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Category: Inside The Industry

What you need to know about the life insurance marketplace and products. My humble commentary on political, legal, and economic trends that affect the industry.

Why are some life insurance salespeople so pushy?

Life insurance salespeople have long-suffered from a bad reputation. We are typically considered pushy, aggressive, manipulative, and untrustworthy. How did we get such a bad name? Here are some thoughts: The big money is in whole life. Agents with prominent…
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Your insurability is precious

Can you tell me the number one responsibility of a life insurance adviser? Is it to help the client clarify his or her need for life insurance?Is it to recommend the most appropriate product?Is it to get the lowest cost…
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Helping your clients get Policy Audits

Accountants, attorneys, coaches, and other financial advsiers frequently ask me for ways to connect with their clients about life insurance. The product is the foundation of financial security. What is a professional and effective way to make sure coverage is…
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It’s not the product – it’s the strategy

“Whole life insurance is a waste of your money.”“Whole life insurance gives you the best value.”“Buy term and invest the rest.”“Term is a waste of money.”“Indexed universal life is the best deal out there.”“Guaranteed universal life is the best deal…
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How to avoid giving bad advice to your clients about life insurance

Life insurance is the foundation of our finanacial portfolio. It is the only insurance product for which we are guaranteed to make a claim (assuming we keep the policy in force.) It covers the most disasterous of all risks –…
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Who merits great wealth?

Gerry W. Beyer of the Wills, Trusts, and Estates Prof Blog, just published the results of a survey of wealthy people. You know what they are worrried about? Not spoiling their kids with their inheritance. They will actually set condtions…
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An update on how life insurance underwriting is using Electronic Health Records (EHR)

Ken Leibow, Founder and Chief Executive Officer at InsurTech Express, recently published an update on EHR in Broker World. You would be amazed at the technological advancements being made to accelerate and simplify life insurance underwriting. I have been at…
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LIMRA Industry Associations Unite to Help Address the Life Insurance Coverage Gap in the United StatesSeven U.S. life insurance trade associations today announced they are pooling their resources to support the efforts of life insurers and financial security professionals as they help Americans get life insurance coverage and the certainty it provides at a time of great financial insecurity for many Americans.

LL Global, the parent organization of LIMRA and LOMA, the American Council of Life Insurers, Finseca, Life Happens, Million Dollar Round Table (MDRT), National Association of Insurance and Financial Advisors (NAIFA) and National Association of Independent Life Brokerage Agencies (NAILBA)…
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Should I Buy Life Insurance For My Cat?

Estate planning for pets is a big field now. The majority of American homes have one. Attorney Rachel Hirschfeld points out that pets are property, so their care becomes an issue if the owner predeceases them. This is especially true…
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I’ve recently been featured as guest contributor in Advisors Magazine.  You can read the article here.
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