Life Insurance Selling January 01, 2010
Cover Story
The "Hands-on" approach
With Bruce Etherington's "see the people" as a mantra and a habit of doing all his own enrollments, Ed Thauer Jr., CLU, ChFC, has built a nice practice on turning employees of business owner clients into long-term client relationships of his own.
Features
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The psychology of exit planning
Business owners are often fraught with emotional issues surrounding the transfer of the business to the next generation. Here's how to work them through the three key stages of the process.
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Does your client have a 100-year business plan?
Using whole life insurance on key employees, buy-seel agreements and business succession plans, you can help your business owner clients find peace of mind for the future of their companies.
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5 steps to approach equity and succession management
Exit planning isn't just for clients. Here's how early organization and forward thinking can pay off big for advisors thinking of selling their practice.
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Producer Roundtable: Getting to the heart of business succession planning
With the value of a business typically comprising more than three-quarters of a business owner's net worth, securing maximum value when passing the business along is critical to that client's retirement security.
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In the interest of full disclosure
If your potential client doesn't provide a complete medical picture on an insurance application, it can affect the rating, your relationship with the underwriter and the success of the case.
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Follow the yellow brick road
How the PPA has opened the door for combo LTC products
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5 "gifts" to get you started in DI
If you're not tearing it up in the disability market, now's the time to unwrap your true potential.
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Roth conversions: The opportunity of a lifetime
As of Jan. 1., the Roth Conversion rush is on. With TIPRA changes taking effect and future tax increases looming, converting traditional IRAs to the tax-free growth and distribution of a Roth IRA makes sense for many clients.
Columns
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What's Going On: LTC "points of light"
If you've been reading my columns or blog posts over the past several months, you may have noticed that the general indifference toward long-term care insurance (LTCI) among baby boomers
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Is this about insurance? - Planning to make 2010 your biggest year ever!
Are your plans set for 2010 already? What are your plans for business growth? Do you have a marketing plan to make progress into markets that you can add value to?
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The investment edge: Finding customers
Whether you call them clients or customers -- preferring the latter term, I may be an atavistic throwback to earlier times in the securities business -- they are hard to find.
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To your good health: You've gotta Lovitz
Several years ago we had occasion to use theatre as a metaphor for the events of the time. In that column, we spoke about a genre known as "Theatre of the Absurd,"
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Better Prospecting: Term life: A door-opening relationship-builder
Life insurance is a "pure" product. Sold properly, it is an excellent product, almost always needed by everyone. The key is to open with the best idea first.
Departments
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LIS: Now & Then - Jan. 1975 and 2010
Quotes, statistics and a look back at LIS content from January 1975
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Policy Showcase - Jan. 2010
A closer look at new group disability and UL products
