Life Insurance Selling January 01, 2012
Features
Staying Power
When was the last time you made a cold call? Yesterday? This morning? Ron and Brad Fike haven’t made one since sometime in the mid ’90s.
Features
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Beat the estate tax blow: with deferred annuities and an irrevocable trust
The hinge around which estate planning revolves is gifting. The future growth in value of the asset from the date of gift to the date of death will be removed from the estate for estate tax purposes.
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Weighing in on wealth management
It’s no secret that financial services providers of all stripes gravitate toward the markets with the most money.
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Use variable annuities to build client portfolios — and legacies
It’s no secret the investment environment is murky. There are a lot of options for your clients, but with the economy’s uncertainty, building a portfolio can be challenging.
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5 ways to open the executive benefits sales door
A new year offers new opportunities, and new concerns, for a key employee in a business.
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Filling the coverage gap in executive benefits plans
By 2018, the Bureau of Labor Statistics estimates there will be 2,125,700 top executives in the corporate market.1
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A hard pill to swallow
Cardiologists, orthopedic surgeons, physicians, and the pricey nip-and-tuck specialists from Beverly Hills to Park Avenue are all highly trained and highly compensated professionals. Although they possess the skills to put Humpty Dumpty back together again, what happens when they themselves fall off the wall?
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15 tips for effective networking
Some call it networking. Some call it “working a room.” Whatever the name, networking at its best is a way of life and a way of doing business.
Columns
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Sun sets on Sun Life VAs, individual life products
You probably heard about Sun Life Financial’s recent decision to exit the variable annuity and individual life product markets in the United States, effective Dec. 30, 2011.
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The implementation meeting
When you listen to your clients and prospective clients, you connect with their hearts and minds and learn how to better help them. With that knowledge, you can lead them through the discovery meeting and planning meeting into the implementation meeting.
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Eyes wide shut II: Good mutual funds vs. investment annuities
Years ago — I think it was 1993, in the late summer, after the first World Trade Center bombing — I attended a due-diligence meeting at the Marriott Hotel near the Twin Towers.
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Right!
In early 1963, Bill Cosby made his first appearance on “The Tonight Show.” Those of us who were fortunate enough to see that performance knew that we were seeing something new, fresh and inventive.
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Lessons learned
Forty years of selling has taught me many lessons. Most of the time, I learned from them; other times, I didn’t agree with the lesson taught.
Departments
Special Features
2013 Outlook As we move into a transition year, check out LifeHealthPro's conjectures for the life, annuities, health and disability markets.
100 Best Sales & Marketing Ideas Whether you want ideas for referrals, generating leads or just listening to your clients better, we have the sales and marketing tips you need.
The Complete ELNY Saga For more than two decades, the Executive Life Insurance Company of New York (ELNY) has been bled for billions of dollars while languishing in a state-imposed purgatory.
Life Insurance A-Z This alphabetical-themed infographic will help your clients feel more comfortable discussing life insurance protection concepts.
2012 Advisor of the Year Through a very thorough nomination process we look to find a top producer who is a true cornerstone of a community.
Senior Survey 2011 In this special section, find out how seniors build their nest egg, make an estate plan, finance their health care and where they live.
