Life Insurance Selling February 01, 2007
Features
Business Continuation: Troubling Questions, Solid Solutions
The immediate needs of running a business often supersede longer-term objectives for business owners. However, when urgent needs temporarily subside, longer-term objectives can pose troubling questions about
Features
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A Personal Dedication to the Profession
Allen Bruce had a nice job, one he worked hard at every day. It was the late 1960s and he worked for the U.S. Postal Service. But there was a problem. His co-workers were getting the same compensation as he was, for
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Business Wealth Transfer Planning for Baby Boomers
Much has been written about the many effects on our culture of the so-called "baby boom" generation. The baby boomers, generally individuals born between 1946 and 1964, are the single largest segment of
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Get Senior Market Credentials
Many of the 76 million baby boomers heading into their retirement years have not saved enough money. Eighty percent of boomers have said they are concerned about having adequate income during retirement and have
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Do Your Business Clients Have a Succession Plan?
As insurance and financial advisers, we often are in the best position to address succession planning with business owners. The business owner usually is "putting out fires," and thus is too busy to even
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Employee-Paid Benefits: The Ultimate Complement
For many small business owners, it used to make sense not to "put all your eggs in one basket" in providing insurance benefits to their employees. But times have changed, and making employee benefits
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Maximizing Enrollment and Reducing Costs with CDHC
Over the past three years, the most remarkable reform movement in health care has been the consumer-driven health care (CDHC) model. Much has been written about the advantages of the CDHC model, its functions, and the knowledge and tools that support
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Boomer Needs Create Opportunity: Annuities Take a New Direction!
Baby boomers will want annuities with features tailored to fit their retirement needs. The oldest "boomers" have now turned 60. Those born between 1946 and 1964, sometimes referred to as The New America,
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Handling Insurance in Divorce
When people are going through divorce, they think about their children, ongoing support, and how to divide their property. But seldom do they think about insurance. Many of the insurance decisions need to be made
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DI and CI: A Match Made in Heaven
A major change has occurred in our industry over the past 25 years. How often do you hear about the premature death of a breadwinner anymore? Why have life insurance rates decreased dramatically over this span of
Columns
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Saltzman: The Beginning of a Beginning
Two hundred years ago, Herbert George Wells was born in Bromley, Kent (England). His parents were unremarkable middle class working folks -- a retailer and a housekeeper. Young Herbert apprenticed as a draper but later attended school and became
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Hoe: A Double Dose of Financial Education, and More Informal History
(Part Two of Three Parts)In the first installment of this series, I explored the turmoil in the formative years of the financial planning profession. I asked you to picture the activity of early life forming in the primordial slime at the beginning
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What's Going On: Crisis? What Crisis?
Experience teaches us many lessons, one of which is to be wary of doomsayers. Here in my home state of Missouri, we still shake our heads at the memory of the fear and dread the late scientist Iben Browning stirred up
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Postscript: Key Aspects of Professional Selling
What makes the top 20% of insurance sales people different, or better than the rest? Certainly it's not physical appearance, or age, intelligence, gender, ethnicity, or temperament. Diversity reigns. The real
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Meisel: Is Equity a Nasty Word?
Americans are saving money at an abysmally low rate. The bottom line is way below the bottom line. The savings rate fell below 0% in 2005, according to a U.S. Commerce Department report as of January 2006. It seems everyone, including the federal
Departments
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Sales Sizzlers: Activity Breeds Long-Term Care Insurance Success
When I joined John Hancock in 1998, I knew I would specialize in long-term care insurance (LTCI). I already had some background in the Medicare field and believed I had a good foundation for talking to people about long-term care issues and how a
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February Policy Showcase
Lincoln Benefit Life Indexed AnnuitiesLincoln Benefit Life, Northbrook, Ill., has introduced its new, free Lifetime Income benefit, available on its Savers Index(R) Annuity Plus and
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February Points That Help You Sell
o Learn to set priorities. Do first things first. Do the things that must be done, even if you dislike doing them, and success will follow. o Give your prospect one great reason to buy from you. Tell a true story
