Agent’s Sales Journal April 01, 2008
Sales From The Darkside
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Dan's Presentation Ignites Attention
It was the industry's biggest trade show, and I was a rookie working the booth for my company. On the final night, the event featured a big dinner. About 3,000 people filled the ballroom of the Hyatt Crown Center in Kansas City. A jazz band
Front Page Stories
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The Financial Underwriting Test: Does It Make Sense?
When it comes to financial underwriting, there is really just one key question: "Does it make sense?" This is an important question to ask because it is the very thing that underwriters focus on when evaluating life insurance
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Should You Consider an Investment License?
Most brokerage general agencies, along with their agents, have built successful careers by finding the best destinations for their clients' assets. Whether it's a fixed index annuity or a life insurance product, the emphasis is on
Short Takes
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How to Bring Critical Care Coverage to the Table
With today's medical advances, it's no secret that people are living longer than those in previous generations. Unfortunately, a longer life does not always mean a permanently healthy life. The fact is, the longer a person's
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Learning the Own-Occupation Definitions of Total Disability
As a disability insurance claims consultant and witness for inappropriately denied claims, I have noticed an increase in the number of denied claims over the past decade. It seems that one of the biggest reasons for claim denial is that the claimant
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Helping Your Clients Choose Suitable Variable Annuity Features
They're everywhere: financial industry articles heralding the latest, hottest investment or product -- and annuities are no
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Why Sell Fixed Annuities?
So far, the first decade of the new millennium has been characterized by sustained low interest rates. Many pre-retiree boomers seek dependable returns on their savings to offset inflation and current income taxes. While index and variable annuities
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Evolving Medicaid Guidelines Offer Agents New Sales Opportunities
For years, the purchase of so-called "Medicaid-friendly" annuities was a staple of financial planning for elderly individuals. It delivered two compelling benefits: secure income and the acquisition of an asset hidden from state Medicaid
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Third-Party Marketing: Selling Annuities through P&C Agencies
Nearly all great ideas are rooted in simplicity, not complexity. As such, you may find it interesting that so few annuity agents look upon property and casualty (P&C) agents as centers of influence who can help them make more sales more easily
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An Agent's Guide to Combating Negative Annuity News
Retirement, much like the average American lifespan, is beginning to last longer and longer. It's become ordinary for a person to spend as much time in retirement as they did in the work force. We all know this. Equally well-known is the
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Annuity Trends, Prospects, and Possibilities
When I joined the insurance industry in 1977, life insurance was the focus product. A small number of producers also sold disability income coverage, and long term care insurance was in its infancy, with few agents knowing much about it and even
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2008 Annuity Company Rankings
With a wide variety of annuity carriers offering products to add to your product portfolio, it can be difficult to find the right company for your needs. Who offers the best sales and marketing material? Who is best at raising awareness among
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The Annuity Market, One Topic At a Time
From media attention to new and changing regulations -- study paints industry picture
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Americans with Private Insurance Use Discount Retail Programs
Nearly 70 million Americans have used discount generic prescription drug programs offered at major retail stores across the country, say researchers with the University of Michigan C.S. Mott Children's Hospital National Poll on
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Direct Marketers in Insurance Field Saw $8.15 ROI for Every Dollar Spent
Insurance marketers spent $6.81 billion last year on direct marketing-related advertising, which in turn generated more than $55.53 billion in U.S. sales, according to findings from the Direct Marketing Association's new report, "Direct
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Survey: Advisors Value Credentials, Want Market to Do the Same
A survey conducted by the Society of Financial Service Professionals (FSP) shows that the nation's top financial advisors place a high value on the credibility afforded by their professional designations. In fact, 61 percent are willing to
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Health Care Reform: How Will You Vote Come November?
Michael Moore's 2007 documentary film "Sicko," a recent report by Families USA showing how many residents died in
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Dateline Piece Reveals 'Tricks' of Annuity Agents - How Does This Reflect on Your Practice?
When Leon Morris, an annuity prospect in his 70s, asked an agent what would happen if he needed to withdraw his money earlier than expected from an equity index annuity, the agent was truthful: Morris would not incur charges unless he withdrew 10
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The Habits of High-Producing Annuity Agents
High producing habits
Sales Review
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The Road to Multi-Millions
Let's face it: Financial advisors can sometimes seem like a dime a dozen from the consumer's viewpoint. Competition is fierce, and it can be a challenge just to keep a financial services business afloat. Although the majority of
Perspectives
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Where Can Retirees Turn to in Uncertain Economic Times?
A great number of Americans are either about to retire or already have. The No. 1 fear of many is that they may run out of money in retirement. The vast majority may live for decades in their retirement years without having a guaranteed pension or
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A Growing Need for a Growing Market
The annuity industry is not young, nor is it an easy one in which to work. With the preponderance of new and emerging product lines and features, it's difficult to keep up, as with many markets. There is, however, a great need for products
Prospecting Corner
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4 Simple Questions That Generate More Referrals
You all likely know how important it is to always ask clients and centers of influence several questions; their answers can help you meet their expectations, in turn building a mutually rewarding relationship. When you question centers of influence,
Objection of the Month
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Objection Of The Month - April 2008
How would you respond to a prospect who says... "I have a long history of health problems -- based on past experience, I just don't think I can qualify for insurance at this point." "Other than that, is there any
From The Agents Desk
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Producer's Sales Journal
Producer's Sales Journal How Do You Handle This Objection? >> p.5 Do you have clients who think they can't buy life insurance just because they are currently on death row? See what fellow agents have to say. Sales from the Dark
