October 2017 Issue


FOCUS

Give Prospects Their "Propers"

In 1965 recording artist Otis Redding released a song he had written called Respect. Aretha Franklin re-arranged the song from that of “a......

Covering The Great Retirement Income Gap

Your clients have retirement figured out. They’ve saved diligently and checked off all the planning boxes. They’ll have a comfortable,......

Benefits Of Social Media Marketing To Financial Professionals And Agencies

The term Social Media Marketing (SMM) brings plenty of questions. Does social media marketing really matter? How can the use of social media increase......


Managing The Middle Market

Over the years, the insurance industry has evolved to help agents suit the needs of their diverse clientele. Agents are now more knowledgeable and have adopted well-rounded financial planning skills through access to improved products......

Romancing The Middle Market - The Future Of Chronic Illness Sales Success

When I was a young pup starting in the life insurance business, 40+ years ago, our bread and butter sales were made to mid-market consumers: People who had just gotten married or purchased a home, small business owners who greeted you......

Win At Work

Not long ago, I was catching up with one of my best friends over a delicious enchilada at the one and only Jose Tejas.  Despite being financial advisors at rival companies, we are like shrinks to one another.  This one time all-night......

Simplify The Agent Life Insurance Sales Process With Two New Technologies

The life insurance industry is usually lagging and playing catch-up with technology. There are many reasons for the lag such as costs, compliance and adoption. The Life Brokerage Technology Committee (LBTC) has made it a priority to research......

Having Some DI Is Not Having Enough DI

When considering personal insurance lines, “more” is almost always better.  More coverage means more financial protection against the bodily threats and risks that inevitably come with life.  When you prescribe your......

Broker Words

Broker Words

The “New Agent Crisis” is a figment of our own imagination.  Or rather, it should be.  After reading an article by Barry Moltz, 7 THINGS MILLENNIALS VALUE MOST AT WORK, (https://www.americanexpress.com/us/small-business/openforum/articles/7-things-millennials-value-most-at-work/),......

Marketing Update

DI Forum

The challenges we face are not just in the coming year but extend into the future as well. We have to motivate  advisors to teach their clients the importance of protecting their greatest asset—their income.  A long term......

Monthly Commentary

My $86 Haircut, Minivans, IUL And GUL

For my friends out there who have seen my head and how it can cast a blinding reflection if the sun is at the right angle, you may wonder how it is possible that I even need haircuts, let alone a haircut that costs $86? It will make sense......

Primary Liver Diseases: Primary Sclerosing Cholangitis And Primary Biliary Cirrhosis

Liver diseases can range from mild fatty liver disease to complete decompensation and loss of liver function,  Some are acquired by virus, some due to diet and alcohol use, some secondary from other body illnesses, and some are primary......

Mergers And Acquisitions

These days mark a flurry of merger and acquisition activity. Typically the parties focus on tangible assets and monetary figures. However, many concerns surround employees and their benefits such as retirement plans, paid time off accruals,......

Disability Insurance In America—The Crucial Subsidiary Of The Life Insurance Industry

We must observe that group disability insurance renewals are unpredictable.  Plans are exposed to:

  • Cancellation by insurer or plan sponsor.  
  • Susceptibility to a change of broker of record.......

Aspirational Marketing

Owning a Patek Philippe Calatrava watch, or Rolls Royce, or being listed as a patron of the local art museum is never necessary consumption.  Your cell phone will give you the time, a Chevy will get you where you need to go, and being......

Just Say No

I have always been impressed by the single minded purpose and passion of our dwindling cadre of LTCI specialists. To my knowledge no one has stayed as laser focused and dedicated to basic reason, sometimes painful truths and necessary......

News Releases

Society of Actuaries

The Society of Actuaries (SOA) announced the results of its member voting, with James M. Glickman, FSA, MAAA, CLU, serving as 2017-2018 president-elect. Glickman will begin his duties as the 70th SOA President at the 2018......