Agent’s Sales Journal October 2009

It likely hasn’t taken you a whole eight pages to figure out that the Agent’s Sales Journal you hold in your hands looks alot different from the one you read just last month. From the cover and the fonts to the colors and the new...

The concept of the paperless office has been around for years. What was once a futuristic dream of the 1970s has in recent years taken on new urgency with the increasing awareness of carbon footprints and corporate social responsibility. ...

What modern agent sits in their office all day? Here are the tools you need to stay on the go. You often share with your clients the idea of getting more return from their existing investments. This is also a theme you want to apply to your own...

Thom Brueckner is having his best year ever. What’s his secret? As the president and CEO of Senior Financial Resources Inc., a safe-money management firm in Nashua, NH, Thom Brueckner partially attributes his business’ success to the...

Estate plans are born on yellow legal pads and dry erase boards. Clients might be represented as circles, retirement assets as triangles, trusts as squares, and ideas as arrows. Estate planning is the one financial services discipline where the...

If you work with annuities, you may be used to clients objecting that they don’t want their money tied up for too long. But because annuities can be such a useful estate planning tool, clients should take a look — and a lack of liquidity...

This year, the life settlement industry celebrates its 20th anniversary. Given that, insurance advisors who specialize in estate planning should by now recognize the advantages of settling a life policy under certain circumstances. In fact, savvy...

While most of us don’t like to contemplate what will happen to our assets when we are no longer around, we all know that proper planning is necessary if we want to protect our children and our spouses. But what factors will motivate...

If you're a life producer, you may have an adverse reaction to the idea of estate planning. “Hey, don’t tell me that I should do estate planning," you may say. "I do life insurance and leave all that complicated stuff to...

Mike Mullarney sells life insurance to some of the wealthiest people in the world, helping them solve $25 million+ estate tax problems. But just like you, he had to start somewhere. Mike Mullarney didn’t dream of becoming an estate planner....

Have you asked your younger clients what would happen if they suddenly died — suddenly, as in, tonight? ...

It’s not getting any easier to develop new clients. The majority of today’s buyers are cynical at best and rude at worst, and it can be a challenge to approach them properly. ...

Your top client is another advisor’s, another planner’s, or another professional’s No. 1 prospect. The same holds true for you — your best prospect is, in turn, someone else’s best client. If you don’t take care...

For insurance agents working with life settlements, considering more advanced sales strategies can help expand your business while benefiting eligible clients. Life...

Many people will agree that most businesses exist primarily to generate income for the current owner or owners. If a business owner becomes disabled, however, the success of their enterprise may be threatened. ...

Over the last 20 years, several million Americans have purchased long term care insurance (LTCI). During that time, we’ve seen the stock market go up — and then go right back down. We’ve seen carriers enter the long term care...

A: The answer to the first part of the question also answers the second: Meeting quality prospects through social events definitely works. Event marketing is part of a larger business-building strategy — one that every financial professional...

Thom Brueckner is having his best year ever. What’s his secret? As the president and CEO of Senior Financial Resources Inc., a safe-money management firm in Nashua, NH, Thom Brueckner partially attributes his business’ success to the...