Fixed
Annuities: The Whole Picture
BY LAURA HAHN
If you could only see a portion of an artist's painting, would you be able to
guess the story he or she was trying to tell? It's highly unlikely, right? The
same is true if you are only looking at a portion of an annuity and trying to
determine if it fits within your client's story.
Life
Insurance Agents: Prospecting Pitfalls and How to Avoid Them
BY MICHAEL MURILLO
The economy changes, clients' incomes change, their life circumstances change
and your business changes. Like many industries, change is the one constant for
a life insurance agent. But one thing never changes: Your need to prospect. No
matter how many clients you have, how much premium you write and how much money
you earn, you always need to keep your business growing with new clients. It's
important if you're winning every company award and earning every company-wide
promotion, but it's especially critical if you're not satisfied with your
current level of production.
Health
Agents: How to Fight Low Commissions
BY NICHOLE MORFORD
Selling critical illness and accident coverage is about making good on that
classic insurance promise, peace of mind. In today's market, it's also about
helping your business thrive. Agents who have seen their commissions drop more
than 50 percent in the past year know that selling traditional health insurance
as a standalone product no longer makes for a viable business model. And
clients who have seen premiums skyrocket into unaffordable territory know that
they often can't pay for the amount of major medical coverage they need. The
solution for both clients and agents? Learning to combine the right products.
Long-Term
Care Awareness Month: 2 Tasks, 2 Hours, 2 Prospects
BY JESSE SLOME
The American Association for Long-Term Care Insurance created Long-Term Care
Awareness Month in 2001 as a grassroots awareness campaign designed to heighten
understanding. As an experienced marketer, I know that understanding is
the first step toward an ultimate sale.
Finding
Her Niche
BY STAFF WRITER
Mai Vu's career in insurance started with a stroke of fortuitous timing. Having
moved from Vietnam to California to attend college, then business school, she
saw a MassMutual ad on a career website a few months before she graduated. She
reviewed the job description and liked what she saw. In an industry dominated
by men, Vu felt that working as an agent held obvious appeal for women like
her, who wanted both a rewarding career and a flexible schedule.
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