January 12, 2018
By Kenneth A. Shapiro
We’re all familiar with the formula for success in a new year.
We’ve heard the same words every year. They go something like this: Make more calls, talk to more prospects, prepare better proposals, and work harder than ever.
While every advisor can benefit from such advice, it may not be enough. Even though advisors may know how to sell life products, they can be more successful if they ask themselves five questions.
August 7, 2017
Social Security Survivor Benefits: Don’t Just Survive, Maximize The extra funds overlooked in survivor benefits can mean the difference between living in poverty and relative comfort for many clients. Read more.
Prepare Your Clients for These 5 Life Events Retirement planning is far from the only component of a robust financial plan. Read more.
June 19, 2017
By David Whiteside
Social media posts might not have magic powers
Last week, in Reaching the Middle Market, Part 1: Why You Need a Strategy, David Whiteside talked about how big, and complicated, the U.S. middle market really is.
Here, Whiteside talks about how insurance agents, advisors and other financial services players are dividing the middle market into segments, and how they’re getting the attention of the people in their target segments.
June 14, 2017
By David Whiteside
Most agents and advisors make their first sales in the middle market. Many then move on, but those first anxious visits around the kitchen table or in small, cluttered offices are part of their foundation.
Lower life and health commissions have re-focused agents elsewhere, but the middle market is still there, bigger than ever. As the affluent, senior, and large-group sectors become saturated, advisors are showing more interest in coming home to the middle market.
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.