Geographic location will always play an important role in a insurance producer's access to the international market. However, it is not the only factor in success. Geographic location simply means some markets may not be available to you. The key to success is defining what markets are available to you and how to focus on them. This section outlines four areas describing opportunities in the international market.

DOMESTIC

Your current book of business - Many of your clients may be traveling overseas for business or pleasure, or have friends or relatives visiting from overseas.

Referrals from domestic health insurance providers - Many domestic health insurance companies will not cover US citizens traveling or living overseas or non-US citizens who need medical insurance coverage.

Chamber of Commerce - In many metropolitan areas, foreign countries have set up their own chambers of commerce. For example, the Brazilian Chamber of Commerce maintains an office in Miami Florida. These organization may need coverage for some of their own employees.

Travel Agencies - An increasing amount of travelers are demanding more protection than offered by standard trip cancellation policies.

INTERNATIONAL

Foreign-based brokers and producers - This will depend a great deal on your location. Many brokers and producers have been successful sub-contracting producers in foreign countries to market IMG products. If you know a fellow producer with ties to a foreign country or are in an area with producers operating overseas, this may be a great chance to combine your marketing efforts.

Joint ventures - Joint ventures occur through introductions. Example: You know an insurance executive at ABC Insurance, Inc. located in Spain. You introduce the executive to IMG. IMG partners with the insurance company to market our products in Spain. Joint ventures are long--term projects. A good personal and/or business relationship is the key to successful joint venture.

NON-PROFIT ORGANIZATIONS

Missionaries - Thousands of missionaries travel and live abroad. These missionaries are US citizens going to foreign locations for a variety of reasons. Many of the mission-sending organizations are headquartered in middle-American states. The groups range in size and need a variety of medical insurance and evacuation services for their missionaries.

Students/Universities - The number of students studying abroad or coming to the US to study increases each year. Many of these students will require short-term and major medical plans while attending their respective schools.

Embassy/Consulates - Once again, this will depend heavily on your geographic location. Embassies and Consulates are typically located in major coastal cities. Most of them require group medical plans for their non-US employees and dignitaries traveling around the world. IMG provides group plans for their specific needs.

Expatriate Groups - Expatriates are individuals who have permanently left their country of citizenship. Hundreds of thousands of US expatriates now live all over the world. Many of them belong to "Expatriate Associations" and they all require private medical insurance plans.

CORPORATIONS

Corporations - Many corporation have foreign operations. Unless a corporation is very large, the foreign workers may be without adequate medical insurance coverage. Often, inferior benefits are provided to foreign-based employees compared to those available to their local counterparts. Additionally, the employer might want to provide coverage for resident non-US citizens or third-country nationals working in the foreign-based office.