Life Insurance Selling November 01, 2009
Cover Story
Head of the class
A tight focus on working with educators has proven to be a winning strategy for Mark Benson.
Features
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Benefit plan maximizing: How to keep a benefit program attractive during difficult economic times
Your clients can continue to offer a strong employee benefits package while being mindful of their benefit dollars. Here's how.
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Why you should market employer-sponsored international medical coverage
This relatively untapped market offers big opportunity and little competition. Take a closer look at this growing niche and how the right partner can make you a player.
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A plate full of challenges for employee benefits specialists
This month's panel of producers tackle innovative ways to help employers stay competitive, top sales ideas, health care reform and take a closer look at the Massachusetts "experiment."
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Making the transition from life to long-term care insurance
Now is the right time to make connections and counsel clients on the importance of adding LTCI to retirement planning strategies.
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Producers tapping technology to engage elusive middle market
During these tough economic times, the middle market is realizing the importance of life insurance. Find out how you can use new tools and resources to reach these individuals in efficient and profitable ways.
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Insure or invest: Which is best?
Eliminating the flawed life expectancy assumption can help you make a client's nest egg last as long as the client.
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Assessing GLBA: Ten years after the "Fall of the Wall"
A look at how the barrier-breaking Gramm-Leach-Bliley Act has fared against its stated goals of facilitating competition and innovation.
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A referral-based business that's built to last
With a strong referral mindset as your foundation, master these four cornerstones and you'll build a practice where you can be selective instead of needy when it comes to obtaining new clients.
Columns
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What's going on: Roth rush on the horizon
Ready for 2010 yet? Or more specifically, are you prepared for tax law changes that take effect in 2010?
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Is this about insurance? - Be a voluntary philanthropist
If you met Michael Jackson before he died, what would you have talked about? Maybe you would have had a conversation about music or dancing or how you appreciated his talent.
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The investment edge: Too happy blues
The other week was back-to-back with sponsored meetings. Combine that with online Webinars and teleconferences and one barely has time to do actual work.
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To your good health: The velocity of change
I don't usually use props in my speaking engagements, but this one was just too good to pass up.
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Better prospecting: The art of marketing by seminars
With the use of electronic communications, it's a new world that we live in. Some agents may be uncomfortable using e-mail and e-marketing, but if you wish to keep up, then it will be necessary to get on board.
Departments
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LIS: Now & Then - Nov. 1948 & 2009
A look back at LIS content from Nov. 1948
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Points that help you sell: 7 Questions to ask before buying a marketing service
Often, you have the opportunity to buy a seminar system, to participate in a direct mail program, a lead service, a telemarketing program, etc. The question is: Will your money be well-invested and will you get a return?
