selling

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  They’ll buy — if you don’t sell

  By Frank W. Sarr, MAT  |  October 3, 2012

  Prospects are much more likely to buy from a producer who doesn’t come off as a salesperson.

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  Selling Your Prospects on Life Insurance

  By Lloyd Lofton, LUTCF, CSA  |  July 1, 2012

  Your prospect has enough life insurance to cover his funeral and his mortgage, so he thinks he’s all set. Here’s why he’s probably not — and how you can convince him of it.

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  Selling Your Prospects on Life Insurance

  By Lloyd Lofton  |  April 25, 2012

  Your prospect has enough life insurance to cover his funeral and his mortgage, so he thinks he’s all set. Here’s why he’s probably not — and how you can convince him of it.

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  How to Train Your Client

  By Corey Dahl  |  February 28, 2012

  What puppy training, and smelling like bacon, has taught me about insurance sales.

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  Let’s Not Be Sears

  By Corey Dahl  |  January 31, 2012

  What the life insurance business can learn from the once-great retailer's downfall.

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  Bringing the Orphan Client in from the Cold

  By Jay Moyer  |  January 19, 2012

  When a colleague exits the business, taking over his or her client list can be a great opportunity, for you and the client.

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  Where’s the Life Insurance T-Shirt?

  By Corey Dahl  |  January 10, 2012

  Can we get people to buy life insurance, unprompted?

• A Ripe Market for Settlements

  By M. Bryan Freeman  |  October 1, 2011

  The economic downturn is not all bad for the life settlement industry. In fact, our recent recession can mean good things for financial professionals involved in bringing life insurance and life settlements to their clients.

• When Traditional Carriers Can't, or Won't

  By Thomas R. Petersen  |  October 1, 2011

  Most insurance professionals do not sell disability insurance -- and many of those who do sell it so infrequently that the sales process becomes an unfamiliar chore.

• Advising the Affluent

  By Cynthia Proveda, Bill Buslee  |  October 1, 2011

  Many advisors working with affluent clients help structure financial plans to meet obvious goals, such as preserving generational wealth or ensuring a tax-efficient estate