Agent’s Sales Journal February 01, 2008
Front Page Stories
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Are Your Prospects Reading Your Emails?
Eight ways to ensure consumers look forward to your message Keeping in touch with customers has always been a key way for insurance agents to keep their clients and attract prospects. While many producers may equate email marketing with spam and
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The New Regulation of Deferred Variable Annuities
The application of com-pliance standards for the sale and exchange of deferred variable annuities has been under scrutiny for quite some time. Why? Because some producers have made inappropriate recommendations and have sometimes failed to pro
Short Takes
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AARP, ACLI Examine Retirement Strategies of 60 to 75-Year-Olds
A new survey shows that retirees, highly concerned about running out of financial assets, may be overly focused on preserving their savings principal and needlessly reducing their quality of life.The survey, commissioned by AARP and the American
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LIMRA, LOMA Merger Approved
Member companies of LIMRA International and LOMA have voted overwhelmingly in favor of the proposal to unite two of the world's largest insurance and financial services trade organizations. The merger became effective on Jan. 1, 2008.The final
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Health Plan Rate Increases Hit 9-Year Low
U.S. companies enjoyed a nine-year low in health care cost rate increases this year, but employers and employees should not expect to see that trend continue in 2008, according to Hewitt Associates, a global human resources services company. In
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New Survey Finds 1 in 4 Baby Boomers - Erroneously Believe They Have LTCI Coverage
One in 4 baby boomers erroneously believe they have coverage for long term care expenses, according to new survey data released by America's Health Insurance Plans (AHIP). The survey also found that many baby boomers have misconceptions about
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NAIC Elects 2008 Officers
Members of the National Association of Insurance Commissioners (NAIC) have elected 2008 officers.President: Kansas Insurance Commissioner Sandy Praeger President-elect: New Hampshire Insurance Commissioner Roger Sevigny Vice president: West Virginia
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AnnuitySpecs.com Releases 3rd Quarter Index Sales Results
According to the Advantage Index Sales and Market Report, which represents 99 percent of index annuity production, total third quarter sales were $6.4 billion, down 1.7 percent from second quarter sales. Compared with the same period last year,
From The Agents Desk
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From the Agent's Desk A satirical look at an agent's work life, from the files of Joe Dokes, CLU
Joe Dokes, CLU Feb. 7, 2008 To: Robert T. Braggart, FLMI Regional sales vice president From: Joe Dokes, CLU, lowly agent RE: Production goals Dear Bob: Thank you for the personal and very special letter that I just received in the
Sales From The Darkside
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John is Caught Rushing to a Call
My partner and I flew in from the sunny South for a sales call -- all the way from Alabama. Our local insurance client had sent us to their Canadian headquarters, where we were about to present a full offering of our services for all their U.S.
Sales Review
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Tech Tools You Can Actually Use
Countless software companies these days are targeting insurance agents and financial professionals with specialized products. These organizations often claim that their user-friendly products will simplify your life and boost your bottom line.
Perspectives
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But is it Good for You?
Fad - the word often refers to fashion, diets, language, and other cultural matters that come and go with the whims of consumer obsession. What's "groovy" one day is "awesome" the next. Bell bottoms were all the
Selling Guides
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Asset Protection: Helping Boomers Conquer Financial Doom
For insurance agents serving the growing opportunities within the baby boomer and retiree markets, the new year is an important time to recommend that boomers assess any future risks that may impact their lives. They need your help taking a closer
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A New Approach, a New Mindset - Marketing to Boomer Clients
We all know why we need to market to baby boomers -- the demographic is huge, and their retirement needs are just as hefty. But reaching this generation is a challenge that many financial professionals face. Marketing to boomers requires a
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FIAs - How they Work, and the Danger of the Two-Tier Annuity
Fixed index annuities (FIAs) have recently received bad press be-cause the stock brokerage community is not overjoyed with these products. They're popular because they provide attractive features not available from securities. FIAs
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Your Strategy for Selling Variable Annuities
For some advisors, their client profile generally consists of well-to-do pre-retiree boomers in their 50s and 60s. These clients are concerned about how to continue building their wealth, how to manage it in retirement, and how to transfer it to
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The Coming of Age of Index Universal Life
This year, index universal life (IUL) celebrates its 10th year on the market. First introduced in 1997, this product has become more and more common, with more than 20 companies offering it, and advisors and the public are increasingly taking
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Variable and Index Products: A Market of Growth
In today's insurance industry, agents may often offer clients and prospects products that are nearly identical to their competitors'. In the wake of this situation, industry players have begun to focus on products that offer guarantees
Prospecting Corner
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7 Steps to Cloning Your Best Clients
Every financial professional wants to acquire more clients that resemble their top customers -- following are seven steps to accomplishing that goal. Step #1: Develop an ideal client profile OK, like you've never heard this before
Objection of the Month
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Objection Of The Month - Febraury 2008
How would you respond to a prospect who says... I'm not sure about annuities. What if I need to access that money? "I'm glad you brought that up, because there are many ways to access the money held in your annuity. For
