Life Insurance Selling February 01, 2012
Features
The Legacy Of Roger McCarty
The insurance industry lost one of its true pioneers when Roger McCarty passed away on Nov. 15, at the age of 81, but the legacy of the charismatic Brokers International, Ltd. founder will live on for years to come.
Features
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Life insurance for protection - and retirement savings
After the turbulent times we’ve experienced in the financial markets in recent years, I’m guessing none of you have clients who believe they have sufficient, much less excess, retirement income potential.
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The flexible irrevocable trust
The increased gift tax and generation skipping exemptions provided under the 2010 Tax Act provide a significant opportunity to transfer assets to family members. To take full advantage, many wealthy families have been advised to make substantial gifts before the end of 2012, when the increased exemptions are scheduled to...
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Life Insurance: At the crossroads of death and taxes
Benjamin Franklin wrote, “Our new Constitution is now established, and has an appearance that promises permanency; but in this world nothing can be said to be certain, except death and taxes.” This statement, in its shortened version of course, has now achieved a familiar spot in our cultural lexicon.
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The hidden benefits of life insurance
Over the years, I’ve advised many of my clients on the importance of life insurance. You’d think everyone would understand the need for life insurance in the event a wage earner or family member dies.
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Is 2012 LTCI’s year?
2012 is the perfect year to start selling long-term care insurance (LTCI). More than ever before in my 30-plus years of experience in the industry, consumers are now asking for LTC solutions.
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Critical illness insurance — a product for many needs
Over the past decade, many in our industry have been calling critical illness insurance America’s “product of the future.” Judging from the recent surge in CI sales in the United States, it’s reasonable to believe this product’s future has now arrived.
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Tailoring senior advice
What we call “seniors” actually includes multiple generations with a vast spectrum of historical experiences. The senior in her 80s will have lived through the Great Depression, which likely instilled in her frugal behavior. Meanwhile, the recently retired senior may be more optimistic and less likely to have experienced severe...
Columns
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Feedback for the FIO
By the time you read this, the Federal Insurance Office (FIO) will have released its much-anticipated report to Congress about modernizing and improving insurance regulation, as mandated by the Dodd-Frank Act.
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Overcoming adversity
Last year, I lost a long-time client with more than $1 million of assets under management (AUM). That really hurt.
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The first domino
Investment (variable) annuity companies are having problems, again. Why? Because it’s tough for a life insurer to make money when the 10-year bond rate — manna for life insurers — hovers around 2%. So long as bond rates are held artificially low by government policy, there may not be much...
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The “V” word
As much as I respect the entirety of the nomination and election process in our great land, I have to admit the following: I am about ready to jump out of my skin.
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Best time to call a referral? Immediately
When is the best time to call on a referral or other prospect? Anytime? Next week? Next month? I say immediately.
