Life Insurance Selling January 01, 2004

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Features

  • Service Is the Key to Retirement Plan Sales

    By Michael Wade

    My first Section 401(k) plan sale came as a referral from an accounting firm. The broker who sold the plan disappeared, never visiting the company again. The company had a retirement plan, but received no employee education or professional advice for

  • Term Insurance for Upscale and Business Clients

    By Mark Batzel

    When prospecting for term business, a lot of producers focus on family sales. They look for young, middle-income families who usually have one financial planning objective in mind -- to buy life insurance as cheaply as possible. There's no doubt

  • Why Are Section 412(i) Plans So Popular?

    By William H. Black

    Everywhere I turn, Section 412(i) plans are the latest topic of discussion. What are they, and why have they become so popular? Section 412(i) plans are defined benefit pension plans, also referred to as "qualified plans." There are two general kinds

  • Put Seniors on Your Prospect List

    By Dean M. Potter

    As a senior, I know all too well the financial concerns facing this fast-growing population segment. Projections by the United States Census Bureau indicate that between 2005 and 2030, the seniors market will grow by 81%. If ages 55 and up are

  • Employer-Sponsored Long-Term Care Insurance Plans

    By Brian D. Baetz

    At a breakout workshop at the National Association of Independent Life Brokerage Agencies (NAILBA) annual meeting, held November 6-8 in Phoenix, Tom Virkler, JD, CLU, of the Milner Group, in Lawrenceville, Ga., spoke about selling long-term care

  • Return of Premium Term: Commodity or Value Added?

    By Ron Steventon

    During the past 10 years, we have seen new product development increase rapidly. Term insurance continues to drive many applications. Term premiums have been reduced significantly in the past several years. Case in point: The term insurance product