Life Insurance Selling November 01, 2008
Features
Pension Max Revisited
Perhaps a few of us remember some of the seminar ideas of 25 years ago. I do. Many ideas have come and gone. Some ideas were good, and some are still great. One idea from the dust bin is "Pension Max."
Features
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Managing Yourself to Greater Success - Parts 1 & 2
Editor's Note: Here are the first two parts in a series of four articles highlighting 15 sales success factors. Each part details the factors relating to one of the four management areas listed below. These first two
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A Financial Planner With Insurance On His Mind
The profession of financial planning has room for plenty of different operating styles, philosophies, techniques, and specialties. For some practitioners, success comes from finding a niche that provides both
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Billions Worth of Maturing U.S. Savings Bonds Are Creating a Not So Tender Tax Trap
An estimated 20 million uninformed senior owners of matured - and about to mature - U.S. Savings Bonds needlessly pay millions of dollars in income taxes because they don't have an exit strategy to
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Dual-Option Health Insurance Plans Provide Cost Maintenance and Richer Plan Design
The increasing availability of dual-option health plans among health insurance providers is changing the landscape of the industry in much the same way that color television made its black-and-white predecessor obsolete.In the "old days"
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Where Do I start? Using the Life Cycle Approach to Identify Clients' Needs
In the early stages of a new client relationship, determining where to start can be a daunting challenge. There is a long list of questions that need to be addressed:o What are your client's goals?o
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Start Seeing Your Client Base
"You are surrounded by simple, obvious solutions that can dramatically increase your income, power, influence and success. The problem is, you just don't see
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Employee-Paid Voluntary Benefits Ease the Squeeze on Benefits Budgets
The increasing cost of medical insurance is creating gaps in many employee benefits plans. Even as employers are spending more for the medical coverage their employees value and expect in the workplace, it may seem as if they're investing less
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Three Simple Steps to Stimulating Your Annuity Sales
In the segment of our industry that I work in, the wholesale brokerage business, you get exposed to many great sales ideas from creative producers. They are sensitive to clients' needs and have a great feel for
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Building Your Business - Final Keys to 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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HRA Market Continues to Explode
In April of 2003, I wrote about the importance of health reimbursement arrangements (HRAs) being a major part of your portfolio. Over the years, I've tried to keep you updated as the markets slowly moved away from health savings accounts (HSAs)
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Roth IRAs: A Strategic Tool In Estate Planning
As life expectancy increases and baby boomers retire in record numbers, more middle-class Americans are creating or revising wills and living trusts to leave as much as possible to their loved ones. As an advisor, you
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Recruiting for Success -- Thanks to Research
Like the Fountain of Youth, the Holy Grail, and Amelia Earhardt, the secret of recruiting successful salespeople has eluded even the most diligent searchers. That has not, however, deterred countless experts from publishing books on the subject. I
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Getting to the Heart of the Issue
When I was only a teenager, my father died suddenly. Overnight, my family was faced with many decisions to make and the uneasy feeling of not knowing where to find vital information. We also were unsure of what my
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Whole Life: A Balance Between Legacy & 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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Selling Financial Security
The other day as I approached the elevator in our office, I overheard two young women discussing parenting their parents. One, all of about 35, was discussing her father."He's quickly approaching 70, but he's not as young as he used
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Understanding the Underwriting Challenges of the Age 65-Plus Market
When working with an older client in the planning process, the individual's health may be a critical component of the underwriting equation. Right from the start, there are certain issues that should be taken
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Why Agents Are Reluctant to Sell Disability Insurance
Is this what American consumers need to hear when insurance agents knock on their door? "Apply for this; no, apply for that. No, not that, this. No, what you really need is this..." Is it any wonder
Columns
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Hoe: Still Crazy After All These Years
No one, and I mean no one, can predict the market. This includes economists, newsletter editors, and investment gurus. If they could, they would invest themselves into Buffett-like wealth. In truth, economists like
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Teamwork
We all benefit from teamwork -- even "solo" agents do. At some point each of us has to rely on someone else to do things for us. You get a policy application, and what do you do? You send it to an
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Saltzman: Rage Against the Machine
In the dark of night on Nov. 4, 1811, a revolution began in Bulwell, a quiet village four miles north of Nottingham, England. But this was not a "shot heard 'round the world" kind of revolution. On
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Postscript: Technology: A Quick Trip Down Technology Lane
Go with me for a few minutes on a short technology journey. Let's tour a few solutions that can help you become more productive, save time, or let you do things previously not possible -- or that you
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What's Going On: New Firm Aims High for the Middle Market
Here's a question to think about as you start planning for 2009 and adjust to the realities of a recession-bound economy, a queasy stock market, and a new administration in Washington, D.C.:If we can land a man
Departments
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November 2008 Policy Showcase
Penn Mutual Universal LifeThe Penn Mutual lLife Insurance Company, Horsham, Penn., has announced its new Guaranteed Protection Universal Life product, designed to offer clients
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Sales Sizzlers: Believe in the Power of Referrals
As a young man, I was looking for two qualities in a wife: She had to be beautiful, and she had to have accepted Jesus Christ into her heart as her personal Lord and Savior. Thinking about this while driving along the
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Points That Help You Sell (November 2008)
? 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. ? Tell your story to enough people every day, and you cannot
