Life Insurance Selling October 01, 2008

Features

• Recruitment Best Practices: The Business of Recruiting Women

  By Patricia Picardi

  Despite the claim that women have a natural affinity for navigating the nuances of the insurance industry and the chops to become some of our industry's top producers, we comprise just 19% of affiliated agents,

• Understanding the Growing Home Care Market

  By Paul Hogan

  You've probably heard the term 'aging in place,' especially if you have senior adult relatives or a significant number of senior-market clients. Many families can relate to what that means. This

• "The Future Ain't What It Used To Be"

  By Albert L. Gray

  The future for many people who reach retirement age will be longer than any other time in human history. Indeed, the future will demand that planners and clients think differently about how they will approach

• Getting Inside the Entrepreneur's Head: Keys to Making a Successful Start-Up Case for Income Protection

  By Nancy M. Ogilvie

  Many of you have probably had at least a few successful, established clients who have shared with you their desire to leave the security of corporate employment to launch their own companies. Knowing that their

• Schooled in the Classroom of Life

  By Brian D. Baetz

  At some fundamental level, people who suffer a major loss end up living their lives in one of two ways -- as a victor, or as a victim. Wallene Leek chose the former, with a big boost from a late-starting but

• Overcoming Retirement Plan Contribution Limitations in Mid-Sized Corporations

  By Matthew E. Schiff

  I recently worked on an interesting employee benefits case with a mid-size employer who presented the classic symptoms of "benefit stress." The case demonstrated how modern insurance tools and techniques

• Who's Who In Life Settlement

  By Christopher Conway

  Quick -- what's the difference between a life settlement funder, broker, and provider? As life settlement transactions become increasingly mainstream, agents are much more likely to become involved, even if only peripherally. With a little

• Expand Your Business While You Help Your Clients

  By E. John Koeppen

  We've all heard how life settlements have emerged as a rapidly growing segment of the life insurance industry. But what does that mean for you and your own practice? For many financial professionals, your peers, life settlements have become an

• Whole Life: A Great Choice

  By Jason Rucker

  As a financial services professional, I am constantly being asked questions such as, "Which is better: term or whole life insurance?" Or, "Wouldn't I make more money funding my mutual fund

• Why Waste Life Insurance on Kids? or Hey, Where's My Caramel Macchiato?

  By Michael Heidtbrink

  "Oh, I don't believe in life insurance for children. It's a waste of money. Would you pass me my caramel macchiato? Thanks, keep the change.""Waste of money!" says Robert Hunter of the

• The Vast Difference Between Life Settlements and STOLI

  By Steve Shorrock

  As life settlements (or viatical settlements) have grown enormously in popularity and use over the past few years, regulation of this secondary market has become a headline issue for many states, garnering a great

Blog

• Why Agents Are Reluctant to Sell Disability Insurance

  By Larry Schneider

  "Apply for this; no, apply for that. No, not that, this. No, what you really need is this..." Is it any wonder why working Americans are insurance-poor and may not realize they could be without the

Columns

• What's Going On: The Time Is Now To Reinforce Our Trust

  By Gordon Bess

  What extraordinary times we live in. In less than 30 days, we will elect a new president and the next Congress. Meanwhile, our financial system is rocked to its foundations by repeated failures of major institutions,

• Hoe: Distrust

  By Richard Hoe

  In recent times, we've seen name-brand corporate titans collapse. We've heard more than a few misleading statements from nimble-footed executives at major financial firms, and from government-sponsored

• Saltzman: Analysis, Mr. Spock?

  By David A. Saltzman

  Having spent 2006 and 2007 racking up frequent flyer miles, I confess that I do not miss traveling so much that the Starbucks employees at the airport know me by name and have my coffee ready when they see me in line.

• 'Burt, Will You Move In With Me?'

  By Burt Meisel

  An 89-year-old woman asked me that question, with full consideration.Her husband was a client of mine who died about 10 years ago. He was a shareholder in a corporation, for which I had sold buy-sell insurance.

Departments

• Sales Sizzlers: From Rookie of the Year to Experience Agent: Tips of the Trade

  By Joel Newman

  Insurance wasn't my first career choice. I came to this business, reluctantly, only two years ago. Before that, I was in the home building and construction industry -- and benefiting from the housing boom.

• Points That Help You Sell (October 2008)

  By Staff Writer

  ? To get from where you are to where you want to be, it's a good idea to review the quantity and quality of your client base annually. You need to keep your finger on whom you have been selling and what

• October 2008 Policy Showcase

  By Staff Writer

  New York Life Variable Universal LifeNew York Life Insurance and Annuity Corporation, New York, N.Y., a wholly-owned subsidiary of New York Life Insurance Company, has

• Ongoing LTCI/LTC Partnership Training -- The Emerging Picture

  By Staff Writer

  In the September newsletter, we offered a broad survey of the rollout of LTCI/LTC partnership training requirements in states across the country over the past year, and we looked ahead toward upcoming developments in this area. This month, we will

• The Importance of Helping Consumers Understand the Downside of Dropping Life Insurance -- Even During Tough Times

  By Staff Writer

  Today's challenging economic times can leave some consumers scrambling to find ways to cope with tough financial situations, including resorting to drastic measures, such as dropping or cashing in life insurance