Sales Ideas

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.


Reaching the Middle Market, Part 2: How to Make Yourself Heard

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.

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Reaching the Middle Market, Part 1: Why You Need a Strategy

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.

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Sales Ideas

May 10, 2017
  • Modified Endowment Contracts and the 7-Pay Test The rules can lead well-meaning clients without good advisors into tax-rule maze. Read more.
  • How Advisors Can Help Clients Age in Place As clients age, staying in their homes may require significant upgrades. Read more.

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.

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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).

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