Guaranteed Universal Life products have generally been “no frills” type of products. American General is changing the game with their Secure Lifetime GUL3. The innovative features of this product make it simple for your clients to protect against dying too soon, living too long, or getting sick along the way.

The 10-10-10 is a simple concept that can help those who are looking for a guaranteed death benefit, a short payment schedule, and an additional income source during their retirement years.

Download the items below and read more about the 10-10-10 plan!

Try Out FPG’s Mobile Quote Tool!

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Sharing the value of life insurance is easier when you have FPG in your back pocket. Our mobile quote tool allows you to provide your client Term and GUL quote right from your mobile phone or tablet!

This tool is simple to use and provides you quotes to all our term and GUL carriers! You’ll need the death benefit amount, the term length, and the underwriting risk class you want to quote!

Click HERE to visit our mobile quote tool and don’t forget to bookmark the page for easy access!

Launch Mobile Quotes

The Untapped Audience for IUL Marketing

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Indexed Universal Life marketing has traditionally targeted those ages 55-80, but some agents are starting to say this demographic is “almost tapped out”. If you also feel that is the case, you may want to shift your marketing to a consumer group that is highly motivated and largely untapped. Consumers age 36-55 are starting to think about retirement planning and the idea of a “tax-free retirement” is grabbing their attention.

Check out this article from Life Health Pro which provides you more insight into this unique group, and ideas of what to potentially “pitch” to someone looking for a “tax-free retirement”.

Click here for Article

*Life Health Pro is a free industry resource. You may be required to register to view the full content.

Life Insurance Policy Reviews: 6 Key Questions Explored

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6 Key Questions

Life Insurance policy reviews should be a critical component of your client appointments. Too often, a policy is forgotten and not reviewed simply because we fail to ask about existing coverage. Your client’s may not be aware that certain changes could jeopardize their life insurance policy. This oversight could have adverse effects to your client’s overall financial picture. What if your client could no longer leave the legacy they desired simply because their policy wasn’t reviewed appropriately?

Interest rates and cost of insurance are not factors that could have a financial impact on your client. As we get older, our needs change. Your client may have bought a policy that seemed appropriate 7 or 10 years ago, but now, life for them has changed. Making sure your client’s policy is keeping up with their life needs is important to assure there are no financial shortfalls in the event of an untimely death.

Click here to read the LifeHealthPro Article – Life Insurance Policy Reviews: 6 Key Questions Explored

Making life insurance reviews a part of your business process has never been easier with FPG’s Insurance Portfolio Analysis. A simple form gets the process started!

  • Complete the In-force Illustration Request
  • FPG will follow-up with each carrier to make sure the illustrations are completed
  • FPG will complete the analysis and provide you with the outcome and recommended solutions!

Our process guarantees that you won’t waste your time chasing answers from carriers and trying to guess how a policy is performing, FPG has the tools and resources to do this for you!

Feel free to contact us with any questions!