appropriate solution

7 ways to ease the adoption of enrollment technology

By John West | March 26, 2013

Helping your group customers switch systems can prevent headaches — and make you look good.

The dangers of ignoring the middle market

By Brian Anderson | October 1, 2012

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.

The dangers of ignoring the middle market

By Brian Anderson | September 26, 2012

A focus on wealthy clients is risky for middle-income families, the tax status of life insurance — and the independent distribution channel itself.

The Medicaid SPIA market

By Mark MacGillivray | September 24, 2012

Some states now welcome "Medicaid planning." The trick? Let the state in on the action.

A closer look at the Medicaid SPIA marketplace

By Mark MacGillivray | September 24, 2012

Changes to state Medicaid laws have actually made appropriate Medicaid SPIA planning acceptable.

Threats to Independents

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

Recruiting is a challenge, and BGAs are a valuable ally. But alternative distribution channels and emerging technology, according to our panelists, do not pose a danger to independent distribution.

Looking for Long-Term Care Coverage? You Might Not Find It.

By William H. Byrnes, Esq., Robert Bloink, Esq., LL.M. | April 9, 2012

Investing in an annuity product may be the smartest way to prepare for tomorrow’s rising long-term health-care expenses.

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.”

4 things life insurance producers can expect in 2012

By Kenneth A. Shapiro | December 1, 2011

Whoever said, “Many people look forward to the New Year for a new start on old habits,” may have got it right. While beginning a new year may be little more than a faint line in the sand, it can be useful for adjusting old business habits and assumptions in...