Life Insurance Selling November 01, 2006

Features

• Consistency Is Key In Successful Marketing

  By Kim Meli-lovett

  People always seem to be searching for the next "big thing" in marketing. They want an approach that will bring them instant and continuous success in marketing their product or service. They search for a veritable cure-all to inconsistent

• With New, Low-Cost VAs, Performance Rules

  By Staff Writer

  Let's face it -- traditional variable annuities (VAs) are due for an overhaul. Everyone, from consumer advocates to industry watchdogs to regulators, has weighed in on the shortcomings of high-cost VAs. Lackluster performance. Improper

• The Personal Connection: Your Key to Success in Serving the Senior Market

  By Dan Slattery

  When it comes to seniors, don't underestimate the impact of offering them your services as a qualified, trusted adviser. The explosive growth of the senior population and the aging of the baby boom generation will ensure that the opportunity

• Faith, Trust, and A Good Set of Directions

  By Gordon Bess

  Frustration was setting in for the normally unflappable Douglas Peete, ChFC, as he drove his Toyota Land Cruiser through the sprawling southwestern suburbs of Kansas City, Mo. He was searching for a local business with an elusive address and was late

• The Most Important DI Sale You'll Ever Make

  By Daniel C. Steenerson

  Take a minute to think ... what was (or will be) your most important disability income sale? Has it happened to you yet? What specific characteristic defines the most important sale? Is it premium size? Plan design? Number of lives? How

• Penetrating the Small Business Employer Market: Worksite Tips to Help Get Beyond the Initial "Foot in the Door"

  By Staff Writer

  Webster's Dictionary defines selling as, "to persuade someone to buy something." Successful salespeople are artists who work in the medium of persuasion, but even the Picassos of the sales world sometimes have trouble creating a

• What Prospects Want

  By Staff Writer

  It is time to admit that prospecting has changed. If you don't start innovating, don't expect to survive in this overcrowded market of financial providers. The prospect has reshuffled the deck, changed the playing cards, and altered the rules.

• How Notice 05-50 Is Affecting Indexed Annuity Producers

  By Paul Mcgillivray

  New regulatory moves have stirred as much controversy in our industry during the past year as has "05-50," the National Association of Securities Dealers (NASD) Notice to Members 05-50 Equity Indexed Annuities -- Member Responsibilities

• Why Voluntary Benefits Service Matters

  By Joe Fernandez

  Why should you care about the quality of service your voluntary benefits carrier provides? For two reasons: 1. The quality of service a voluntary benefits carrier delivers to your clients reflects on you. If the carrier provides poor service,

• The Hidden Opportunity in Medicare Part D

  By Staff Writer

  Looks can be deceiving. Sometimes what appears to be an offering you can't beat, ends up turning into an opportunity to solve problems for customers in a way that builds a long-term sales relationship. For decades, benefits consultants advised

• To Fee or Not to Fee, That is the Question

  By Staff Writer

  When William Shakespeare wrote, "To be or not to be, that is the question," he illustrated Hamlet's great internal debate upon the advantages and disadvantages of one's existence. We in the financial services industry are faced with a great