Sales Ideas

February 15, 2017

4 ways to bridge the $12 trillion life insurance gap A recent LIMRA study points to a significant underinsured life insurance market. Here’s where the biggest opportunities are to fill that need. Read more.

2017 Life Insurance Planning: Why this could be a strong year despite uncertainty in the tax law Check out this recent article and get a pro’s perspective – in case your crystal ball has been on the fritz lately too. Read more.


Meeting the needs of the middle market with combination products

January 13, 2017

Disruptive forces are causing carriers to focus on product innovation

Dec 28, 2016 | By Linda Chow

The US life, annuity and long-term care (LTC) industries are facing a number of disruptive forces, from macroeconomic changes and demographic shifts to rising consumer expectations. Carriers are responding by changing their business models, modifying sales distribution practices, digitizing core processes and functions, and upgrading their risk management capabilities.

In addition, there is an effort to stimulate revenue growth with innovative products that address industry issues and meet the enormous consumer need for LTC services and support. Among the products that have gained significant traction in the insurance industry are combination products, which combine base life or annuity policies with LTC riders.

This article will examine the rise of combination products, why they have enjoyed considerable growth in recent years and possible future developments in this increasingly important market.

Full Article


Advanced tax time planning: 15 life insurance considerations

December 7, 2016

Dec 07, 2016 | By Stephan R. Leimberg

Life insurance can be a superb savings asset, but it does carry distinct tax issues.

All conventional saving vehicles serve the same purpose, but the unique feature of life insurance is that it assures a desired accumulation at a specific, but uncertain time; namely at the time of the insured’s death. No other savings or investment tool makes such a guarantee.

Here are 15 life insurance tax issues to anticipate in advance of filing time, from “The Tools & Techniques of Life Insurance Planning” (6th Edition).

Full Article


Super-charge clients’ protection: Life insurance with DI

December 2, 2016

Nov 28, 2016 | By Richard M. Weber, M.B.A., CLU, AEP

When DI is combined with appropriate life insurance, a “double-duty” synergy is achieved, resulting in complete protection for the portion of human life value for which insurance exists.

A typical affluent family owns a variety of assets, including real estate, cars, retirement accounts, investments, cash and life insurance. But some assets may be vulnerable to possible loss, through economic downturns, mismanagement or natural disaster.

Fortunately, some of those losses can be offset by transferring the risk of loss to an insurance company. Still, there are other risks, such as job loss or experiencing a business failure, which cannot be so readily transferred.

Full Article



Sales Ideas

November 10, 2016
  • Financial planning that helps families avoid college debt This is how one advisor developed a strategic vision to help parents incorporate the cost of their children’s college education into the family’s comprehensive financial plan. Read more.
  • 18 scary retirement statistics These numbers show how frightened Americans are about their retirement readiness. Read more.
  • 3 new fears about the long-term care planning gap Lincoln Financial executives hope to see awareness month lead to action month. Read more.
  • 5 things you need to know about the future of life insurance The innovation needed to drive industry change is at long last taking root. Read more.

More Sales Ideas

September 26, 2016
  • Susan Glass: A champion for women in insurance The national president of Women in Insurance & Financial Services went from viewing the insurance industry as the domain of men to devoting her time to helping open doors for women. Read more.
  • Beyond sales: The power of why All too often we talk to prospects and clients as experts and wrongly assume they understand the why of the conversation as well as we do. Read more.
  • 5 Proven Ways to Reach Stuck Customers September’s Life Insurance Awareness Month is the perfect time to reach out to “stuck customers,” which LIMRA defines as those who know they need life insurance, but don’t have an individual policy. LIAM gives you a great “excuse” to say, “It’s Life Insurance Awareness Month. What better time than now to review your coverage?” LIMRA put together this great infographic with 5 tips to help. Read more.

Sales Ideas

September 22, 2016
  • Advisor of the Year Jeff Bucher talks about the future of the industry Advisor of the Year winner Jeff Bucher talks prospecting, dealing with the DOL and predictions for the industry. Read more.
  • Make “simplicity” your focus Follow these three easy steps to simplify your message for your busy clients. Read more.
  • Addressing the fear inside your client The fear and uncertainty our clients are feeling right now is much more severe than we realize. Read more.
  • 6 advantages of Indexed Universal Life insurance IUL policyowners enjoy virtually all the advantages they would enjoy if they owned regular universal life policies including flexibility and transparency. Read more.