carrier products

Ernst & Young's Doug French prognosticates on advanced sales in 2013

By Warren S. Hersch | January 21, 2013

NUL Senior Editor Warren S. Hersch recently chatted with Doug French, a managing principal of the insurance services practice at New York-based Ernst & Young. The interview explored, among issues, prospects for advanced markets sales in 2013, the evolution of agent compensation and challenges that advisors will face in the...

Producer Groups: On a Growth Trajectory

By Warren S. Hersch | September 1, 2012

Consider this dichotomy: While the distribution of life insurance products has shifted from a once largely career/captive agent workforce to independent life insurance professionals, today’s producers depend more than ever for their success on an ability to (1) work collaboratively with other advisors possessing complementary skills; and (2) tap into...

Miscarriage of Justice?

By Warren S. Hersch | May 2, 2012

Four years ago, Glenn Neasham met with Fran Schuber and her long-time companion to close the sale of a fixed indexed annuity that would assure the 83-year-old senior of a guaranteed income for the remainder of her retirement years. Except for Schuber’s designation of the annuity’s contingent beneficiary, Neasham viewed...

Miscarriage of Justice?

By Warren S. Hersch | April 23, 2012

The conviction of California insurance agent Glenn Neasham of felony theft after selling an annuity to an 83-year-old senior suffering from dementia could herald greater due diligence for producers.