Agent’s Sales Journal April 2008
Front Page Stories
When it comes to financial underwriting, there is really just one key question: “Does it make sense?...
Most brokerage general agencies, along with their agents, have built successful careers by finding t...
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Short Takes
With today’s medical advances, it’s no secret that people are living longer than those in previous generations. Unfortunately, a longer life does not always mean a permanently healthy life. The fact is, the longer a person’s...
As a disability insurance claims consultant and witness for inappropriately denied claims, I have noticed an increase in the number of denied claims over the past decade. It seems that one of the biggest reasons for claim denial is that the claimant...
They’re everywhere: financial industry articles heralding the latest, hottest investment or product — and annuities are no ...
So far, the first decade of the new millennium has been characterized by sustained low interest rates. Many pre-retiree boomers seek dependable returns on their savings to offset inflation and current income taxes. While index and variable annuities...
For years, the purchase of so-called “Medicaid-friendly” annuities was a staple of financial planning for elderly individuals. It delivered two compelling benefits: secure income and the acquisition of an asset hidden from state Medicaid...
Nearly all great ideas are rooted in simplicity, not complexity. As such, you may find it interesting that so few annuity agents look upon property and casualty (P&C) agents as centers of influence who can help them make more sales more easily...
Retirement, much like the average American lifespan, is beginning to last longer and longer. It’s become ordinary for a person to spend as much time in retirement as they did in the work force. We all know this. Equally well-known is the...
When I joined the insurance industry in 1977, life insurance was the focus product. A small number of producers also sold disability income coverage, and long term care insurance was in its infancy, with few agents knowing much about it and even...
With a wide variety of annuity carriers offering products to add to your product portfolio, it can be difficult to find the right company for your needs. Who offers the best sales and marketing material? Who is best at raising awareness among...
From media attention to new and changing regulations — study paints industry picture
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Nearly 70 million Americans have used discount generic prescription drug programs offered at major retail stores across the country, say researchers with the University of Michigan C.S. Mott Children’s Hospital National Poll on...
Insurance marketers spent $6.81 billion last year on direct marketing-related advertising, which in turn generated more than $55.53 billion in U.S. sales, according to findings from the Direct Marketing Association’s new report, “Direct...
A survey conducted by the Society of Financial Service Professionals (FSP) shows that the nation’s top financial advisors place a high value on the credibility afforded by their professional designations. In fact, 61 percent are willing to...
Michael Moore’s 2007 documentary film “Sicko,” a recent report by Families USA showing how many residents died in ...
When Leon Morris, an annuity prospect in his 70s, asked an agent what would happen if he needed to withdraw his money earlier than expected from an equity index annuity, the agent was truthful: Morris would not incur charges unless he withdrew 10...
High producing habits...
Sales Review
Let’s face it: Financial advisors can sometimes seem like a dime a dozen from the consumer’s viewpoint. Competition is fierce, and it can be a challenge just to keep a financial services business afloat. Although the majority of...
Perspectives
A great number of Americans are either about to retire or already have. The No. 1 fear of many is that they may run out of money in retirement. The vast majority may live for decades in their retirement years without having a guaranteed pension or...
The annuity industry is not young, nor is it an easy one in which to work. With the preponderance of new and emerging product lines and features, it’s difficult to keep up, as with many markets. There is, however, a great need for products...
Prospecting Corner
You all likely know how important it is to always ask clients and centers of influence several questions; their answers can help you meet their expectations, in turn building a mutually rewarding relationship. When you question centers of influence,...
Objection of the Month
How would you respond to a prospect who says… "I have a long history of health problems — based on past experience, I just don’t think I can qualify for insurance at this point." “Other than that, is there any...
Other Stories
Producer’s Sales Journal How Do You Handle This Objection? >> p.5 Do you have clients who think they can’t buy life insurance just because they are currently on death row? See what fellow agents have to say. Sales from the Dark...