Life Insurance Selling May 01, 2010
Cover Story
Pam Green: A successful transition
With a resilient attitude, Pam Green, CLU, ChFC, FLMI, ACS, has gone from losing her long-time corporate job to steadily moving up the ranks of MassMutual after only two years as an independent advisor.
Features
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Choosing the perfect DI prospect
Sorting out the good, the bad and the ugly.
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Group vs. individual long-term disability
Comparing the differences to determine what type of coverage is best for employees.
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Disability Insurance: Help your clients' employees answer, "What if?"
Voluntary short-term disability plans can help employees prepare for the unexpected and protect their incomes.
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Disability Insurance: Top niche markets
Our experts panelists reveal disability insurance opportunities the competition doesn't know about - and their secrets for reaching and selling these underserved markets.
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The evolving role of voluntary benefits
By offering a choice of benefits, employers allow employees to take responsibility for purchasing the benefits they need most, with the workplace as an access point. Employers need your help to determine the right mix.
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Providing voluntary benefits as a value-add
How can we maintain the cost of benefits and still provide employees with an added value over their existing salary and compensation plans?
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Fixed indexed annuities make a comeback
This "best of both worlds" product offers guaranteed principal with the potential of higher returns - learn how and when FIAs are the right solution for your client's needs.
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4 methodologies of retirement income distribution
Why internal rate of return is often not the most important issue in the distribution phase.
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Estate planning: Maximizing inheritances for beneficiaries
The capital transfer strategy uses "unneeded" assets to fund life insurance purchases. Which clients in your book of business are good candidates?
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Sales & Marketing: Sled dog strategies
Three lessons producers can learn from the canine endurance wonders that compete in the grueling Iditarod race, and how they can improve your practice.
Columns
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What's going on: DI takes center stage
truly hope you are already well aware that May is Disability Insurance Awareness Month (DIAM). This is the time to ramp up your own efforts to spread the word to clients and prospects
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Is this about insurance? - Asset protection strategies - Part 1
Everybody has a plan, either by design or default, and quite often, the cost for doing nothing is much more.
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The investment edge: Playing with fire: Unemployment and capitalism
Do you remember what it's like to be looking for work? I remember trudging down to the New York State Unemployment Office in the early 1960s to collect a weekly check.
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To your good health: Risk and other four-letter words
Albert Einstein once remarked, "Everything should be made as simple as possible, but no simpler." As an industry, we've become skilled at creating a variety of titles to describe who we are and what we do.
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Better prospecting: The foolproof script for selling return-of-premium term insurance
Would you consider talking to me about free life insurance? Or, would you trade a cup of coffee to educate your kids, pay off all your debts, and pay your bills for five years?
Departments
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LIS: Now & Then - May 1993 & 2010
Quotes, statistics and a look back at LIS content from May 1993
