Agent’s Sales Journal January 01, 2009
Front Page Stories
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SEC Votes 4-1 to Approve Rule 151A
Under rule, indexed annuities will be subject to securities regulation Despite more than 4,800 comments maintaining that indexed annuities are most certainly insurance products and that the Securities and Exchange Commission (SEC) would be
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How the Obama Administration May Affect Your Business
A new White House administration always spells change of some sort -- and nowhere will that change be felt more this time around than in the financial sector. Specifically, President-elect Barack Obama has made certain proposals to reform estate
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A Market Snapshot: The Economy and Your Business
The one issue that gets people talking is the one that affects their wallets. It's the issue that defined the presidential election and dominates television and print news cycles. For the foreseeable future, it will be a significant issue for
Perspectives
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No Need to Fret -- 2009 Offers Plenty of Opportunity
You may have noticed the monthly podcast series we began running last May. Just in case, each month, we post a new discussion with an industry expert on a topic you want to know more about. Our debut podcast was on pending legislation that
Selling Guides
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Tips for a Compliant Long Term Care Insurance Sale
Beyond licensing, producers need to be aware of the various consumer protection provisions mandated by state and federal long term care regulations. While federal requirements dictate similar requirements for tax-qualified and partnership policies,
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Tips for a Compliant Annuity Sale
Many annuity agents believe that compliance is a barrier to sales, and a few bad apples have led carriers and regulators to insist that agents follow strict guidelines to protect consumers during the annuity sales process. But don't consider
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Tips for a Compliant Life Settlement Transaction
As the life settlement industry continues to grow, professionals must focus on education, due diligence, and compliance to ensure that, while maximizing the opportunities presented by life settlements, they also minimize compliance risks.
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Producers Speak Out
As part of our issue on Planning for Success in 2009, we asked agents nationwide: What are your plans for success in 2009? Following are some of your answers. I'm going to give my business life an80/20 checkup. I'm sure that I will find areas
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The 2009 Industry Outlook: Experts' Predictions on Market Performance in the New Year
Annuities Kim O'Brien >> Executive director, National Association for Fixed Annuities In times of economic uncertainty and economic downturn, Americans typically turn to protection and security. They seek to insure their money and
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7 Secrets for a Top-Performance Insurance Web Site
If you're like most agents, your Web site has two basic goals: increasing your credibility and generating leads. A good design is a good place to start -- even the most untrained eye can see the difference between sites that work and
Products
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Selling Dental Plans in the Age of High Benefits Costs
Dental insurance is one of the most attractive growth opportunities for agents in the benefits marketplace today.
Objection of the Month
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Objection Of The Month - January 2009
How would you respond to a prospect who says... I can afford to self-insure in the event that I need long term care. "That may be true. But let me ask you three questions. 1. You insure your auto when you could also self-insure that, don't you?
Sales From The Darkside
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Laura Loses Confidence and a Customer
I'm from St. Louis, and while I'm not vain, the Southern-belle skin that covers my body is just too light (well, white) during the summer months. So in order to appear fit and healthy on my sales calls, I would apply tanning lotion. You know the
Short Takes
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AARP to Investigate Marketing of its Health Plans
After a Senate inquiry found evidence of deceptive marketing, AARP has hired an outside investigator to look into sales of some of its health insurance products. AARP, which has partnered with UnitedHealth Group in the sale of the policies, has
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Health Plans Collectively Release Reform Proposal They Can Back
The leading advocacy group for health plans recently offered a comprehensive health care reform proposal to achieve universal coverage, reduce the growth of health care costs, and improve the quality of medical care. The new proposal is the
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Health Care Reform Could Cost up to $1 Trillion
PricewaterhouseCoopers LLP (PwC) projects that President-elect Barack Obama's proposed reform of the U.S. health system would cost the federal government $75 billion in 2009 dollars, the equivalent of $2,500 per newly insured person. The plan as it
Sales Review
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Blueprints for a Prosperous Insurance Agency
As most industry veterans know, building a strong insurance agency is no walk in the park. It takes countless hours of planning, client-building, and number-crunching and plenty of blood, sweat, and tears. Fortunately, if you play your cards right,
Your Practice
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Achieving the Paperless Office
The idea of the paperless office has been around for years. What was once a futuristic dream has taken on new urgency with increasing awareness of carbon footprints and corporate social responsibility. Even though the reality of a truly paperless
Prospecting Corner
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How to Grow Stronger in the Face of a Weakening Economy
As a general rule, companies that stick to a plan during slow economic times tend to emerge from a slumping economy with greater strength than companies that stray from their plan. Why is this so? One element is related to marketing. When
