Industry Articles

January 18, 2018
  • Ways to Help Americans Save More for Retirement
    Their hope for peace of mind in old age may start with you. Read more.


  • Transamerica to Outsource Life, Voluntary Benefits and Annuity Administration
    Employees whose roles are in scope will be offered jobs by Tata, executives say. Read more.

5 Questions to Boost Your 2018 Life Insurance Sales

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.

Full Article

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.

Full Article

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.

Full Article

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.