Life Insurance Selling August 01, 2010
Cover Story
The right way to sell LTCI
An unwavering belief in the product combined with a client-first approach that continually generates referrals has kept David Jeffrey at or near the top of the sales rankings for all long-term-care insurance producers.
Features
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Help boomers avoid financial surprises in retirement
No one can predict the twists and turns that your clients may face in the future, but understanding their life stories and planning with flexibility can help them prepare for it.
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The virtues of the 0% tax bracket
By carefully situating assets during accumulation, you can help clients be well-positioned to fend off a predicted rise in tax rates and reach the coveted 0% tax bracket during distribution.
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Financial Software: Life Insurance Challenges in Marketing to Boomers
Effectively reaching tech-savvy boomers requires the use of both analytical outputs and presentation tools. Answering these five questions will help producers model insurance accurately.
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Selling to the boomer market: Top producers riding the age wave
While many producers are aware of the opportunities that the large baby boomer market presents, they don't necessarily understand the mindset and needs of this demographic.
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Global multi-index IUL policy may ease volatility, improve income potential
Striking a balance between VUL and UL products leads to popularity surge for indexed universal life.
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After 151A: The road ahead will not be Back to the Future!
NAFA's Executive Director provides an update on the demise of SEC Rule 151A, implications of NAIC 2010 Suitability Model 275, and what lies ahead.
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Charitable estate planning -- Not just for the Buffetts
Your clients don't have to be wealthy to donate to their favorite charities after death. Through careful estate planning, middle-income clients can make significant gifts as well as provide for their families.
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The broker-dealer dilemma: To change or not to change
Finding the best broker-dealer for your business can be difficult. Use this list of questions and things to consider to help you decide if you want to switch.
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Agent compensation: "How much do you make on this?"
Don't let this question catch you off guard. Here's your guide to addressing the agent compensation question with clients.
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8 rules for finding the demand for life insurance
People buy life insurance in their own time for their own reasons. Learn how to get to the buying point on the phone with your prospects.
Columns
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What's Going On - 151A is dead. Now what?
The fixed indexed annuity community is understandably ecstatic at the regulatory developments that have occurred within the past month
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Is this about insurance? - How to be a better leader
Noted author and speaker John Maxwell recently inspired me to pen these thoughts. Successful people understand and constantly improve their strengths.
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The investment edge - History lesson: Investing trumps gold
In 1979, the U.S. had a president who seemed to frighten investors; some felt the country was moving too far toward big government and away from capitalism.
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To your good health: Have you had your doc fixed?
When I read the newspapers a few weeks ago, I thought about calling the Ripley's (Believe it or Not) editors. This is the first time I have agreed with statements made by both Nancy Pelosi and President Obama.
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Better prospecting: The art of prospecting for the big ones
I have had requests to write about getting the "big ones." Getting large cases to write requires advanced skill sets as well as advanced knowledge about products.
Departments
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LIS: Now & Then - August 1952 and 2010
Quotes, statistics and a look back at LIS content from August 1952.
