Life Insurance Selling October 01, 2009
Cover Story
Life Settlement Market Overview
Latest research study sheds light on major players, policy values, top issue states, demographics and more.
Features
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The true cost of common FIA benefits
My wife and I have an ongoing argument over a topic that any sensible husband would carefully avoid: Makeup. Cosmetics companies and retailers are constantly enticing shoppers with the nefarious "gift with purchase" promotion.
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Legislative Update on Life Settlements
What's going on state-by-state and in Washington on topics ranging from STOLI to tax treatment and watchdogs.
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Making the Most of the Life Settlement Market
Four industry experts discuess how the recent capital shortage affected the market, how they have been able to weather the storm, and what they expect in coming months.
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Lambert Knows Leadership
Providing a shining example of what's right in the industry with his volunteer spirit and a knack for developing future industry leaders, Larry M. Lambert, CLU, CFP, RFC, earns the insurance industry's top honor.
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Understanding Fixed Indexed Annuities in Today's Market
What producers need to know about FIAs, available features and determining the true cost of those features.
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Selling Disability Insurance in a Troubled Economy
In the current economic climate, it is important to express to employees and employers the need for group disability insurance. Here are some ways you can build the case for this coverage.
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Have you become your client's therapist?
Are you increasingly uncomfortable or burdened by a client's need for emotional support? Uncertain about what to say? Learn when to listen and provide support, and when and how to provide a referral.
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Understanding the Access/Labor Equation
When it comes to prospecting, access is everything. Without it, you've sentenced yourself to years of hard labor. Here's how to create access in your market.
Columns
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Is this about insurance? - Learning from Michael Jackson, Part 2
On July 2, The Wall Street Journal reported, "the value of Jackson's asset may exceed his massive debts by as much as $200 million."
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The Investment Edge: Alchemy: The Transformation of an IRA
Tom is 87 and in good health. His family is long-lived. What's the right course of action for his IRA, or at least for part of his overall IRA property?
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To your good health: Prescription without diagnosis
Sadly, I believe the career agency system (also known as a "captive" agency) is nearly extinct.
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Better Prospecting: Numbers will work
My experience with sales began in the printing business. I had graduated from high school (just barely) and after three months at a junior college, secured a job as a delivery boy for a printing company.
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What's Going On: Unsettled Issues in Life Settlements
For a market segment where nothing much was happening not long ago, there sure seems to be a lot going on in the life settlement market right now.
Departments
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LIS: Now & Then - Oct. 1962 & 2009
A look back at LIS content from October 1962
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Points that help you sell: How waiver of premium can lead to DI sales
Need to maximize your insurance sales? The next time you sell a life insurance policy to a client, be sure you include the Waiver of Premium benefit on the policy.
