Life Insurance Selling May 01, 2009

Features

• How to sell DI in a down market

  By Rick Cordaro

  Because consumers are generally cutting down on their spending and sticking to smaller budgets, it may seem difficult right now to ask them to protect their income in the event of a disability. Many people, however, also are realizing just how

• See Your Sales Sizzle with the $5 Employer-Paid LTCI Case

  By Stuart Kent Demars

  Whether you're a home office marketer or a producer in the field, you're always searching for new ways to expand your business. Yet, you may be overlooking the growing sales potential for long-term care

• Same as it ever was

  By Victor Juengel

  Much has changed in this industry since I started in the business 40 years ago. I've seen my fair share of market ups and downs, and though many would like us to think it's the end of the world, we know

• Your client is under-insured. It's your job to make sure they know it.

  By Andra Grava

  Every working American is covered by Social Security for disability and many feel that is adequate. At least their actions indicate that this is the case, since the majority of workers do not have any coverage beyond what is provided by the

• Creating income and growth during difficult times

  By Richard D. Patap

  In today's turbulent economic environment, annuities can help your clients generate fixed income early on in retirement, or, if they desire, throughout their retirement years.By allocating a portion of a

• The right way to find a CPA

  By John Mcgurran

  The state of the economy has commanded the attention of everyone from legislators to small business owners and the impact is being felt from Wall Street to Main Street. Despite all the bad news, it has presented the

• A new alternative to lump sum death benefit payments

  By Dean Dumond

  Term life insurance is certainly considered to be one of the best products ever developed when it comes to providing pure protection for many families. Its simplicity, affordability, and outstanding value for every

• Disability income insurance: A resiliency factor in the recovery process

  By Rosemarie Rossetti

  No one expects to acquire a disability, through either a sudden catastrophic accident or a debilitating medical condition.

• Worksite opportunities

  By Ron Stone

  All across the financial services sector, the crashing waves of a turbulent economy have eroded new sales and retention, assets under management and client trust. No wonder many producers are struggling to locate any piece of solid ground amidst this

• Is Medicaid really the best long-term care solution for your client?

  By Shawn Britt

  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 child care as the No. 1

Columns

• Hoe: Feet of clay

  By Richard Hoe

  It's not just Bernie Madoff. The number of highly-placed public servants who have tax problems is more than overwhelming. It's so bad that some say President Obama cannot find deputy and assistant

• The 7 biggest insurance agency business busters

  By John Graham

  The combination of higher premiums and a treacherous economy offers a minefield of challenges for insurance agents. With stricter underwriting, for example, they may find themselves trying to explain to long-time clients why costs are

• What's Going On: Term life an answer to the annuity-shortage blues

  By Brian Anderson

  Chances are you stopped looking forward to that incentive trip months ago, seeing that many annuity carriers have essentially removed the incentive to (and your ability to) sell their products.Limited availability of

• Saltzman: At the table, or on the menu

  By David A. Saltzman

  A young boy sat quietly in the corner of the garden while Michelangelo contemplated a block of marble that had been delivered early that morning. After a while, the master picked up his hammer and chisels and began to

Departments

• A champion's mentality in a challenging time

  By Evelyn Pillinger

  Throughout history, out of challenging times grow the seeds for the best of times.Many of our great leaders were faced with overwhelming threats that affected our nation's economy. They emerged as champions in

• May 2009 Policy Showcase

  By Staff Writer

  Pacific Life Fixed AnnuitiesPacific Life, Newport Beach, Calif., has added Pacific Explorer, a deferred fixed annuity, to its family of fixed annuities.Current market conditions may have clients

• Basic Health Stats Say A Lot

  By Bob Pedigo

  Note: This is the fourth article in a series of 12 discussing the benefits of using the Laser Underwriting Approach, which utilizes an agency-based staff underwriter. Each story in the series addresses one of the 10