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Issue: October 2011 See all issues

FEATURES

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Sell More With Less - How To Keep Your Head With More Demands And Fewer Resources

With the sluggish economy and rising client expectations, producers face more pressure than ever with even less help. Top producers share their secrets to staying on top of the selling game.

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Constructing The Authentic Salesman - An Interview With Michael Mcintyre

On his way to insurance sales success, Michael McIntyre did his share of stumbling, but he loves sharing his stories and helping others thrive through their tough times.

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LETTER FROM THE EDITOR

The Earned Easy

You make it look so easy. That''s the irony of the sales business- the harder you work, the easier it looks. You''re a successful salesperson. I know that because sales excellence requires curios

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LIFE

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Unclaimed Opportunity To Serve Past Clients

Keeping track of clients can help families in time of need uncovers opportunity and avoids devastating company audits

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Rich Niche – Great Need

Family businesses are the bedrock of many towns and the economy as a whole, but many fail in the transition between generations. Life insurance can change that.

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ANNUITIES

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A Producer's Guide To Selling Suitably

Many new requirements are going into effect – now is the time to see how they really work.

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Delayed Income Annuity – The Ultimate Marshmallow Test

Delayed gratification has been the true test of success. Then what better product for retirement success is there than the delayed income annuity?

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HEALTH

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What Employees Don'T Know About Their Benefits Could Kill Their Future

A survey shows that your business clients’ employees don’t have a clue what risks they face in a personal health crisis.

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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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Say This, Not That

Everybody suffers from foot-in-mouth disease from time to time. Here are some guidelines to avoid the affliction.

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ASK THE SALES DOCTOR

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Ask The Advanced Sales Doctor With Dr. Csaba Sziklai

Are you in a rough patch where nothing is going right? The Sales Doctor has a prescription for that.

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LIMRA INSIGHTS

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Women Lag Behind Men In Retirement Savings

Regardless of the substantial socioeconomic advances women have made, most women are not prepared for retirement.

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MDRT INSIGHTS

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Four Steps To Overcome Di Objections

Do you know how to assist clients in making the choice to purchase disability income protection, particularly those who are concerned about price?

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Health Insurance Clean-Up On The Way

Washington State Insurance Commissioner Mike Kreidler has ordered Regence Group, the state''s largest health insurer, to correct ongoing errors and problems. The problem list includes: more than

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Va Sales Up, But Not Vul

Although variable annuity (VA) sales have taken a ride in the up escalator this year, variable universal life (VUL) sales appear to be on stand-by. For the first six months, VUL sales did grow by

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What Employees Don'T Know About Life

More than one-fourth of employees are unfamiliar with the basic features of their own life insurance policies, according to a new insurance literacy study from MetLife. Examples include: 24 per

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Gu Aranty Fund Annuity Limits Going Up

Until recent years, the various statebased life/health guaranty associations typically provided consumers with coverage of at least $100,000 for annuity withdrawal or payment values if their annu

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OTHERS

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The View From The Field

InsuranceNewsNet asked top distributors in the business where the industry is going, what concerns them and if they have any tips for producers.

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