Life Insurance Selling October 1, 2012
Features
With a little help from his friends
Anthony Saccaro, ChFC, has built a highly successful practice thanks largely to a career-long commitment to mentoring.
Features
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The dangers of ignoring the middle market
While wealthy consumers get plenty of attention from independent producers, the channel still can’t figure out how to meet the glaring needs of the middle market. It’s a disparity that’s risky for middle-income families, the tax-advantaged status of life insurance — and the independent distribution channel itself.
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Closing the middle-market insurance gap
To take advantage of the huge sales opportunity represented by an underinsured middle market, producers need to break down a few common misperceptions.
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Overcoming middle-market sales hurdles
The middle market represents an estimated $10.2 trillion opportunity for producers, but with an unconvinced, non-buying public, reaping that reward won’t be easy. Here’s how to leap over the obstacles in your path.
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How to succeed in the middle market by really trying
Young producer Tyler Petersen explains why hard times nearly forced him to quit the industry, but he overcame the adversity by mixing a strong sense of purpose with discipline and commitment.
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Are you overlooking those who may need you the most?
Three top producers explain how they thrive by focusing on the needs of middle-income clients. Let their example be your guide to success in this vastly underserved market.
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Retirement tools to consider: Fixed indexed annuities and in-service withdrawals
Both can be used to help ensure clients have retirement income that lasts.
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Positioning indexed annuities in low interest rate environments
Three reasons why waiting before investing in FIAs may not be in the client’s best interest.
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Expanding the whole life conversation
Whole life can, of course, help in the event of a premature death, but have you told clients about its asset allocation and tax advantages?
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7 tips for building trust and rapport rapidly
How do you quickly let people know you have their best interest in mind so you can move toward the sale?
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A lesson in client appreciation
As the holiday season approaches, here are some important points to consider when planning a special event for your best customers.
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Tips to improve your prospecting
To succeed in this business, producers must see a steady stream of prospects. But how can a busy agent fit them in? Where can they be found? And what converts them to clients? This guide has answers and strategies to help.
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They’ll buy — if you don’t sell
Prospects are much more likely to buy from a producer who doesn’t come off as a salesperson
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Key selection criteria for third-party administrators
Plan sponsors often look to their benefits and insurance brokers for TPA recommendations. Before you offer your suggestions, make sure you consider these points.
Columns
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Middle-market madness
This month, Life Insurance Selling puts the magnifying glass on the enormous yet elusive middle market.
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Father knows best
What my dad has taught me about business.
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How to make the United States healthy, wealthy & wise
There’s at least one thing the Founding Fathers may never have considered: lobbying!
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Small slivers of sanity
Every once in a while a conversation affords the possibility of changing — or at least opening — someone’s mind to a new possibility. Such was the case in a recent discussion with an old (and quite liberal) friend.
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Camelot crumbles
People are looking for answers to financial dilemmas. Who has the ability to answer their problem with positive solutions? You do!
Departments
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From the archives
Editor’s note: The following excerpts are from the October 1928 issue of Life Insurance Selling.
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.
