Life Insurance Selling December 01, 2009
Cover Story
The wealth "swing coach" of Wall Street
Andrew Rosenbaum, CLU, has reached new heights by detecting the tiny flaws and hidden possibilities in each client's financial picture. His "build lasting wealth with certainty" approach is resonating with fellow advisors as well.
Features
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Consumer misconceptions abound about funding long-term care
Better guidance and education from advisors is sorely needed to overcome a serious awareness gap of how care will be paid for and provided.
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Unlock the power of the 1035
Tax law changes from the PPA provide several options to use a tax-free 1035 exchange of existing life and annuity policies to ensure that future LTCI distributions will be tax-free.
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In it for the long term
LTCI specialists sound off on the challenges and opportunities presented by the downturn, how producers can break in to the market, and why a long-predicted sales boom hasn't materialized.
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The power of the third-party payer
Once intitial resistance is overcome, LTC planning alternatives can be considered. Take a closer look at the four different payment options, and what type of client might be the best fit for each.
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How to get the LTC conversation started
It's a touchy subject, but one families need to talk about. You can add value to client relationshps by offering these effective suggestions to initiate an important discussion.
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10 ways to bust a sales slump
Even top producers experience the occassional dry spell - especially during lean economic times. But the true standouts manage the get right back back. These are the ways they do it.
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Connecting through conflict: 5 ways great connectors turn angry clients into happy ones
When conflict arises, "connectors" truly earn their stripes. here's how to transform customer frustration into a stronger, long-lasting business relationship.
Columns
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What's Going On: To HSA or not to HSA?
That is the question. Like many employees at companies across the country, I was recently presented with the opportunity to switch from a traditional employer-sponsored health care plan
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Is this about insurance? - Use conversation formats to set things straight
Last month, I finally connected with a wealthy prospective client who received over $30 million from the sale of his minority share of closely held stock. After five minutes on the phone with Mr. Rich Suddenly, I was getting nowhere.
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The investment edge: Adaptive guaranteed income
There must be a million ways to arrange annuities (fixed and investment). I was visiting with Andy Nerney, CRPC, regional vice president for Pacific Life the other day, and he discussed using separate investment annuities from two different companies
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To your good health: On the ropes?
For many of us, 2009 will be remembered as the year we spent feeling like so many salmon: Swimming upstream and hoping to remain uneaten by the bears along the way.
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Better prospecting: How to find and utilize the right direct mail lead system for you
If you are planning to use a direct mail lead system to market your practice, this is what you need to know: There is no such thing as a magic bullet.
Departments
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LIS: Now & Then - Dec. 1933 and 2009
A look back at LIS content from Dec. 1933
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Points that help you sell: Creating a realistic cost awareness helps in marketing final expense insurance
I've been reading that overall nationwide life insurance sales are down this year. But there are niche market life products that have shown growth during this recession.
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Policy Showcase - Dec. 2009
A closer look at new FIA and LTCI products
