Agent’s Sales Journal October 01, 2008
Front Page Stories
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When Government Benefits Are Not Enough: Filling the Gaps with Your Portfolio
As people near retirement age, they naturally start thinking more about where all the money will come from once they stop working. Of course, the federal government helps consumers a bit, but anyone counting solely on Social Security and Medicare o
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151A: Is Your Insurance Carrier in Your Corner?
The ramifications of proposed Rule 151A have continually been weighed and evaluated since the SEC proposed it in
Short Takes
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Industry Groups Form Health Care Advocacy
Four influential industry bodies have formed Divided We Fail, an advocacy group that aims to strengthen Social Security, bring affordable and quality health care to all who want it, drive down the cost of prescription drugs, and create retirement
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Financial Group Spent Millions on Lobbying
Forbes.com reports that the Financial Services Roundtable spent nearly $1.9 million lobbying in the second quarter on banking, mortgage lending, and other issues affecting the industry, according to a recent disclosure report. The
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Government Report Shows Medicare May Have Fudged Figures
Medicare's top officials may have misled the public when, in 2006, they claimed to have reduced the number of fraudulent and improper claims paid by the agency, according to a recent New York Times report. A confidential draft of a federal
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Alabama: State Employees to Pay 'Obesity Surcharge'
Alabama has become the first state to base the insurance rates of its government employees on their weight, giving its 37,527 workers one year from the date of an exam to shape up. Beginning in January 2010, mandatory free screenings will be
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More Americans Struggle to Pay Medical Bills
A new study from the Commonwealth Fund reveals that since 2005, the number of Americans with medical bill problems has risen to 79 million. Forty-one percent of working-age Americans -- 72 million -- reported having trouble paying off medical
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The No. 1 Secret of Successful Internet Marketers
The Internet has done wonders for our industry. It's made it easier for consumers to shop for the right plan. Technology has also made it easier for agents and brokers to effectively target the majority of insurance shoppers now going online.
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Producers Guide to Prospecting
Download The Producer's Guide to Prospecting
Sales Review
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Nursing Our Health Care System Back to Health
It's no secret that the U.S. health care system is ailing, and our nation's citizens are demanding change. In 2005, Americans spent nearly $2 trillion on health care, according to the National Coalition on Health Care. The coalition predicts this
Perspectives
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Rule 151A: Now, More Waiting
We're now in the next phase of waiting: Waiting for the Securities and Exchange Commission (SEC) to review the 800-plus comments submitted in opposition to proposed Rule 151A. Waiting for them to schedule an open meeting to vote on whether to
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Is the Life Insurance Industry Glass Half Empty - or Half Full?
With problems come opportunities. It's always darkest before the dawn. When one door closes, another opens. A half-empty glass is also half full. Such tried-and-true aphorisms apply especially well to the current life insurance industry.
Sales From The Darkside
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Riley and His Manager Bungle Close
Riley was being trained to sell insurance in clients' homes. His manager coached the young rep on how to be a guest while remaining in control of the sales environment. At one house, a woman in her 50s opened the door, and Riley's manager
Your Practice
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Simple Remedies for 8 Common Agency Growing Pains
Life and health insurance agents often find themselves delighted to see their businesses growing and thriving. At the same time, however, they may feel uncomfortable and suffer from the unfamiliar territory of growth. Moving from a small
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Using a Board of Advisors to Manage Your Business
When I entered the life insurance business 50 years ago, I was told to prepare a list of 100 people I knew. At 23, all my friends were my age and none had money. The only other people on my list were my relatives. This list, in other words, looked
Selling Guides
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Splitting the Business Does Not Need to Split the Family
In many family-owned businesses, the commitment and contributions children make are not equal. Sometimes, this is because older children come into the business earlier than the others and carve out their place. They are often resentful of their
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Using Annuities as Estate Planning Tools
The concept of wealth transfer is taking on more importance in personal finance as baby boomers look to pass on the wealth
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How to Use Trusts in Estate Planning Cases
For some agents, the irrevocable life insurance trust (ILIT) is part of their everyday vocabulary and standard operating procedure. For others, it's the mythical unicorn they've heard of but never seen. And yet for others, it's a mystery, if they've
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Estate Planning for Clients in Different Life Stages: Where to Spend the Time
As advisors, we know that estate planning is something all of our clients should consider. Like a doctor recommending more exercise and a better diet, we are talking about a topic that is good for everyone but something that most people, regardless
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A Political Question: The Past and Future of Estate Tax Policy
In 2005, authors Michael Graetz and Ian Shapiro published "Death by a Thousand Cuts," which outlined the
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The Federal Estate and Gift Tax: A Primer for Agents
The federal estate tax is no secret. It affects less than 5 percent of decedents' estates, primarily because most die with
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Top 5 Most Common Estate Planning Mistakes
Estate planning is crucial, yet most people delay the process as it's commonly viewed as an impossible task. Even worse
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Estate Planning in Uncertain Times
As the old saying goes, "The only things certain in life are death and taxes." Over the next three years, however, both
Marketing
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How to Grow Your Business by Working Smarter, Not Harder
You are an experienced and accomplished insurance agent with many clients, some of whom will buy again in the future. So why should you be concerned about constantly building your business? Well, there's an old saying: "If your business ain't
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How to Spread Your Message to the Female Boomer
Not all prospects are the same. You know this to be true -- the affluent respond to marketing messages in a different manner
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How to Develop a Highly Successful Webinar Marketing Campaign
If you're like most agents, you've either given marketing seminars or seriously thought about the idea. While this can e
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4 Secrets to Grabbing Media Coverage for Your Next Seminar
A painless, effective, and consistent way to gain publicity for your seminars is to use the media to promote your expertise and increase the number of attendees at your event. Following are four ways to point you in the right direction. #1:
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Are Seminars Right for You? A Guide to Making Them Work
Many producers find great success in marketing their services through seminars. But will this technique be effective for you
Products
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Defined Benefit Health Plans - New Uses for Old Ideas
The weight of years of double-digit medical inflation has impacted every aspect of health care in America, and none more than modern high-deductible health plan designs. Bit by bit, higher deductibles, greater co-insurance, and increased
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Explaining the Importance of Disability Insurance to Small Businesses
Say "disability insurance" to a business owner, and you're likely to get a look of confusion or outright hostility.
Prospecting Corner
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Are You a Referral Wimp? 3 Big Fears and How to Get Over Them
Are you a referral wimp? When you get to the end of an appointment with a client and you realize you don't have time
Objection of the Month
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Objection Of The Month - October 2008
How would you respond to a prospect who says... I don't have enough money to worry about an estate plan. Invest a little time to see whether the client really needs an estate plan by saying, "You are right, an estate plan is not for everyone.
