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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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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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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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ANNUITIES

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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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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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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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Caution: Offer On Table May Not Be As Good As It Appears

When a new firm makes an offer to recruit you, look beyond the financial incentive.

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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 Insurers Doing Ok

The publicly traded health insurers and managed care companies that it monitors will generate strong second-half 2011 interest coverage (the ability to meet interest payments on outstanding debt),

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Income Annuity Sales Are Turning Heads

New York Life is reporting that its fixed immediate annuity sales topped $1 billion in the first six months of 2011-up 26 percent over same period last year. Distribution is through New York Life

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Estate Tax Return Scorecard

The number of federal estate tax returns filed for all decedents fell "significantly" between 2001 and 2009, from 108,071 to 38,031, according to this summer''s issue of the "Statistics of Income

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Infl Ation Is On The Mind , Too

At least, that''s the case at John Hancock Annuities. The Boston carrier just rolled out an inflation-adjusted annuity called Inflation Guard. It''s a traditional fixed annuity that promises "a po

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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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