middle market

Middle-income America isn't ready for fee-based advice

By Brian Anderson | May 28, 2013

There's a huge disconnect between what fee-based financial advice really costs and what consumers think it should cost.

5 ways to help middle-class clients with estate planning

By Tom Nawrocki | May 23, 2013

Non-wealthy clients might not have to worry about the estate tax, but they still need your help.

Final expense policies spring to life

By Alan Lurty | April 18, 2013

The rough economy has made final expense policies popular — and new innovations will only make them hotter.

Carriers actively exploring alternative distribution

By Brian Anderson | April 1, 2013

Carriers no longer seem so afraid of offending agents by looking at options for selling direct.

Do you need a bigger boat?

By Daniel Williams | March 8, 2013

Are you mapping goals so they're achievable ... or just hoping for the best?

Commissions don't create conflict of interest

By Marvin Feldman | January 11, 2013

Agents who work on commission aren't any less ethical than those who work for a fee.

LIMRA: most middle-income workers not saving enough for retirement

By Warren S. Hersch | November 1, 2012

The report reveals that a quarter of middle-income American workers are not saving, and 85 percent are saving less than 10 percent of their income for retirement, the survey reveals.

Are you knocking on the wrong doors?

By Corey Dahl | October 30, 2012

Trick-or-treaters often flock to high-end neighborhoods. That doesn't mean life agents should.

Are you overlooking those who may need you the most?

By Charles K. Hirsch, CLU | October 1, 2012

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.