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Issue: February 2015 See all issues

FEATURES

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7 Steps to Sell Anything

It takes seven steps to close a sale, says Tom Hopkins, author of How to Master the Art of Selling. In Part 2 of his interview with InsuranceNewsNet Publisher Paul Feldman, Hopkins outlines those seven steps and how you can make them

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QLACs Can Help Reduce Need for Social Security Delays

A qualified longevity annuity contract can give a retiree the option to claim Social Security earlier rather than waiting until full retirement age.

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LIFE

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Your Planning Can Save Family Farms

Life insurance can provide some solutions to keeping the farm in the family while being equitable to the off-farm children.

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ANNUITIES

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Rethinking Whether Younger Adults Are Candidates for Annuities

Younger adults rank saving for retirement high on their list of financial priorities. What does this mean for annuity sales?

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Using Annuities for Responsible Wealth Transfer

The tax bill associated with a large wealth transfer could leave a beneficiary with more problems than your client intended. A fixed annuity can be part of a strategy to prevent this.

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HEALTH

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Private Exchange Enrollment Expected to Triple in 2015

ith enrollment projected to reach 40 million by 2018, it seems like everyone is hopping on board the Private Exchange Express.

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FINANCIAL

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Investing in Art Could Leave Your Clients Hanging

Movies and TV romanticize the idea of owning fine art as an investment. Here is what your clients need to know before they hit the auction.

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BUSINESS

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Are You Too Nice to Close the Deal?

Why making friends doesn’t always lead to making sales.

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See all

7 Steps to Sell Anything

It takes seven steps to close a sale, says Tom Hopkins, author of How to Master the Art of Selling. In Part 2 of his interview with InsuranceNewsNet Publisher Paul Feldman, Hopkins outlines those seven steps and how you can make them

Read Article →

LIMRA INSIGHTS

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Voluntary Options Continue to Resonate With Employers

As the labor market recovers from the Great Recession, employers are finding voluntary benefits can assist in their efforts to attract and retain staff.

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MDRT INSIGHTS

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The Appeal of Seriously Top Heavy Retirement Plans

The “cash balance” plan is a pension plan that business owners can use to reward both themselves and their key employees with outsized retirement plan contributions.

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NAIFA INSIGHTS

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Planning for Your Success in the Next Decade and Beyond

Advisors must play a more significant role in educating middle-market consumers about the value they bring to the savings process.

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AMERICAN COLLEGE

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Americans Overconfident and Unprepared for Retirement

If retirement planning were a subject in school, most Americans would receive a failing grade.

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FSP INSIGHTS

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IUL Illustrations Need a Makeover

The National Association of Insurance Commissioners takes a look at crediting rates in IUL illustrations.

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OTHERS

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Tom’s 12 Goals for Asking Good Questions

Questions must always be asked for a specific purpose. Here are the 12 goals you need to accomplish when questioning a potential client.

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