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Issue: March 2014 See all issues

FEATURES

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How to Ace All the Presentations of Life

An interview with Tony Jeary Being successful in sales means being a successful presenter. Tony Jeary, presentation strategist and coach for companies such as New York Life, knows the secrets to a successful presentation. In this interview with InsuranceNewsNet Publisher Paul Feldman, Jeary describes how engaging your audience is the key to making an unforgettable presentation.

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The Tax Surprise

The tax season brings more opportunities for advisors who want to ease the financial bite that their clients might face.

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LIFE

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Unilateral ‘One-Way’ Buy-Sell Agreements for Family Businesses

How to provide the solution to guarantee business continuation for the owner’s adult children while providing income security for the surviving spouse.

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Guaranteed Universal Life: The Wolf in Sheep’s Clothing?

Lack of flexibility and the low interest rates in guaranteed policies could put clients and advisors back in the situation that drove them toward the policy in the first place.

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ANNUITIES

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Annuity Complaints Drop But Annuity Grousing Has Not

A look behind the decreasing number of annuity-related complaints as tracked by regulators.

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The Traits of the Ideal Indexed Annuity Buyer

Advisors who recognize the characteristics of the ideal indexed annuity prospect reap the benefits in increased sales.

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HEALTH

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Explaining Health Care Reform to Clients

As the open enrollment period heads into the final stretch, your clients will depend on you to answer their questions as they sign up for coverage.

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FINANCIAL

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How the 3.8 Percent Medicare Surtax Can Bite Your Clients

For certain clients, this tax relating to the Affordable Care Act may result in an unpleasant surprise.

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BUSINESS

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Ready Responses That Turn Chats into Leads

Here is a collection of short conversations to help you prospect for business in various social situations.

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How to Ace All the Presentations of Life

An interview with Tony Jeary Being successful in sales means being a successful presenter. Tony Jeary, presentation strategist and coach for companies such as New York Life, knows the secrets to a successful presentation. In this interview with InsuranceNewsNet Publisher Paul Feldman, Jeary describes how engaging your audience is the key to making an unforgettable presentation.

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THE LAST WORD

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Be Proactive in Protecting Your Clients’ Personal Information

The recent rash of data breaches tells us that there are numerous threats to your clients’ personal information.

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LIMRA INSIGHTS

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The Lifetime Value of a Financial Professional

The financial services industry must make a significant investment in recruiting and retaining the sales professionals of the future.

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MDRT INSIGHTS

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Achieve More Leads with These Simple Steps

Follow this advice to increase your pool of contacts and see more prospects.

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NAIFA INSIGHTS

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Growing Your Client Relationships

Start by asking your clients about their goals and dreams, then show how you can help turn them into reality.

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FSP INSIGHTS

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Debate Over Suitability Standards Rages On

Life insurance agents are caught in the crossfire of conflicting standards of care.

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