Smith

Evaluating the cost of new client acquisition

By Keith Landis | March 5, 2013

It’s time to reevaluate how many resources your marketing campaign is truly consuming.

From the archives

October 1, 2012

Editor’s note: The following excerpts are from the October 1928 issue of Life Insurance Selling.

Can Life Insurance Have Value as An Investment?

By David Schlossberg | August 16, 2012

For a life contract to be efficient and bring the most value, it is essential to determine its purpose.

3 Essential Skills Every Salesperson Needs, Part 2

By Kelley Robertson | July 7, 2012

Here are three more capabilities you need to succeed in sales.

Court Rules on Greenberg AIG Case

By Arthur D. Postal | May 9, 2012

An appellate court in New York has cleared the way for a trial on allegations that Maurice “Hank” Greenberg and Howard Smith, then CEO and CFO of American International Group, respectively, committed fraud in connection with two reinsurance transactions that allowed AIG to inflate loss reserves without transferring risk.

Tips for Successfully Selling Long-Term Care Solutions

By Shawn Britt | March 23, 2012

Bringing up the subject of long-term care may be difficult. But, in fact, it may be one of the most important discussions a client will ever have with their financial professional.

Mining For Growth in 2012

By Craig J. Ferrantino | March 1, 2012

Want to expand your business this year? Look to your current client base, your community and even prospects that may have drifted away.

Life insurance for protection - and retirement savings

By Pat Lang, J.D., CFP, CLU, ChFC, CFS, FLMI | February 1, 2012

After the turbulent times we’ve experienced in the financial markets in recent years, I’m guessing none of you have clients who believe they have sufficient, much less excess, retirement income potential.