February 2012

The Science of Sales

Christophe Morin delves deep into why people buy, how they make buying decisions and react to sales presentations.

Beware the Tax Monster

Tax planning can scare clients—but it's a huge opportunity for advisors who know tax-advantaged products and how they fit the client's needs

January 2012

Six Principles of Powerful Persuasion

Robert B. Cialdini describes how insurance producers can apply his six principles to be masters of influence in order to move clients to make decisions faster.

Have Your Best Year Ever

With so much uncertainty in the air–regarding the economy, the elections, taxes, unemployment, foreclosures and more–how can producers succeed in 2012?

December 2011

Negotiating with Power

Roger Dawson reveals some of his proven techniques for cultivating a powerful bargaining frame-of-mind so that you can win a negotiation yet still look like the nice guy.

2012: Doom or Boom?

Ancient prophesies hint at disaster, but industry experts predict that 2012 might bring about a promising, tech-rich new era.

November 2011

Earn Your Sales MBA From Mackay

Harvey Mackay discusses how persistence and integrity – two critical aspects to finding success in the insurance business – still win the day, even in our nanosecond world.

The Psychology of the Life Insurance Buyer

Needs analysis pays off big – in fact, producers who recommend specific amounts of insurance can sell 60 percent more coverage than those who don't, according to new LIMRA data.

October 2011

Constructing the Authentic Salesman

On his way to insurance sales success, Michael McIntyre did his share of stumbling, but he loves sharing his stories and helping others thrive through their tough times.

Sell More with Less

With the sluggish economy and rising client expectations, producers face more pressure than ever with even less help. Top producers share their secrets to staying on top of the selling game.

September 2011

Outrageous Marketing – Outrageous Results

If you want better results from your marketing, it's time to get OUTRAGEOUS! Bill Glazer, master of the outrageous, tells how even the most staid insurance producers can get started by getting just a little wacky.

Annuity Illustrations Under Fire

State regulators are close to adopting rules that would clamp down on illustrations that companies and producers offer with fixed annuities—illustrations that critics have called unrealistic and inconsistent.

August 2011

Caring is Contagious (And Profitable)

Harvey Mackay, the man who taught you how to Swim With the Sharks Without Being Eaten Alive, is back to show you how to be so indispensable to your clients you'll never lose one again.

The Advisor Retirement Trap

This time of year, some people start getting the idea that it would be nice to stay at the vacation house and retire, but then reality sets in.

A Producer's Guide to Business Transition Planning

Boomers might be realizing that selling their business and retiring is not as easy as they imagined—and that could be an opportunity for you.

July 2011

Selling to the Reptilian Brain

Did you know you have three brains? So do your clients and if you are not talking to the decision-making brain, you are wasting your time and marketing.

How to Sell on Vacation

Vacation means recharging the batteries for many people, but salespeople see opportunity everywhere. Here's how to take advantage of the opportunities without looking like "that salesguy."

Med Supps Will Beat Back MA Challenge

Medicare Supplement enrollees have been dropping while Medicare Advantage enrollment has been growing, but it looks like those trends might be reversing.

June 2011

Getting it Done - Faster, Better and Easier

If you're struggling to stay afloat amid all the things you have to do, the author of Getting Things Done can help you stop treading water and start getting somewhere.

The Secrets Boomers Keep

Do you get a sense that your boomer clients aren't telling you something? You're right. Learn how to unlock their secrets.

American General: Writing a New Chapter

American General has long been a favorite for many independent producers, but that was put to the test after the near-collapse of its parent company, AIG. The company has been earning back the business seller by seller.

May 2011

Even More Lessons from Famously Bad Estate Planning

In the third edition of one of our favorite features, we learn the iron-clad value of a well-built trust.

Create a Client Windfall: Instant Strategies to Amplify Your Advertising and PR

Janet Switzer wrote the book on Instant Income and how any company can start generating cash now. Producers can learn how they can (almost) immediately turn on the tap by using the secrets Switzer shares in an interview with Publisher Paul Feldman.

The Luckiest Estate Plan Ever!

George Steinbrenner had been accused of lucking into much of his success – at least, according to Yankees haters. Well, George has the last, $500 million, laugh.

April 2011

Unfair & Unbalanced Annuity Coverage

Even after the indexed annuity industry vindicated itself in fight after fight, the media is still on the attack. Some in the industry are fighting back.

How Now Can Change Your Life

Tap into the power of Neil Fiore's Now Habit to ignite productivity by simply changing your perspective.

March 2011

"And Here's How I Sold the Big Case"

Our intrepid Contributing Editor, Linda Koco, learns what it takes to crack the big cases–the diligence of a detective and the compassion of a counselor.

