Life Insurance Selling June 01, 2008
Features
Disability Income for the Owners of Small Businesses
A couple of years ago, I received a call from a very successful MDRT-qualifying producer who needed some help designing and presenting disability income protection for a small-but-thriving law practice. He had already
Features
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No Small Goals for New AALU President
Any insurance professional who takes a leadership role in a major industry organization can anticipate devoting long hours and substantial travel to this "volunteer" commitment. New adventures in multitasking come with the job, too. That
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Inflation Protection Distinguishes LTCI Partnership Policies
How is a "partnership-qualified" long-term care insurance (LTCI) policy different from a regular LTCI policy? The answer, largely, is in inflation protection.The federal Deficit Reduction Act (DRA) of 2005 requires partnership-qualified
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The Impresario of Empathy
In an industry that all too easily pigeonholes people into pre-determined roles, Jerry Hulick, CLU, ChFC, CLTC, defies a single, simple description.Is he the service-minded entrepreneur? Or the hard-charging agency builder? Or the financial advocate
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Ensure a Financially Secure Future with Supplemental Health Insurance
Predicting the future has long been a fool's errand. Planning for it, though, is quite the opposite. After all, proper planning for what lies ahead represents the fundamental premise upon which the insurance
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Whole Life: A Balance Between Legacy and Lifestyle
In short, whole life insurance best achieves the delicate balance between legacy and lifestyle. Whole life is one of the most common types of permanent life insurance on the market today. It provides a holistic layer
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A Simple Fact: Accumulation is Still A Big Issue
Read any industry publication and the buzz is about "retirement income" solutions. The choices include variable annuities offering a range of different living benefits, target date mutual funds, and payout mutual funds, all designed to
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Producer-Designed Products Could Be the Wave of the Future
Our two companies -- one a life insurance company, Fidelity Life Association, and the other a work-site marketing distribution company, National Benefit Partners -- joined together to develop and distribute
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Managing Yourself to Greater Success
Research unveils 15 Sales Success Factors that set ordinary insurance professionals apart from the exceptional. Mastering the behaviors, motives, attitudes, traits, and self concepts included in these factors enable
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LTCI Partnership Update: Exchanging Non-Partnership Policies
The Deficit Reduction Act (DRA) of 2005, which created the regulatory framework for the current expansion of state long-term care partnership programs, does not allow for "grandfathering" of existing LTCI policies. That is, a state may
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The Aging of Aquarius
I like to think that I bring a comprehensive, full-spectrum perspective to long-term care planning. This is becoming ever more important as our industry braces for the extended economic and social impact of the aging
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More Income With Less Risk? A New Perspective on Retirement Income
How do I get more income for my clients as they live in retirement? How do I decrease their income fluctuations? How can I make them feel comfortable with the increased equity exposure they need to live for 25+ years in retirement? These are the
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Boomers Challenge Health Care Choices
There is a saying that aptly expresses how many members of the baby boomer generation feel about getting older: "Don't count your years, make your years count." To many, it was only yesterday when they were setting the world on edge
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Maximizing Wealth for Boomer Clients
A Google search of the term "baby boomers" will yield 4.8 million matches. It goes to show there's no shortage of data, statistics, and information about this generation of Americans. When it comes to boomer retirement, the same
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Passing the Baton: An Agency Transition Success Story
In 2002, Jerry Hulick, CLU, ChFC, CLTC, then the general agent of The Washington Group, an agency of Massachusetts Mutual Life Insurance Company (MassMutual) and one of the largest general agencies within the MassMutual system, decided he wanted to
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The Way I See It: Assure Your Life Insurance Sale with the Discovery Letter
If you sell life insurance via the preferred total needs analysis approach, your sales process generally takes two interviews. In the first interview, you establish trust, gather facts and financial objectives,
Columns
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Optimism, Pessimism, Realism
Many "isms" and "istics" are out there competing for our attention and involvement. At the top of the list are three: we can be optimistic, pessimistic, or realistic. I do not know of any way to stay positive all the time. We
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Hoe: Column 100: Roll the Credits
Editor's note: This month marks the 100th installment of The Investment Edge, which first appeared in LIFE INSURANCE SELLING in March 2000. Whew! I could moan and groan about all the
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What's Going On: Selling Life Insurance: Is There One "Right" Way?
I love a good debate. In this election year we've already seen a couple dozen debates among the presidential candidates, with more to come. Debate helps us reason-out difficult issues and understand differences
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Saltzman: Consumers on the Yellow Brick Road
America is a nation of immigrants. Today, the predominant language of those immigrants is Spanish. At other times in our history, the languages were many and different. Those who came to our shores through Ellis
Departments
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Points That Help You Sell (June 2008)
People do not understand the importance of failure in achievement. We have to be willing to risk failure. There is no way we can realize our potential unless we have failed so many times that eventually we learn
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Sales Sizzlers: Invest in the Best Technology To Achieve the Best Results
Like many of us, I started in the life insurance business in 1976 with a 'fast food' business mentality. My focus was to achieve a high sales volume with very low overhead and low margins. I called on and
