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Issue: April 2014 See all issues

FEATURES

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People Tools for More Sales

You wouldn’t use an axe to pound a nail into a two-by-four and you wouldn’t use a hammer to chop firewood. Dealing with people is no different – you need the right tools. In this interview with InsuranceNewsNet Publisher Paul Feldman, Alan C. Fox, author of People Tools, shares his secrets for cultivating business and personal relationships.

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The Psychology of the Affluent Buyer

The big case market is not just about evaluating net worth, making the sale and collecting commissions. It’s about building relationships and knowing your prospect.

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LIFE

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Why Overfunding Life Insurance Makes Retirement Sense

Amassing large sums in a life insurance policy can create a remarkably efficient income stream for the right client.

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ANNUITIES

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New Role for Fixed Index Annuities: Inside 401(k)s

The upside-potential, downside-protection message resonates with small- and medium-sized employers.

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Regulators Refocus Scrutiny on Group Annuity Market

Employers that still have pension liabilities are showing renewed interest in group annuities.

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HEALTH

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Clients Clamor for 'Mediclarity'

As the baby boom generation becomes the Medicare generation, advisors who are committed to serving the senior market will be in demand.

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FINANCIAL

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Chasing Performance Can Lead Investors to a Calamitous Fall

The results of moving investments to the latest market winner are so terrible that investors are better off putting their money into the latest market loser for long-term returns.

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BUSINESS

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How to Build a Pipeline of Client Evangelists

Be more assertive in obtaining referrals and testimonials, and watch your sales pipeline fill up.

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See all

People Tools for More Sales

You wouldn’t use an axe to pound a nail into a two-by-four and you wouldn’t use a hammer to chop firewood. Dealing with people is no different – you need the right tools. In this interview with InsuranceNewsNet Publisher Paul Feldman, Alan C. Fox, author of People Tools, shares his secrets for cultivating business and personal relationships.

Read Article →

THE LAST WORD

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From M&A to LTCi: Seven Topics That Crossed My Radar Screen

Notable quotes heard during recent company meetings provide insight into what’s happening in the industry.

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LIMRA INSIGHTS

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On Choosing Baseball Bats and Life Insurance

Today’s consumers have vastly more product choices and delivery methods than ever before. The insurance industry must adapt to this evolving consumer landscape.

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MDRT INSIGHTS

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Rank High on High-Net-Worth Clients’ Go-To Lists

When you become comfortable and confident in helping high-net-worth clients solve their unique problems, your practice will receive a tremendous boost.

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NAILBA INSIGHTS

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How to Bring in the Big Case

Delivering the large case requires obtaining the best product from the right carrier and avoiding the pitfalls along the way.

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NAIFA INSIGHTS

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Five Pillars for Success

Change your life by embracing these concepts and using their strengths.

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FSP INSIGHTS

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The Right Team Approach Can Make 2+2=6

How bringing the right people to the advisory team rescued a couple’s disastrous investment.

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OTHERS

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Ways of the Wealthy

What do wealthy people do with their money? What do they value? What do they want?

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