Life Insurance Selling February 01, 2009
Cover Story
College Costs, Meet Your Master
He doesn't own a bachelor's degree, but Tom Prideaux nonetheless knows volumes about getting a college education -- or more specifically, about paying for that education.As the leader of a
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Declined or Rated: Delivering the Bad News
Have you ever had a case that you thought was certain, and had it declined? It has happened to me many times, and it always comes as a shock. You have a prospect who wants the insurance, takes the medical exam, and fails it. Then it becomes your job
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LTCP Training Update -- All 50 States
We begin 2009 looking back at a year in which new LTCI/LTC partnership training requirements were implemented in states across the country. What can we look forward to this year?o About a third of the states have not yet
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The Laser Underwriter Approach: What's the Deal?
Note: This is the first story in a series of 12 to help you learn how to become a better field underwriter. Sending a trial application to a company is usually a simple process. Yet, time after time it still seems to
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Dollars with Dignity -- Is Medicaid Really the Best Solution for Your Client?
The subject of long-term care insurance (LTCI) is becoming a bigger part of planning financial and retirement strategies. In fact, it has been noted that eldercare planning may soon replace childcare as the number one
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The A-Good-Salesperson-Can-Sell-Anything Myth
This article is excerpted from Discover Your Sales Strengths: How the World's Greatest Salespeople Develop Winning Careers, by Benson Smith and Tony Rutigliano, Copyright 2003 by the Gallup Organization (Warner Business Books).From time to time
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Finding Big Opportunity in the Business Market
Hearing the words "big business" these days may bring Wall Street to mind - and churning to the stomach. But the truth is that more than 99% of American businesses, 6.6 million privately held
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Don't Let Good Service Drain Your Staff
How many times has your office manager greeted you with a pile of messages and then casually mentioned a major snafu on a life insurance policy belonging to one of your biggest clients? Today's complex
Features
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Will More Regulation Mean Fewer Producers In the Medicare Markets?
Medicare Supplement and Medicare Advantage (MA) salespeople are not normally complainers. They know the rules, and follow them -- at least the professionals do -- even if the rules change. During 2008,
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Five Reasons to Consider Premium Finance in 2009
Imagine your client is a successful business owner who needs $30 million of permanent life insurance for estate planning. You've determined the need, now you must help the client determine how to pay for it. Psychological forces also will
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Business Will or Tax Trap?
What if your business partner came into your office today and said: "I have to go away forever. Please collect our accounts receivable, complete our present contracts, sell our assets at public auction, pay off all our creditors, and give my
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Key-Person Insurance: Think 'Multi-Life'
Many agents who work with businesses have enjoyed good sales results with the multi-life key person life insurance concept. As active participants in the business insurance market, we have both seen the financial, business, and emotional toll that
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Turn the Tough Economy Into Your LTCI Worksite Marketing Opportunity
It seems like you can't flip a channel, read a headline, click a Web page, or check any news source without hearing about two things: the recession and rising unemployment rates. The two are interlocked in a
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What Goes Around ...
... comes around, and around, and around. The "What" in this case is whole life. Many people believe this product resurrects itself periodically, but those who have been around for 30 years or longer know that it never really goes away.
Columns
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What's Going On: Put Rule 151A In the Proper Perspective
One of the most undervalued qualities in human behavior is having a sense of perspective. Nothing in our media-saturated, now-centered culture encourages the development or even the use of this "sixth
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Hoe: Good Plays In the Credit Crisis
As I write this, it's almost Christmas. But despite the cheeriness of the season, there's not much in the markets to be jolly about. As I read and reread Nicholas Taleb's The Black Swan and David
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Saltzman: Calling All Pyromaniacs
If your practice concentrates in the group markets, I would wager that the crushing weight of January renewals caused many of you to delay your December shopping until the very last second. Thankfully, that happy
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Postscript: Ethics: E&O-Proof Your Business in '09
We all make them. Sometimes we just try to get too much done, too fast. Other times, we hire an inexperienced assistant who drops the ball. And, in some cases, unethical advisors intentionally make them to gain a
Departments
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Sales Sizzlers: What Do You Do When the Market Crashes?
"Proactive" is an adjective: serving to prepare for, intervene in, or control an expected occurrence or situation, especially a negative or difficult one; anticipatory."Reactive" is another:
