Every client is different.  Every client’s needs, goals, family situation, budget, risk tolerance, health, and protection concerns are unique.  What motivates your clients?  And why does it matter? Two big reasons why you want to learn what truly matters to your clients are:  1) You can better...

The traditional 162 Executive Bonus Plan is one of the simplest and most popular executive benefits offered in the small business market. The bonus is tax deductible and has few regulations and reporting requirements.  This makes the Executive Bonus Plan extremely attractive to many business owners. The...

Today’s clients understand the need for life insurance as a tool to use to protect their families, but they are concerned about taking on premium payments that will reduce their ability to save for retirement. They also realize that Social Security, pension plans and other assets might not be enough...

Life insurance is more than just a death benefit - there are numerous living benefits attached to life insurance which are available before the funeral procession ensues. During retirement, consumer attention often shifts from income replacement and mortgage protection to concerns about outliving retirement...

Policy review can be a great tool to get your foot in the door with a new or existing client. You will often find that the current policy is grossly underperforming due to the decrease in interest rates and that the policy is in danger of lapsing without increased premium payments. Upon review, if your...

As insurance advisors, we are often looking to sell our client’s products that will satisfy an immediate need or help them to reach a long-term planning objective. As a result, the discussion concerning the need for Final Expense Insurance frequently does not take place until the clients later years...

The yields in today’s marketplace on traditional short-term and long-term savings instruments are at an all time low. Individuals are looking for efficient strategies to grow their money that they have worked hard to accumulate, but fear high risk in the markets. There is a way to accomplish long-term...

With several of our core carriers offering their own flavor of Indexed UL today, positioning your clients in the best possible light for retirement income can be a confusing and lengthy process. It’s a full time job knowing all the moving parts for each Indexed UL product. Understanding how the products...

Placing the right policy, for the optimal amount, with the correct details, can be more challenging than it seems. Learning the common pitfalls and how to avoid them will not only help your clients get the coverage they need, but will also help you become a better producer. 10 of the most common mistakes...

Today's life insurance products are very different from past product offerings.  We need to educate and share details of how today's options can help solve the real life problems modern families face. Are we asking the proper questions?  Are we creating enough of a sense of urgency to move clients...