Uncage Your Inner Guerrilla

Jay Conrad Levinson was part of some of the most recognizable campaigns in advertising history, such as the Marlboro Man and the Pillsbury Doughboy. Then he shared his marketing smarts with the little guy and the revolution began!

February 2011

Is Estate Planning Dead?

The higher estate tax exemption and lower rate might seem to take the necessity out of estate planning, but opportunity still abounds.

The Alchemy of Closing

Brian Tracy found out how to make sales gold early in his career and he wants everyone to know the recipe. Part 2 of our interview series.

January 2011

The Law of Sales Success

In this interview with Publisher Paul Feldman, Brian Tracy tells how the truly successful often started from nothing and reveals how to do it.

2011: The Hazardous Road Ahead

Sure, every year opens with its unique set of opportunities and challenges and the past few years have been doozies. But 2011 is shaping up to be the road trip of a lifetime.

December 2010

Unleash Your Leaders Within

The acclaimed author of One Minute Manager explains how to unlock potential by clearly directing but even more importantly, redirecting.

One Nation, Under Reform

All the new legislation and regulation—and uncertainty about future laws and rules—have many producers anxious about doing business. Learn what to do to keep thriving.

November 2010

Pre-eminent Thinking: Be First To Outperform Your Competition

Renowned executive coach Jay Abraham helps producers bring out success by uncovering hidden assets, overlooked opportunities, and undervalued possibilities.

Overcoming the Dreaded Words: "I Want to Cancel my Life Insurance"

No matter if the government says the recession is over, producers know times are still tough, especially as they increasingly hear the dreaded phrase: "I want to cancel my life insurance." This is an opportunity for producers to guide clients through some of the most difficult days of their financial lives.

October 2010

Words That SELL

The MDRT Generational Financial Confidence Study, conducted by the Boomer Project, shows that advisors need to serve different roles for different generations and should tailor their messages accordingly.

Chicken Soup for the Producer's Soul

Mark Victor Hansen built an empire based on stories told in his Chicken Soup for the Soul series and he believes everybody can build success, one story at a time.

September 2010

Trust Me, You'll Sell More

The man who literally wrote The Sales Bible is laying down the law of attraction for you to follow and dominate your market.

Life Insurance Shields Your Clients Against Roth Conversion Tax

Life insurance can be part of a strategy that takes advantage of the tax treatment of traditional IRAs and Roth IRAs.

August 2010

The Story Behind the Story, How SEC 151A Was Overturned

The headlines have been dramatic lately, with the federal court vacating Rule 151A and Congress passing legislation barring the Securities and Exchange Commission from indexed annuity regulation.

Coming to Grips with Reform and its Impact on Drug Coverage

The health reform headlines have been about doctors and hospitals, but prescription drugs are an important part of the story.

July 2010

The Ultimate Insurance Sales Machine: How to Double Your Sales

One of the nation's pre-eminent sales and marketing experts, Chet Holmes,
wants to help you double your sales in one year.

The Perfect Combination

Wall Street-types tell clients they would be crazy to put tax-deferred annuities
into tax-deferred IRA plans. Here are five reasons why they're wrong.

June 2010

Fix Your Sales: Increase Your Presentation Power by 29 Percent

Stop guessing about what you are doing wrong in sales. LIMRA research shows how you can increase your client's willingness to buy by using choice architecture.

Redefining Income Annuities for a Consumption World

Do you know the words consumers most relate to in selling income annuities?

May 2010

Lessons of Famously Bad Estate Planning

Sure, celebrity screw-ups are a guilty pleasure, but they offer up some important financial lessons for our clients.

ESOPs Let Owners Cash In on the Business They’ve Built

Ownership succession planning represents a growing opportunity for insurance advisors, especially with employee stock ownership plans.

April 2010

Hang On! Traditional Fixed, Indexed and Variable Products Take the Industry for a Ride

In our annual review of annuity market trends, experts in traditional fixed, indexed and variable products look at where we’ve been and where we’re going.

Universal Life Opportunities Are Poised to Grow in the Small Business Market

While it’s been tough times, no other market segment has been more greatly affected than small businesses and their families in the middle market.

March 2010

Insurers Launch New Attack Against Life Settlements

The life insurance industry called for a ban on securitization for life settlements to prevent STOLI, but the settlements industry is saying the only thing it will prevent is the right of seniors to sell their policies.

The $100 Million Case and Other Big Case Stories

Everybody wants to hear about how to land the big cases, but is it all luck? If so, that’s when preparation meets opportunity.

February 2010

2010 Tax Law Changes Every Advisor Must Know

This is one of those rare years that new laws will actually help producers make sales. See how tax planning can mean opportunities.

Creating a Formal Policy Review Program

Forget the same-old, bad hype about replacements. It is your duty to make sure your clients are in the right policies.

January 2010

Black Swan Events

Learn the power of offering predictable products in an unpredictable world as this theory is applied to life-changing events at all levels of our experiences.

