Life Insurance Selling March 01, 2004

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Features

  • Planning for Business Continuity

    By Staff Writer

    Small businesses have overlooked needs that affect not only the business owners and employees but also the owners' families. A big need is the business continuity for the owners, partners, stockholders, and the families involved. For producers who

  • The Secret in Selling to Affluent Prospects

    By Larry L. Cox

    When producers try to upgrade their markets to include more wealthy business owners and individuals, they may encounter difficulty getting in touch with either the most affluent prospects or those prospects' tax and legal advisers. Problems also may

  • Eight Steps to Multi-Million-Dollar Annuity Production

    By Harold (doc) Lindsey Jr.

    The annuity is the crown jewel in a producer's product portfolio. The sale and service of the annuity product leads to almost every other high-end selling opportunity in the financial service market today. As a sales trainer, I help producers operate

  • Raising the Bar on Professionalism

    By Joseph Monaco

    Baby boomers, those born after World War II and before the mid-1960s, make up the largest percentage of the population today. Not only are they better educated than previous generations, but also they have a standard of living that a generation ago

  • Increasing Your EIA Sales

    By Matthew J. Rettick

    The equity index annuity (EIA) is a marvelous, creative product, first brought to the public by Keyport Insurance Company in February 1995. This new kind of annuity combined the safety of a fixed annuity with the market appreciation of a variable

  • How to Sell Insurance Without Leaving Your Desk

    By Pat Wedeking Bellevue

    What if producers could identify prospects, create rapport, gather information, quote insurance rates, help select a policy, complete an application, get the policy through underwriting, and deliver that policy -- all without leaving their

  • Index Annuities: A Time of Opportunity

    By Jack Marrion

    I wrote an article last year titled "Annus Horribilis -- the Horrible Year." And it was; 2003 was the worst pricing market for index annuities since inception of the product, as a result of interest rates at 40-year bottoms and high option

  • Annuities in a Crowded Market

    By Bruce E. Dickes

    Annuities are a great fit for a wide variety of client situations. Annuities sometimes get a bad rap by high-profile financial pundits on TV and in print, a bad rap they often don't deserve. On the other hand, there are occasions where producers use