Agent’s Sales Journal August 2009
Front Page Stories
In September 2008, the Centers for Medicare and Medicaid Services (CMS) released a staggering set of...
You may not know it from looking at the most recent sales statistics, but now is a terrific time to ...
You may not know it from looking at the most recent sales statistics, but now is a terrific time to ...
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Web Exclusives
In today’s economic environment, agents have become more important than ever in helping small businesses understand the significance of offering health care coverage and finding the most cost-effective solutions for their company. ...
Providing employee benefits and grappling with rate changes in a changing marketplace is one of the greatest challenges facing benefits agents today. ...
Short Takes
State insurance commissioners are warning producers that scam artists are posing as insurance department employees to defraud insurance agents. Agents in Nevada, Ohio, and California have been targets of a scam in which people posing as state...
A federal judge called Bernard L. Madoff’s crimes “extraordinarily evil” and sentenced him to 150 years in prison for operating a huge Ponzi scheme that devastated thousands of people. In pronouncing the sentence, which was the...
The largest open long term care insurance claim has surpassed $1.2 million in paid benefits, according to a report from the American Association for Long-Term Care Insurance (AALTCI). The claimant purchased coverage at age 43, paying an annual...
A Senate bill could provide a 50 percent tax exclusion on up to $40,000 in annual income from a non-qualified lifetime annuity. The Retirement Security for Life Act was introduced by Sens. Kent Conrad and Pat Roberts, both members of the Senate...
I love watching TV detective shows, especially when the detectives interview suspects to get the information or confession that closes the case. The great detectives know how to uncover the information they need by asking the right questions and...
Whether you are new to the life and health business or a seasoned veteran, it is not always easy to get through to your target audience. When dealing with the people who make important decisions for their companies, you’re often competing for...
The financing of America’s health care continues to challenge professionals, business owners, health care providers, and all purchasers of benefits. Insurance agents are caught in a squeeze between publicly held insurers managing their...
President Obama’s promise to reform the health care system by the end of the year seems less and less likely as the plan runs into more and more resistance at every turn. The Congressional Budget Office recently released preliminary estimates...
Sales Review
Have you perfected the art of persuading an audience? Do your presentations result in a deluge of new business? In other words, are you a rainmaker? If not, it may be time to take a few lessons — and what teacher could be better than...
Perspectives
“You know, with the economy the way it is…” “Seeing as how we’re in a recession…” “It’s tough all over.” Every day, in both my professional and personal life, I hear somebody say...
Selling Guides
The employee benefits market is among the most unpredictable segments of the insurance industry....
In today’s marketplace, employers are shifting priorities and looking for ways to manage resources while impacting the bottom line. ...
Features
The age-old practice of mentoring has led to success in nearly every industry, for both mentors and mentees alike. ...
Products
Depending on your point of view, this could be either the worst or best time the life settlement market has ever seen. Evidence for the worst of times has already been documented. The global economic crisis created by the freezing of capital...
Prospecting Corner
Would you allow someone else to control the lease on your office space, your business phone number, or the renewal of your insurance license? Of course not! Being a business owner means having the responsibility to control and deploy assets that are...
Objection of the Month
How would you respond to a prospect who says… I’m too young to worry about needing long term care. I’ll think about getting LTCI when I’m older. I would respond by saying that age does not discriminate when it comes to...