Agent’s Sales Journal November 01, 2008
Front Page Stories
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An Agent's Guide to Medicare Advantage: Navigating CMS' New Regulations
As if agents didn't have enough on their minds with the SEC's proposed Rule 151A, the AIG bailout, and the current turmoil
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Addressing Your Clients' Concerns in the Wake of the AIG Bailout
What could the Fed's $85 billion loan to the insurance giant mean to your business, and what can you do about it? A tumultuous 10 days on Wall Street recently culminated in an $85 billion federal loan to insurance giant AIG, part of an
Short Takes
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Bill Would Provide Tax Incentives for LTCI Coverage
A bill was recently introduced that would provide a tax credit for long term care insurance premiums. Introduced by Sen. David Vitter (R-LA), the Long-Term Care Family Accessibility Act (S 3365) joins a handful of others seeking tax deductions for
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NAIC Issues Senior-Specific Designation Rule
The National Association of Insurance Commissioners recently announced its adoption of a rule that sets standards on the use of senior-specific designations. The "Model Regulation on the Use of Senior-Specific Certifications and Professional
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MetLife: Adult Day Services, Home Care Costs Tick Upward
The MetLife Mature Market Institute recently released its national survey of adult day services and home care costs, which found that the national average daily rate for adult day services is $64, up $3 per day, or 5 percent, from 2007. The national
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State Budget Troubles Worsening: 13 States Face New Shortfalls
Just weeks after more than half of the states closed shortfalls totaling $48 billion in their 2009 budgets, 13 of those states' budgets have fallen out of balance again, according to a report by the Center on Budget and Policy Priorities. In the six
Sales Review
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7 Ways to Light Their Fire
Do your employees, colleagues, and clients seem motivated? Are they enthusiastic? Inspired? If not, it may be your fault -- at least that's what author Carmine Gallo believes. "You have the power to inspire anyone, anywhere, anytime," Gallo
Perspectives
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Seize Your Opportunity
This time, more than any other in the history of our nation's economy, is a time during which the importance of insurance has become crystal clear. The long-term security of other financial investments has become dubious. That's not to say
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Opportunity is Knocking -- Who Will Answer?
The detrimental impact of the SEC's proposed Rule 151A couldn't have been more apparent as the markets tumbled and the values of our 401(k)s, college savings plans, and retirement nest eggs plummeted. There are many reasons 151A is flawed and,
Selling Guides
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An Agent's Checklist for Finding a New IMO
Choosing an independent marketing organization (IMO) can be one of the most important decisions an independent insurance agent makes. It becomes a personal decision that can ultimately play a major factor in their overall success. Whether you
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What Trends Are Driving the Growth of Your IMO?
To be successful in the insurance and financial services business, you must pay attention to details while also following and understanding the trends shaping our industry. That way, when the time is right, you can take advantage of new
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Is It Tougher To Be An Insurance Agent Today?
NAILBA/Agent Media study examines producers' everyday business, BGA relationships
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Life Settlement Application: Uncovering Hidden Value in Key-Man Coverage
One of the best ways to make yourself an important resource to your clients and centers of influence is by helping them see value in certain situations in which they saw none before. Many agents have sold insurance to executives of small to
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Critical Illness and LTCI: Potential Partners in LTCI Sales
You're talking to your prospects, Bob and Rita, about retirement planning and the smart choices they need to make. You seem to be doing well as you chat with them in their living room. But when you start talking specifically about LTCI, their
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Serving the Small-Business Side of Insurance
Many small-business owners today are inundated with cold calls from insurance agents ready to sell them the hottest insurance product.
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5 Biggest Web Site Blunders Insurance Agents Make
Going online is no longer simply an option for insurance agents - it's a necessity. It's now common practice for consumers to check out an agent's Web site before calling or deciding on a plan. As the Internet marketplace becomes more
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Habits by Commission Income:
How Those Earning Less Than $50,000 Per Year Match Up Against Those Earning More Than $200,000 Per Year What do you find to be the most challenging
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Selling Habit
On average, how many hours per week do you dedicate to your insurance/financial services profession?
Marketing
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How to Create an Effective Direct Mail Marketing Plan
With more Americans turning to direct mail coupons and advertisements for their everyday needs, many businesses have also turned to direct mail as a viable source for creatively increasing their revenue. This advertising and marketing format is
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Are You Asking for Referrals the Right Way?
Keeping the pipeline well stocked with new prospects and new opportunities is a critical prerequisite for sales success in the insurance world. For many producers, it means spending a substantial amount of time on the phone, cold calling prospects
Products
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3 Keys to Finding the Best Health Benefit Audit
As annual health care premiums continue to increase and companies search for ways to hold down costs, health benefit audits are becoming an indispensable tool for agents.
Prospecting Corner
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How to Land More Prospects in a Lagging Economy
What bad news will we hear next? How many more banks and investment houses will fail? The economy is in a funk, and
Objection of the Month
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Objection Of The Month - November 2008
How would you respond to a prospect who says... "I already have (health insurance, life insurance, etc.); I don't have a need for what you're selling." "I am happy to hear you are protected and have purchased life insurance. Let me ask
Sales From The Darkside
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Rachel's Power Pitch Can't Pick up Client
We market in a specialized area -- the construction business. So you can imagine how rough many of my buyers are, both physically and verbally. By the way, I'm a 47-year-old woman. I get a guy on the phone -- the president of one of the largest
