Life Insurance Selling May 01, 2008

Features

• Know the Financial Aid Misconceptions - And How to Position Assets to Enhance Aid Eligibility

  By David Juliano

  There are certain things in life that many of us know we should be doing more of, but for a variety of reasons, we don't -- like flossing. Or saving for college. While advances in dental medicine may help you overcome one of these

• Saving for College: Your Clients Really Do Need Your Help

  By Herb White

  Paying for the rising costs of college education joins retirement and purchasing a home as one of the top financial concerns facing clients, especially those with young children. According to a 2007 survey by Bankrate.com, 86% of parents with

• What's Your Excuse for Not Selling DI?

  By Kenneth Smith

  If you're not talking with your clients about the importance of disability income (DI) protection, the real question is -- why not? You have heard all the disability-related statistics. You know that an individual between the ages of 25

• Section 529 College Savings Plans: State by State

  By Staff Writer

  This listing shows the plans available in each of the 50 states and the District of Columbia: Section 529 College Savings Plans: State by State

• College Funding: Life Insurance vs. 529 Plans

  By Roccy Defrancesco

  Paying for a child's or a grandchild's college education has become increasingly difficult as the costs of college continue to increase. I am amazed at what it costs to attend college now. Today, Section 529 plans seem to be the tool of

• Help Clients Make the Most of Their Benefits Investment

  By Blake Rogers

  No longer are benefits simply an employee perk. In fact, your clients rely on their benefits program to play an integral part in attracting and retaining quality workers who can help the company grow and compete in

• "Hybridize" Your Practice for More Income, Stability, and a Higher Selling Price

  By James P. Dew

  Implementing a few "tricks of the trade" of the average tomato farmer can help you create a business that: o Gives you higher annual income.o Gives you more stability in your yearly

• Offer Your Clients An Alternative to the "Tax Time Bomb"

  By Darrel Keuck

  Think back -- exactly how many "tax time bombs" have you placed in the past year, or five years? Tax time bombs are annuities you have sold to seniors that are accumulating years of tax-deferred

Columns

• Hoe: Anchors Away!

  By Richard Hoe

  An important concept in the psychology of buying and selling is anchoring. If you read Jason Zweig's excellent book about investing and the brain (reviewed here a few months ago), you are probably way ahead of

• It's Up to You

  By Burt Meisel

  Four words that tell life's story. Think about it: who is the boss over you? Loss or victory is in your hands. Excuses are just excess verbiage and mental clutter. We've all heard about athletes and musicians who practice more than their

• What's Going On: College Savings: A Need Whose Time Has Come

  By Gordon Bess

  All parents are investors -- in a highly diversified portfolio known as offspring. Most parents spend precious time and treasure to provide their children with "personal development" experiences

• Postscript: Ethics - Guaranteed ... If

  By Jeffrey S. Kopitz

  With the stock market in a swoon lately, consumers are fleeing to the safety of annuities with guarantees, to protect their life savings and retirement income. Sensing a favorable sales environment, carriers have

• Saltzman: Mindlessness: It's an Epidemic

  By David A. Saltzman

  Recently, I was one of four panelists discussing "cost drivers in health care" at an industry conference. The three other panelists were a hospital administrator, a working physician, and a pharmaceutical

Departments

• May 08 Policy Showcase

  By Staff Writer

  Sun Life Financial Variable Universal Life Sun Life Financial, Wellesley, Mass., has launched Sun Protector Variable Universal Life (VUL), a new life insurance product that offers

• Points That Help You Sell (May 2008)

  By Staff Writer

  o If you reach a point in a sales interview where you are unsure what to do or say next, ask your prospect about his or her insurance program at the workplace. The answer may give you a lead as to where to go

• Sales Sizzlers: Veteran Rookie Agent -- At Age 55

  By Richard A.d. Hendrix

  I never dreamed, when I got out of the business of selling life insurance after 16 years, that I would return to it five years later. Equipped only with a wife and one-year-old baby boy, experience, and a burning

• The Way I See It: Five Pillars of Success from an Agent Who Lives Them

  By Larry L. Cox

  Recently I interviewed Joe Cochran of Fort Wayne, Ind. Joe is, a 25-year industry veteran and the past president of the Kosciusko County chapter of NAIFA. Joe was recently named their Independent Agent of the Year.