Life Insurance Selling October 01, 2007
Features
Always Getting Better - The Harder Way
For every endeavor known to man, there is a system or a process toward accomplishment of the goal. The business of selling life insurance has seen a number of these methodologies debut, sometimes to great fanfare,
Features
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The Law Stands Behind Life Settlements
The life settlement industry continues its dramatic and rapid growth, setting yet another record in 2006 with more than $12 billion paid out for unwanted, unaffordable, or unnecessary life insurance policies.
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Retiree Silence May Speak Volumes
Many of my long-term clients are retirees. I helped them plan for their transition in retirement from earned income to portfolio income. Typically, we used Monte Carlo simulations and historical audits to estimate
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Retirement Security: How Sound Is the Infrastructure?
Editor's Note: This article is an abridged version of Retirement Security in the 21st Century: Considerations and Risks in Building the Infrastructure, a white paper authored by Jennifer Warren and released Sept. 10,
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Tap Into the Emotional Needs of Seniors - and Increase Your Selling Effectiveness
Every good agent knows that there is both a financial and emotional component involved in the sale of life insurance. But, I'll bet that most agents spend far more time customizing the financials of a sales
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The Five Best and Worst LTCI Sales Methods
If you are not talking to your clients about long-term care, you should be. Here are some best and worst practices to help you chart a path to success.Best practices 1. Draw on personal experiences. Ask your clients
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More Than They Will Ever Need: Estate Maximization Strategy with Built-in Funding
It is not unusual today to find clients at or near retirement who discover that they have overfunded their lifetime retirement income needs. They have accumulated more assets or sources of income than they will ever
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Understanding METs and TEFRA
Americans are living longer than ever these days -- and some are working later in life than ever, too. This has consequences for employers of all sizes, especially those with fewer than 20 employees, in their
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Know Your IMO: Finding the Right Support System
What is an independent marketing organization (IMO)? Who is your IMO? What role do they play in your business and how can they help you increase your production? These are questions asked by many, but answered by
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Three Basic Secrets to Seminar Success
Companies have used seminars for years to introduce the average consumer to many types of products and services. Recently, the popularity of seminars in the financial services industry has seemed to skyrocket to
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Life Insurance and Life Settlement Companies Working Together Toward Success
As the life settlement market continues to grow, brokers in the life insurance industry will come across more opportunities to work with the secondary market. For some brokers, the life settlement market has been
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Transaction Transparency Has Arrived for Life Settlements
The concept of transparency in life settlement transactions is nothing new. Quite frankly, it was probably on the agenda of the first institutional funding company that ever considered investing in a life settlement
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The NASD and the NTM 05-50: Two Years After the Proverbial Shot Heard 'Round the FIA World
August, 2005 was a month and year that will live in infamy! OK, perhaps that's being a little dramatic, but it was during August of 2005 that the National Assocation of Securities Dealers (NASD, and now part
Columns
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Meisel: It Keeps Me Employed
Paperwork drives me crazy. I refer to it as the "Toilet Tissue" syndrome. Most of the stuff we get would be more utilitarian if it came on bathroom tissue. When computers first started to evolve, we were
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Postscript: Technology - Bit Pipe: Accessing the Internet Like a Pro
2000 Computers For those of you who already have your own office or home network, you can skip this section. I've been asked questions like: "What are most agencies doing with setting up their own computer networks? Can an amateur do it,
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What's Going On: Regulation Settles In for Life Settlement Industry
"The frost is on the pumpkin, and the hay is in the barn ..." so goes a line from one of my favorite James Taylor songs, "Walking Man." October is harvest time, and not just for the
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Hoe: Inside the Subprime Mess
It's Aug. 17th and the market was up like a rocket today. It needed to be, after two weeks of fevered movement, at times dropping more than 300 points in wild, short swings. The Dow Jones Industrial Average
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Saltzman: The Third Place
Over the past two years I've had to travel more than any sane human being would consider reasonable. I've even joked that my business address should be changed to the Miami airport, since that is where I
Departments
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October 07 Policy Showcase
Principal Financial Group DentalPrincipal Financial Group, Des Moines, has launched the
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October 07 Points That Help You Sell
-- Never plan a call without looking at things from your prospect's point of view. Consider his or her own interests before your own. Then recommend the action you would take if you were in his or her
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Sales Sizzlers: Use Annuities To Simplify Retirement Planning
Your clients have come to you looking for a plan for retirement. It sounds simple, but as you know, creating a
