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Issue: February 2019 See all issues

FEATURES

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Learning The Art Of Sales In The School Literally Of Hard Knocks

After four decades in financial services, Lee Bethel still draws on the lessons learned from door-to-door sales.

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Rollover Business Revving Up To Roll Again

The steady growth of self-directed retirement accounts, combined with the rollback of the Department of Labor fiduciary rule, has IRA rollovers thriving once again.

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LIFE

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Now Is The Time To Update Your Clients’ Buy-Sell Agreements

Changes in the business environment over the past decade, combined with new life insurance products on the market, make this a good time to review older buy-sell agreements.

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ANNUITIES

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FIAs Could Overtake VAs By 2021

Cerulli research finds fixed indexed annuities are expected to rise to the top of the leaderboard over the next few years. What’s behind the prediction?

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HEALTH

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Getting Past The Minefield Of A Disability Claim

Your clients must know how to answer a number of questions correctly if they are to take control of their disability claims.

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FINANCIAL

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Use Interest Rate Hikes As Teachable Moment For Clients

When interest rate increases hit the news, it can be an opportunity to communicate with clients and improve their financial confidence.

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BUSINESS

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The Fortune Is In The Follow-Up

A 10-touch system to increase your closing ratio by up to 80 percent.

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The Self-Made, Real Housewife of Orange County

How Vicki Gunvalson balances a thriving life insurance business with being outrageous on The Real Housewives Of Orange County.

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IN THE FIELD

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Learning The Art Of Sales In The School Literally Of Hard Knocks

After four decades in financial services, Lee Bethel still draws on the lessons learned from door-to-door sales.

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LIMRA INSIGHTS

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Digital Model Plus Personal Touch: Just The Right Blend

Technology allows for greater business efficiency and streamlined processing while allowing advisors to expand their personal sales capacity.

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MDRT INSIGHTS

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Individual Policies Overcome Hidden Barriers In Group DI Plans

Many clients assume their group policies meet all their coverage needs, when in reality their group coverage opens their long-term financial safety to risk.

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NAIFA INSIGHTS

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Advisors Make Great Political Advocates

The skills that make you good at building relationships with clients are the same skills that can help you build relationships with elected officials.

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