Life Insurance Selling May 01, 2012
Features
The Emotivator
Joe Jordan wants life insurance agents to put emotion back into their selling — and develop a little pride in their business while they’re at it. Fortunately for the industry, many producers are listening.
Features
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Business Owners Need Our Help
Busy business owners need producer assistance to get their priorities in order — including the critical need to protect their income.
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Bridging the DI Gap with Employees
You can help employees understand the advantages of disability insurance by making it emotional and backing up your pitch with the facts.
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5 Biggest DI Mistakes — and How to Avoid Them
Agents and their clients frequently make these mistakes when searching for disability coverage, but awareness of these issues will prevent them from hindering you.
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Producer Roundtable: Enhancing Your Business by Adding DI
Three top DI producers discuss the opportunities and challenges in the market today and why you should be selling disability to your clients.
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The Return of Cash Value: A Tipping Point for the Life Industry
Permanent, cash value life insurance is reemerging as an attractive, well-balanced option for consumers — and that has many producers taking a fresh look at universal life.
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Riding to the Rescue
A wide variety of new and popular riders add new life to universal coverage.
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LTCI’s Bright Side
Stop using jargon and gloom-and-doom statistics to sell long-term care insurance. You’ll get farther by focusing on the positive and repositioning the product as a retirement helper.
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Educate Clients About the Health and Finance Connection
Most people don’t think a serious illness will happen to them, but statistics tell a different story. You can dispel these misconceptions and offer clarity about the real cost of illness and accidents to workers’ pocketbooks.
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Inspired Philanthropy
Five things you can do today to lead your clients’ philanthropy by example.
Columns
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Shout It From the Rooftops
Joe Jordan is really good at explaining what’s right about the life insurance business.
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Events That Will Grow Your Business
Every year, I meet with a study group of six other wealth advisors and we talk about what’s currently working and not working in our practices.
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First Trust’s Advisor-Friendly Website
The market has been positive (mostly, it takes two steps forward and then one step back) boosted by generally good employment and economic news.
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Good News and Bad News
The value is in the job, not the product. When you learn what job the client wants to accomplish, and you speak to that job, you are at the beginning of the value equation.
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Risk for Reward
Because we have an abundant supply of information on products and concepts, our continuing most pressing issues for our practices is still prospecting.
Departments
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From the Archives
A look back at the May 1958 issue of Life Insurance Selling.
