Life Insurance Selling September 01, 2010
Cover Story
Brent Koch's bold move
A innovative motor sports sponsorship arrangement has led to the creation of an entirely new business model for rejuvenated top producer Brent Koch. His example showcases the potential for affinity-based marketing.
Features
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Q&A: LIAM spokesperson Leslie Bibb
The actress talks with Life Insurance Selling about her latest role as the 2010 face of Life Insurance Awareness Month.
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Life insurance checkup: An important tool for financial health
Reviewing your clients and prospects' financial situations and insurance coverage once a year will allow you to improve their portfolios and create new sales opportunities.
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The fiduciary vs. suitability standard
Examining the two sides of the standard of advisor care issue and how it can affect you and your clients.
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Human capital: Painting a more complete picture of the role of life insurance
Integrating both investments and life insurance into your clients' financial strategy will help them protect their potential future earnings while optimizing their portfolio.
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The increasing popularity of guaranteed universal life
Today is no longer the "Leave it to Beaver" age of assumed future financial security. With the current economic turbulence, clients need insurance coverage that extends beyond retirement - guaranteed UL can offer that protection.
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Financial anxiety fuels popularity of whole and universal life, creating new opportunities for advisors
Cash value life insurance can help ease the economic pain many of your clients are feeling right now, and provide them security and flexibility for the future.
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What to watch for in life insurance: Producer Roundtable
Elite producers discuss key product innovation trends, profound effects of a potential fiduciary standard, and how practices must evolves to keep up with the pace of change.
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Simple vs. robust variable annuities: A hard look at today's quick fixes
Despite the turbulent economic climate, for your clients seeking guaranteed retirement income, simplified variable annuities, with their value limitations, may not be the answer - learn why.
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Digging deeper into DI claims
Better understanding of the DI claims process, particularly in three important areas, can help in your sales of this vital product.
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The dynasty life insurance trust: Never use a regular ILIT again
If drafted properly, a discretionary dynasty irrevocable life insurance trust (DILIT) will provide creditor and divorce protection as well as shield assets from estate taxes as long as state law allows.
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Ask business owners questions to make business sales
By following this four-step process, you can help your business owner clients identify and prioritize their long-term financial needs.
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An aggressive plan to grow your agency - Part 2
Understanding the way people learn and implementing those principles into training and sales meetings will turn your recruits into productive advisors who will build your bottom line.
Columns
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What's going on: Drilling down on life insurance trends - and awareness
Life Insurance Awareness Month seems like an ideal time to explore developing trends in the life insurance industry, so that's just what we've done in our biggest issue of the year.
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Is this about insurance? - You are the silver bullet
Are you searching for the silver bullet for your practice?
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The investment edge - The old stink of condescension
Pearl S. Buck wrote those words in 1954, referring to a conversation with a Chinese communist woman, but they easily apply to the aroma rising from any of the smarter-than-smart folks who led us into financial Armageddon in 2007 and 2008.
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To your good health: Yogi Berra on health care reform
Yogi Berra is regarded as one of the greatest catchers in the history of baseball. One of the most storied players in the history of the game, Yogi was a 15-time All Star and won the AL MVP three times, in 1951, '54 and '55.
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Better prospecting: The power of negative thinking
A great number of books and articles have been written on the power of positive thinking.
Departments
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LIS: Now & Then - Sept. 1987 and 2010
Quotes, statistics, and a look back at LIS content from September 1987
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Policy Showcase - Sept. 2010
Information on new indexed universal life products and new insurance riders.
