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Since 1882, The Baltimore Life Companies has been helping families and individuals achieve financial stability, and though they no longer have a brick and mortar location in the area, their presence remains strong, according to insurance agent Janet Santini.
Santini, who has been with the company for three years, said that agents typically meet clients in their homes.
"Most people feel it's more convenient for them because we come to them," she explained.
While Baltimore Life offers a variety of insurance products, Santini said they are most known for life insurance and annuities.
Santini's specific areas of expertise include: annuities, critical illness, disability, health, term, universal life, and whole life.
"Service is probably 90% of my business, and I would say 95% of the time I meet with someone, something like phone numbers or policies need to be updated or they have a rider they haven't taken advantage of," she said, stressing the importance of periodically meeting with an agent to review policy coverage specifics.
Santini came to the insurance field after previously serving as a human resources director.
"For years, I would ask human resources a question, and they would give me a card or say, 'you need to call this or that person. I didn't do that. I picked up the phone. I sat there in the meetings. I got people signed up for stuff because human resources are administrators. You're supposed to be able to support your clients, and your clients are your employees," she said.
Santini stressed that understanding and navigating the differences between policies is paramount for getting the best value.
"For example, an 80-year-old gentleman does not need the same insurance as a 30-five-year-old with three kids, a mortgage and debt, and those needs will change seven to nine times over your lifetime," she said.
"That 80-year-old is looking at final expenses, while the 35-year-old is looking for financial security for his family. Should something happen to them, will they be able to pay the mortgage, will the kids be able to go to school? So they're looking more at term policies. A lot of money, very little premium," she said.
Santini said that many people have purchased plans for their grandchildren.
"You can get a $50,000 policy for a four year old at 75% savings. It provides collateral for them later in life, and it offers certain riders that when they do get married and have kids, up until the age of 40, they can add insurance with no health questions," she said.
"So, should they develop asthma or diabetes or any of that, it won't matter. They're still protected. They're still insurable," Santini said.
Many young people, however, don't grasp the importance of life insurance or have it through their workplace, she added.
"But if you have it at work, it's considered a term policy, and when you leave, that insurance goes away, and now you're 65, 70, trying to pick up final expenses," she said, adding that the best time to invest is when the individual is young and healthy.
"The problem with anybody that's in the market of selling, people believe agents are just there to upsell them," Santini said, adding that she thinks of herself less as a sales agent and more of a service provider.
"I do more adjustment down on policies than I do upselling, because you may have been carrying a $60,000, $100,000 policy, and now everything's paid off, and the only thing you're worried about is final expenses, so let's reduce this policy. Let's reduce your premium," she explained.
Though some of the topics involving life insurance may be difficult to discuss, Santini said they must be had.
"People say, 'I don't like to think about dying,' and I completely understand that, but we all are going to die. It's inevitable. But, insurance isn't about dying; it's about providing financial security for your loved ones," she stressed.
"If you've been married for 60 years and you die, the last thing your spouse should be thinking is how am I going to pay for this? They should be taking the time to grieve your loss," Santini said.
"Insurance takes that burden away from them. It passes completely tax-free. You don't claim it. It doesn't count against your estate, and you get it within 10 days of the claim," she explained.
Santini said world of mouth from her clients has led her to become the number one rookie in the area.
"It's about building a rapport and a trust with your clients, and I think that speaks volumes," she said, adding that she will drive up to two hours away for meetings with her clients.
"Then call their friends and say, 'hey, you need to trust this lady,' so that's what gets me business. It's just honesty. You have to put their needs before your own," she said.
"I love my clients, and I really want to do right by them," Santini said.
Those interested in services through The Baltimore Life Companies via Janet Santini can do so by reaching out to 547-971-7967 or through her Facebook page.