Regulators Target "Source of Funds"

If other states follow Arkansas’ lead, independent agents around the country could find themselves hamstrung in certain annuity sales circumstances.

December 2009

The Year of the Tiger

2010 will be a year of dramatic change according to the Chinese calendar. But you don’t need a calendar to tell you we live in interesting times. Take a glimpse at what’s coming.

The Coming Wave of Roth IRA Conversions

If they haven’t asked about it already, your clients will be looking for information on how to take advantage of this opportunity.

November 2009

Are Life Settlements the $170 Billion Elephant in the Room?

Life settlements have been criticized, demonized and snubbed since they were invented. But not only do they have staying power, their sales could be poised to explode.

The Positive Side of Surrender Charges

Surrender charges can prevent the investor from easily undoing carefully developed, long-term financial plans in a moment of weakness.

October 2009

The Fallen Advisor

There’s fraud and then there’s Epic Fraud. These are the stories that stun even seasoned investigators.

Tap into the 62%

That’s the percentage of clients who don’t know what life insurance they had or even why they bought it. It is time to revisit them.

September 2009

Reform Could Mean the End of the Private Health Care Industry

Health care reform has turned into health insurance reform that is looking to kill private enterprise.

The [B]right Ideas

Mentors in the business share observations on the way to grow successful careers.

August 2009

Capitol Offense

Many hoped this would be the year that simplified, transparent regulation came to insurance. But then reality intruded.

The Trophy Employee

Employers need to keep their best workers now more than ever. Despite perceived past abuses on plan design, deferred compensation remains a powerful tool for businesses.

July 2009

The Shifting Industry

We're operating in an ever-changing landscape reshaped by the economy. As companies react, products are changing.

Do You Have "It" Inside?

Super sales people have the "it" factor, but you can have "it," too. Learn how.

June 2009

Business As Unusual

With the economic turmoil, compliance is becoming more important for the industry. Th is is not the time or place to cut corners.

Is It RIP for ROP?

Are carriers pulling back on return of premium term or eliminating it?

May 2009

Riches to Rags: Famous Estate Planning Failures

Quite a few celebrities might have left a good-looking corpse but a very ugly estate plan. See how you can help your clients avoid their fate.

Bridge the Retirement Gap

It’s no secret that retirees are losing some of their nest egg. New York Life says SPIAs can fill the gap.

Check out the Famous Estate Planning Failures Wall Art

April 2009

WARNING: Policy Loans Not Tax-Free

We often mix the terms “untaxed” and “tax-free” but that could be misleading to clients and dangerous for producers.

Carriers Cut Annuity Production Just As Demand Explodes

Carriers have products that everyone wants, but they find themselves cutting production to make sure they have the reserves to support the annuities they sell.

March 2009

Keeping the Family Business in the Family

Learn how to keep the family business in the family, and make sure no one gets hurt by taxes.

Attract the Millionaire Next Door

You can attract small business clients with an SEP-IRA, and annuities are popular assets to use in them.

February 2009

Million Dollar Legacy

Help your clients minimize their tax liability while you maximize your life insurance sales.

The Go-To Products in 2009

Your business clients are looking to you to help provide health benefits in these tough times.

January 2009

Riding the Income Rapids: Sales Strategies for Every Generation

Get all the generations aboard in income-planning. Helping younger generations can build a lifetime of business.

SEC Rule 151A

NAFA says today, more than in any previous market decline, market downturns will be what motivates consumers to fly.

December 2008

Outlook 2009: What's Next?

If you are ready to tear your eyes away from the traffic wreck that 2008 was, here is a look at the road ahead...

Safety First

You sell what consumers need right now, safety for funds and families. Life insurance offers stability and iron-clad promises.

November 2008

The Days After: How to Prosper as Wall Street Digs Out

It's a Brave New World, but it is up to advisors to bring the bravery to their clients. Here's how.

Life Settlements: The Multi-purpose Planning Tool

For financial professionals working with life settlements, considering more advance financial planning strategies can help expand your business while benefiting eligible clients.

October 2008

Should We Take Them At Face Value?

After a year or so of trying to tune out the noisy clutter of election time, we take a good look at the candidates. What do we see?

Tipping the Scales

Life insurance should be a key part of the funding strategy for a tax-qualified retirement plan.

September 2008

It's a Changing World

It's not business as usual out there... many sense significant changes are coming. We explore major trends affecting the insurance industry.

Riding the Bear Market

In this bear market, variable annuities are one of the few products for investor security.

August 2008

The SEC vs The Insurance Industry

The fight is on. The SEC proposed rules 151A and 12h-7 would classify equity-indexed annuities as securities and not insurance products, but that's not the end of the story.

The Silver Tsunami

The boomer generation is starting to retire. Will you be able to meet their needs?