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Issue: January 2011 See all issues

FEATURES

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The Law Of Sales Success

In this interview with Publisher Paul Feldman, Brian Tracy tells how the truly successful often started from nothing and reveals how to do it.

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2011: The Hazardous Road Ahead

Sure, every year opens with its unique set of opportunities and challenges and the past few years have been doozies. But 2011 is shaping up to be the road trip of a lifetime.

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LIFE

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Term-To-Perm To Settlement - Conversion Prior To Settlement Can Significantly Increase Your Client's Payout

Seniors and boomers are facing many unforeseen challenges, and term-to-perm conversions combined with a life insurance settlement can help face them.

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ANNUITIES

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The Case Against Inflation - Preserve Your Client's Retirement With A Smart Annuity Mix.

Inflation will be back, and producers have the best hedge against it.

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Smoking Out The Real Objections

You have answered all the objections and still, no sale. Maybe all of those were a smokescreen for the real objection.

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HEALTH

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Think Like A Surgeon

A good leader is like a doctor who is able to diagnose the strengths and potential weaknesses of the organization – learn what to watch out for and what you can leverage

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FINANCIAL

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Cybersecurity: A High-Stakes Gamble For Firms And Clients

Understanding cybersecurity means understanding what’s at stake for your business and your clients.

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BUSINESS

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Expand Your Business As A One-Stop Source

Be a one-stop shop and deliver for the lifetimes of business.

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CEO OUTLOOK

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2011 In The Making

American Equity CEO and President, Wendy C. Waugaman, reflects on 2010 and offers her insightful views on what lies ahead in 2011 for our industry

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OUTRAGEOUS ADVISOR MARKETING

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Outrageous Advisor Marketing

Create your avatar client and eliminate your uncooperative and difficult clients.

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The Law Of Sales Success

In this interview with Publisher Paul Feldman, Brian Tracy tells how the truly successful often started from nothing and reveals how to do it.

Read Article →

LIMRA INSIGHTS

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Build A Team And Profits Will Come

In today’s financial services sales practice, it’s not only about the person, but it’s also about being in an environment with the greatest potential for success.

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MDRT INSIGHTS

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How To Make Sure Your Clients Have Income For Life

Our ability as advisors to have an impact, give direction and protect retirement income has never been as great as it is today.

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Post Office Struggles With Retiree Health Benefits

The USPS is asking Congress to eradicate the 2006 mandate requiring the service to pre-fund its future retirees'' health benefits with annual payments of $5.5 billion. Congress mandates this payment

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Carriers Reshuffle Top Deck In Sales

Fixed annuities carriers shuffled the top slots in sales during the third quarter, according to the Beacon Research Fixed Annuity Premium Study. Allianz moved up a notch to become the quarter''s

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What Ul Prospects Should Evaluate

Potential universal life (UL) insurance policyholders should evaluate personal life circumstances and their long-term needs to determine the appropriate policy, as well as adjust their policies wh

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Indexed Annuity Sales Grow, Fixed Annuity Sales Slide

Third-quarter annuity sales reports included a 16 percent increase in indexed annuities (IA), to $8.7 billion, but that could not reverse an overall slide in the total fixed annuity sales, which dro

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