Allan D. Gersten, Clu, Cfp, Chfc

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  Bringing Cold Cases Back to Life

  By ALLAN D. GERSTEN  |  December 1, 2011

  One hundred and fifty years ago, a well-known attorney from Lexington, Mass. toured the United States giving the most famous speech of the day. He called it “Acres of Diamonds.”

• Life insurance and relationships, part 3: The GA/BGA-carrier and underwriter relationship

  By Allan D. Gersten, Clu, Cfp, Chfc  |  March 22, 2011

  Much like the relationship between the advisor and agent/broker, this one is based on integrity, competence, communication and confidence.

• Life insurance and relationships, part 2: The advisor-general agent/broker general agent relationship

  By Allan D. Gersten, Clu, Cfp, Chfc  |  March 15, 2011

  I left off last week talking about the importance of the producer-client relationship when it comes to the successful outcome of life insurance cases. Next we explore the advisor and general agent or broker general agent relationship.

• Life insurance and relationships, part 1: The producer-client relationship

  By Allan D. Gersten, Clu, Cfp, Chfc  |  March 8, 2011

  The work of even the most diligent producer can be undermined by failing to take into account the significance of the three relationships that profoundly influence the outcome of life insurance cases.

• 8 tips for success in tough times

  By Allan D. Gersten  |  February 22, 2011

  We often miss a critical point in life insurance sales: In uncertain economic times, clients are more highly focused on preserving financial resources and making them more secure.

• Impaired risk underwriting: Behind the scenes

  By Allan D. Gersten  |  July 1, 2010

  What every life producer needs to know to close more sales.

• How to Prepare Clients For Future Estate Tax Changes

  By Allan D. Gersten  |  September 2, 2009

  With all the uncertainty about the future of federal law, now is the time to engage clients in a thorough review and prepare a contingency plan.

• Why Your Clients Need You More Than Ever

  By Allan D. Gersten  |  April 1, 2009

  There's never been anything like it in the lives of most Americans. The wealth millions counted on to fund their lifestyles and fulfill their hopes for the future has been severely diminished. The fears and emotional state of every client mirror

• Making Life Insurance Sales in Tougher Times

  By Allan D. Gersten  |  July 9, 2008

  No one wants to mention the "R" word, even though it's on everyone's mind and news outlets all over the world talk about it daily. Most of us, particularly if we are in sales, like to act as if

• 8 Ways to Make Life Insurance Sales in Tougher Times

  By Allan D. Gersten  |  July 1, 2008

  No one wants to mention the "R" word -- recession -- even though it's on everyone's mind and news outlets all over the world talk about it daily. Most of us, particularly if we are in sales, like to act as if ignoring economic pain will help us