Our magazine's upcoming October issue focuses on how agents can serve high net worth (HNW) customers. But there aren't really a lot of those. Doesn't it make more business sense to focus on the 99 percent—or even the 47 percent?
Take, for example, the Thompsons of McIntyre, Ga.
The father, age 40, drives a Dodge Durango (age, mileage undetermined) and goes four-wheeling. The mother (33, 311 pounds) is unemployed, with four daughters under the age of 21. The family lives in a single-story frame house (age, condition undetermined; not sure where the nearest fire hydrant is, but the house is right next to the railroad tracks).
What's unique about this family is that although they may not have fortune, they do have fame.
I'm speaking, of course, of TLC's “Here Comes Honey Boo Boo.”
For those of you frittering away your time with the “PBS NewsHour,” “Frontline” and “Face the Nation,” an explanation is in order: This program is a spin-off of another hard-hitting documentary TLC show called “Toddlers and Tiaras,” which features real-life kid beauty pageant contestants and their families.
“HCHBB,” however, is in a class by itself. Set in the bucolic rural village of McIntyre, Ga. (population 650), the show focuses on 7-year-old beauty pageant star Alana Thompson, her mother June Shannon, her three older sisters and her dad, Mike “Sugar Bear” Thompson.
Sugar Bear works in the region's kaolin mines; Mama June devotes herself to Alana's career, bingo and extreme couponing; and the revolving cast of peripheral characters include family and friends with names like Uncle Poodle, Crazy Mike and a pet pig named Glitzy. In last night's season finale, Alana won a pageant and eldest daughter, 17-year-old Anna (aka “Chickadee”), gave birth to a baby with three thumbs.
I am not making any of this up.
You can tell the show's producers intended for us “sophisticated” viewers to sneer at the antics of the Shannon/Thompson clan, what with the unnecessary subtitles, goofy music, and lots of sneezing and farting. But a funny thing happened on the way to the snark: The show went viral and the Thompson family went from redneck one-liner to hot new pop culture meme.
Whether they're loved or reviled, the Thompsons are generating a lot of buzz. With an estimated 3 million viewers weekly, the show easily outdrew the Republican National Convention. The family has gained fame – with June and Alana appearing on everything from Anderson Cooper to being parodied on “Saturday Night Live”—and a modicum of fortune (although not officially confirmed, TLC is paying the Thompsons around $4,000 an episode).
While that number sure doesn't put them in the league of the Kardashians (at a mind-blowing $40,000 per episode), that kind of money is no joke in McIntyre, where nearly 40 percent of the families have an income that puts them below the poverty level, according to the 2010 U.S. Census.
And although the Thompsons may not be a typical American family (whatever that is anymore), they do have many of the same insurance needs as even the wealthiest of HNW customers.
Let's do a quick risk assessment:
- Homeowners' property and liability and contents. The Thompson house's proximity to the railroad tracks could put it at risk for vibrational damage, or possibly a toxic spill or derailment. It's unclear whether they rent or own the home, which will affect coverage. As far as contents coverage, extreme couponer June has laid by a vast supply of toilet paper, barbeque sauce, cheese puffs and other necessities. If these are damaged or stolen (and their house was recently broken into), is their full replacement value covered in the insurance?
- Auto. Sugar Bear uses the Durango to take Alana to pageants as well as for the daily commute to the kaolin mines. Although traffic in McIntyre is relatively light, accidents are always a possibility — and given the town's demographics, the Thompsons better have a high UM/UIM coverage.
- Other vehicles. One of the family's pastimes is going four-wheeling (or “mud-boggin'”) with Sugar Bear's pal, Crazy Mike. Unfortunately, Sugar Bear was recently hospitalized for an infection after an ATV mishap. It's unclear whether the ATV was his or Crazy Mike's, but is in insured? If so, who are the authorized drivers?
- Health insurance. See above.
- Collectibles. Glitzy the pig may have been sent back to the breeder, but the family does have miscellaneous insurables that need coverage. Alana's pageant costumes alone can cost hundreds or even thousands of dollars; will they need a policy rider for replacement coverage?
- Employment practices liability. Just as the wealthy have their cadres of maids, chauffeurs, cooks and trainers, the Thompsons have employees, too. Some episodes show Alana being groomed by a variety of pageant coaches, wig specialists and makeup artists. Assuming they're contracted employees, EPL shouldn't be a concern; but what about the “sass” consultation by Sugar Bear's brother, Uncle Poodle?
- Personal liability coverage. As the Thompsons' fame grows, they may start to be targeted as a “deep pockets” source for litigation. Given the fact that June isn't afraid to speak her mind about anything (and that both she and Sugar Bear have police records for pretty crimes)–and that the family is active in social media–personal liability is a real concern.
- Investment portfolios. Forget getting scammed a la Bernie Madoff: June and Sugar Bear insist they're setting aside all monies earned by the TLC show for their kids' college education. However, it's unclear whether they're setting it aside in some sort of investment vehicle, or just burying it in a big ol' jar in the front yard.
So independent agents in and around McIntyre, Ga. — why let the direct writers have all the fun? This family needs a trusted advisor, and by rights that should be you.
And if the family starts making Kardashian-sized fees, merch money and other things (TLC recently announced Season Two), they — and you — could be hollerin' all the way to the bank.
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