How To Build A Worksite Marketing Guaranteed Issue Life Insurance Business From Scratch Introduction

In 1995, a friend of mine that I worked with introduced me to a guy who sold employee-paid voluntary whole life insurance through employer groups.

When I first saw the program he offered, it wasn’t the most exciting program I’d ever seen but I did as he suggested and contacted the mayor of the town I lived in to see about offering it to the cities employees.

As luck would have it, the city agreed to offer the program and I got my first glimpse at worksite marketing in action. The employees loved the program and before you know it we were doing the county government where the city lived.

To make a long story short, with some of his help and a lot of hard work on my part, I built a pretty good book of voluntary business through him.

Unfortunately, he would decide to sell his business which included my half to another similar agency and I went to work for them.

I spent the next three years watching how they did things and concluded I didn’t want to make the same mistake of building another book of business inside another agency.

It was a tough decision, and it probably took me two years too long to arrive at it, but I finally left on my birthday in 2015.

It probably took me as long as it did to admit to myself that I needed to leave that situation because I loved my clients and had worked with some of them going back 20 years and the city that I originally started with.

Once I left that company, I knew that I wanted to do the same type of work. After 20 years, that’s what you do. You do what you know.

Only now, to do it, I’d have to start from scratch with no clients and with a new insurance carrier relationship.

The first step was to re-launch my old company, GLG America, on the web as a new worksite marketing company using the new terminology in the industry — workplace benefits.

So that’s where this story begins.

As I start to lay the ground work for my new company, I thought I’d use the platform here on Medium to do a “behind the scenes” series on the the steps I’m taking to rebuild what I had into something bigger than what I had before.

In the next post, I’ll continue my story of how to build a worksite marketing insurance business from scratch.

I hope you’ll join me.