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Issue: July 2010 See all issues

FEATURES

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Ultimate Insurance Sales Machine

One of the nation’s pre-eminent sales and marketing experts, Chet Holmes, wants to help you double your sales in one year.

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LETTER FROM THE EDITOR

Build Your Ultimate Sales Machine

Imagine spending an hour with someone who says he can help you double your insurance sales within 12 months, and then something amazing happens. At the end of 12 months, you double your sales. I

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LIFE

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New Irs Surtax Creates Unexpected Life Insurance Sales opportunities

The health care reform bill has many consequences— including one that helps life insurance sales. It’s the new investment income surtax, making life insurance even more attractive.

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Why People Don'T Buy Life Insurance

The left brain and right brain need to connect before a life insurance sale.

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ANNUITIES

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A 30,000 Foot View Of Compliance And Annuity Regulation

Annuity sellers have a wide range of pending regulation changes to keep an eye on.

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The Perfect Combination

Wall Street-types tell clients they would be crazy to put tax-deferred annuities into taxdeferred IRA plans. Here are five reasons why they’re wrong.

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HEALTH

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The Disability Income Coffee Talk

To increase sales with blue collar clients, pour a cup of joe and speak frankly.

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FINANCIAL

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Caution: Offer On Table May Not Be As Good As It Appears

When a new firm makes an offer to recruit you, look beyond the financial incentive.

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BUSINESS

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The 15 Habits Of Highly Successful Producers

These 15 steps span the gulf separating the average and the excellent.

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OUTRAGEOUS ADVISOR MARKETING

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What An Amish Miracle Heater Can Teach You About Compliance

A perfect example of a company that controls its own economy and commands a premium price in spite of any recessions is the manufacturer of the “Miracle Amish Heater.”

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SECRETS OF OUR SUCCESS

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“it's Always The People”

Guardian Life Insurance Company has not only lived to be 150, but it has turned experience into success amid the current economic downturn.

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LIMRA INSIGHTS

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Financial Services Executives Weigh In On Future Of Industry

LIMRA asks 37 executives representing the breadth of the industry, including mutual companies, public firms, broker/dealers and investment firms, to provide insight on their companies’ strategies regarding product development, distribution and marketing, in an increasingly regulated environment.

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MDRT INSIGHTS

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Earn Referrals By Building Friendships, Not Client Relationships

Although you’ve probably heard many times that the key to building business is referrals, it’s not as simple as just asking for them. Referrals have to be earned.

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AALU INSIGHTS

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Despite Lobbying, Estate Tax Unlikely To Pass This Year

Historically, congressional work in September and October of election years is truncated - majority leaders typically try to avoid tough votes that may sway elections.

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Hsa Enrollment Rises 25 Percent — Hitting 10m

As of January 2010, enrollment in Heatlh Savings Account (HSA)-eligible insurance plans had increased 25 percent over last year, covering roughly 10 million Americans, according to the America''s

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Naic Postpones New Mlr Rules

The U.S. Department of Health and Human Services requested that the National Association of Insurance Commissioners (NAIC) provide recommendations for new medical loss ratio (MLR) limits by June

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Life Cfos Expect New Capital Requirements

The majority of North American life insurance chief financial officers look to adjust their current approach to determining required capital over the next 12 months, a recent survey from Towers W

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John Hancock Offers ‘retirement Talk'

John Hancock Variable Annuities, a unit of Manulife Financial Corporation, recently started a new marketing program, "Retirement Talk," for financial advisors that simplifies connecting with clie

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