Life Insurance Selling March 01, 2010
Cover Story
Next problem, please
Armed with his "two future appointments a day" system and a keen focus on problem-solving for business owners and estate planning needs, FitzGerald now holds the title as New York Life's Top Producer.
Features
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A closer look at "bucket planning" strategies
What it is, why it works and how to explain the approach to clients.
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Insurers fine-tuning product mix toward guaranteed security and stability
Indexed annuity sales a bright spot while variable annuities lag.
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Focusing on the foundations
Bobb A. Meckenstock, MBA, CLU, Steven A. Plewes, CLU, ChFC, and Marc A. Silverman, CLU, ChFC, discuss selling annuities in a shaky financial market.
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Insider secrets of a final expense specialist
It's not right for every agent, but with a huge, underserved pool of prospects, final expense can be a great niche for those willing to focus on an important and obtainable need for lower-income seniors.
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2010: Year of the tiger or of the EGTRRA?
Even if estate planning is not a big part of your practice, the Economic Growth and Tax Relief Reconciliation Act may help initiate conversations that lead to potential planning opportunities such as 1035(a) exchanges.
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9 ways to fill your prospect pipeline
Marketing your life practice successfully all depends on your execution. Following these tips will keep the qualified leads coming.
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Utilize the "leverage is size" principle of success
How to target a more affluent client base, and what that will mean for your current book of business.
Columns
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What's Going On: Prime time for recruiting new blood
Insurance industry magazines, including Life Insurance Selling, regularly profile highly successful producers who inevitably share the story of how they found their way to the financial services market.
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Is this about insurance? - Moving to recurring revenue
How would you like to wake up on Jan. 1 each year and know that you have enough revenue to cover your business overhead? Could you serve your clients better if you didn't have to worry about the next sale?
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The investment edge: Break the banks (and Roth conversion cautions)
Laurent Spielvogel, playing a French concierge at the Paris hotel George V as if he was born for the part, has a great line in the 1995 movie "French Kiss."
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To your good health: The Pig in the Python
During my recent presentations, I've asked audiences to consider a scenario in which they were interviewing an applicant for the position of Chief Financial Officer within their firm.
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Better prospecting: How to obtain quality third-party referrals
After almost 40 years of prospecting, I have found that it is an art form. Prospecting should set up the sales prospects so that the process goes smoothly from step to step.
Departments
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LIS: Now & Then - March 1981 and 2010
Quotes, statistics and a look back at LIS content from March 1981
