Life Insurance Selling July 01, 2009
Cover Story
At the top of his game
Laurence V. Plummer, LUTCF, earned his second "Financial Rep of the Year" award as John Hancock's top producer in 2008. Despite a hefty client roster, he's no over-the-top workaholic. Here he shares how building relationships has built his business.
Features
-
Developing a system of success to grow your business
Setting goals, recruiting effectively, building relationships and continuing your education will help you take your agency to the next level.
-
Impaired risk trends in life insurance
Knowing the keys to this market and when to utilize a specialist will greatly increase your chances for placing difficult cases.
-
Filling in the gaps
Using group and individual disability coverage to create a stronger safety net for more highly compensated employees.
-
The 7 ways to sell Medicare insurance
The 7 ways to sell Medicare insurance and the corresponding sales tips to help you maximize the efficiency of each method.
-
Providing global security to high-net-worth individuals: An emerging untapped market
The luxury travel industry is booming, and so is the opportunity to provide international insurance products to these high-end adventure seekers.
-
Income riders to the rescue
By selling fixed indexed annuities, you can provide a "personal bailout" for retirees devastated by the 2008 market meltdown.
-
Create your own market
David Scranton developed a business model that has enabled him to generate commissions of $3 million a year. His story might just help you carve out your own niche and duplicate that success.
Columns
-
To your good health: Of TV shows and children's games
When boomers -- especially those of us who are involved in health care -- meet these days, the inevitable subject is the complex nature of the discussions taking place in Washington, D.C.
-
Is this about insurance? - Building a well-rounded wealth management firm
The role life insurance plays in the development of a wealth management firm.
-
Postscript: Ethics - Underselling vs. overselling: Striking the right balance
Overselling gets all the negative press in our industry. However, underselling also is an equally legitimate concern that gets vastly less attention.
-
What's going on: Speaker highlights from MDRT
Speaker highlights from MDRT
-
The investment edge: Beta
Beta equals risk. Everyone who has exercised fingers on a keyboard to build a portfolio in Morningstar's Principia Pro, Advisor Workstation or other compilation software is familiar with beta.
Departments
-
Sales Sizzlers: Go back to the basics
Many clients are nervous about where to put their short- and long-term savings. Go back to basics to win new clients.
-
Policy Showcase - July 2009
Bankers Conseco Life--Fixed Universal Life; American General Life--Indexed Annuity; Allianz--Fixed Indexed Universal Life; Sun Life Financial--Employee Benefits
