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Issue: September 2015 See all issues

FEATURES

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Do You Have What It Takes for Advanced Sales?

How do you get to the advanced level of life insurance selling? One trait that all advanced practitioners share is a deep-seated commitment to designing life insurance plans and solutions that help resolve even the most complex needs.

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The Great Presentainer

The most influential salespeople don’t just present material to their audience. They entertain and engage their audience. Dave VanHoose is a master of what he calls “presentainment.” In an interview with InsuranceNewsNet Publisher Paul Feldman, Dave describes how to craft entertaining presentations that close more business.

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LIFE

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How to Turn a Discussion About Death Into an Opportunity

Advisors fear that putting the subject of death directly on the table will make clients uncomfortable and push them away.

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Death Benefit-Only Plan Opens Opportunity in Nonprofit Sector

Providing this coverage to a key employee can be a profitable venture into nonprofits.

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ANNUITIES

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Generation Y’s Surprising Interest in Annuities, Security

Many members of Generation Y are facing high student loan debt and disappointing job prospects. Nonetheless, they are considering how they will fund retirement.

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What Does $100,000 Look Like In Retirement? Protecting Against Longevity Risk

Index annuities can help your clients with the income and flexibility to cover retirement expenses they may not have considered.

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HEALTH

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3rd Enrollment Season Is the Charm for Benefits-Focused Advisors

It’s time to gear up for another open enrollment season. Here are some things to keep in mind as you get ready to serve your clients through this busy time of year.

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FINANCIAL

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Find Advanced Opportunity in the Business Market

Advanced life insurance sales professionals have excellent expertise that no one else in the business has, but they do need to adapt to market changes.

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BUSINESS

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How to Reach the Retired Before They Retire

Employees who are nearing the end of their working years are prime prospects for advisors. With the right amount of preparation, you can get a foot in the workplace door.

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The Great Presentainer

The most influential salespeople don’t just present material to their audience. They entertain and engage their audience. Dave VanHoose is a master of what he calls “presentainment.” In an interview with InsuranceNewsNet Publisher Paul Feldman, Dave describes how to craft entertaining presentations that close more business.

Read Article →

LIMRA INSIGHTS

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Awareness Is the Key to Increased Life Insurance Ownership

Consumers’ perception that life insurance costs too much is due in part to a lack of awareness.

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MDRT INSIGHTS

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Specialization and Collaboration Help You Become a Lead Advisor

Specialize in the area in which you bring the most value to your client, and then build a team of trusted advisors who complement your strengths.

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NAIFA INSIGHTS

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7 Secrets to Successful Selling

Now is a great time to be in the profession of selling, according to a noted author and personal-development expert.

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AMERICAN COLLEGE

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How to Help Families Understand Life Insurance Is Not Optional

When families understand the real cost of life insurance, they realize that not only can they afford it, but they cannot afford to go without it.

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