C’est Moi

“When the legends die, the dreams end; there is no more greatness.”—Tecumseh The Paths We FollowRecently I have been...

Allianz Life

To help clients who are looking for growth potential paired with a level of protection from market volatility, Allianz Life Insurance Company...

My First Client Meetings

My first meeting with a “rich guy”: As I drove my 1990 Pontiac Grand Am through the gated community...

Money Like Water

Question: Where do fish keep their money? Answer: In riverbanks. Question: Why are some fish at...

2022 Analysis Of Worksite LTCI

The 2022 Milliman Long Term Care Insurance Survey, published in the July issue of Broker World magazine, was the 24th consecutive annual...

The ABCs Of Level Funding

Small to mid-size groups are looking for solutions, especially at a time when inflation and supply chain costs continue to rise. With...

There Are Worse Things In Life…

“There are worse things in life than death. Have you ever spent an evening with an insurance salesman?”

Smarter, Not Harder

“I grew up in New England. I think I was brought up with the Puritan ethic: That if you worked really...

Purpose, Philosophy, People And Process

I’m often asked, “What do you think makes The Marketing Alliance attractive to so many BGAs?” At the highest level it is...

Get Ready For College Planning Season 2022

The month of August kicks off one of the best times in our industry: College planning season. Traditionally, college planning season runs...

Why Use An IMO?

Captive Versus Independent…W2 Versus 1099…Fixed Costs Versus Variable Costs Once upon a time, the insurance companies that manufacture...

Broker Words—August 2022

Sad news indeed for those of us who appreciate the brokerage business as it was in years past. An icon of those...

Tweaked

Many of us will remember our mothers telling us as wayward children: “If you keep picking at it, it will never heal.”...

Protective Life

Protective Life Corporation, a wholly owned U.S. subsidiary of Dai‑ichi Life Holdings, Inc., (TSE:8750) announced the launch of its Protective® Aspirations variable...

Digital Life And Income Insurance (Tech) Companies Is A Growing Trend

We see what I like to call “digital insurance companies” and think instant issue and direct-to-consumer for low priced limited benefit products....

Over 150,000 Disability Claims* Filed August 2021! Talk About Need...

It’s fascinating to look at the Social Security statistics of filed claims for disability payments. The U.S. Social Security site breaks down...

Mutual of Omaha

Mutual of Omaha has launched a new hospital indemnity product that enhances its employer-provided benefits packages. Hospital indemnity insurance can help fill...

Allianz Life

Allianz Life Insurance Company of North America announced recently that it has named Karim Akhavan-Hezavei as senior vice president, chief operating officer...

Broker Words—July 2022

There is a series of commercials on TV these days (from a cable service that I despise due to their termination/billing practices)...

Down Markets Create Opportunity

In May, I attended a VUL academy meeting hosted by John Hancock where we talked about positioning ideas, illustration best practices, and...

2022 Milliman Long Term Care Insurance Survey

The 2022 Milliman Long Term Care Insurance Survey is the 24th consecutive annual review of stand-alone long-term care insurance (LTCI) published...

The Power Of The Pen

For a long time now, we have been sharing with you just how powerful the internet, social media, and the “electronics” with...

A Peek Behind The Curtain

Looking At The Choices That Go Into Designing A Hybrid Policy. We are always looking for new opportunities...

Consider All Viable Solutions

Flammable and inflammable mean the same thing. So do regardless and irregardless, though some (including my retired, English teacher mom) would tell...

My Amphibious Suburban And Life Insurance

Some of my fondest memories as a kid have to do with being on the lake in a boat enjoying water sports....

Our Most Important Job

Recently I was presenting to a group of financial professionals at a company-sponsored meeting. The meeting was in a city that I...

Insured: Addie Joss (A Fictional Account)

“I wondered why the baseball was getting bigger. Then it hit me.” —Anonymous On Tuesday, July 19, 2022, Major...

Sincere Speculation

I have again been offered the privilege of appearing on an industry conference panel. They needed an old guy who had been...

Insurance Marketing Automation For Distributors/Advisors And API Magic For Carrier Illustrations

In my last Tech-Tock article, I wrote about learning about the latest innovation in insurtech by attending onsite industry conferences. I am...

An interview With Eugene Cohen—Inflation And Disability Insurance: A...

With the help of Victor Cohen, this is part of our ongoing series with Eugene Cohen, founder of the Eugene Cohen Insurance...

Insurance Planning—How To Accomplish More With Less

Today we are talking about a remarkably interesting topic that most consumers and advisors have never even heard of, or spent the...

Selling Ancillary Products To Create Compelling Benefits Packages

To compete for and retain talent in the Great Resignation, employers are increasingly looking to their benefits offerings to set them apart...

Which Vegetable Is The Best? The Apple Or The Orange?

There are a few annuity and life insurance social media groups in which I am a “group expert.” These social media chat...

Three Meetings: A Microcosm Of The Middle Market

Last month I spent an entire day sitting in an agricultural construction company and meeting with fifteen of their employees. These were...

Broker Words—June 2022

It is my distinct pleasure to recognize here one of our industry’s perhaps unsung heroes, and my longtime dear friend, Ed Murray—this...

Succession Planning Is Sweeter Than Syrup

The Past, the Present, and the Future walked into a bar. It was tense. If you laughed at that,...

Long Term Care Epiphany

When I first studied the long term care issue in 1982, I sized it up quickly. People were living longer and dying...

Retaining A Positive Attitude

This country is in a dour mood in my opinion. This dour mood is due to a number of causes, and it...

Sometimes You Simply Cannot Fix Stupid

I recently observed my twenty-third anniversary in the long term care insurance industry. I am not certain that the adage, “Time flies...

Planning For Special Needs: Overcoming The “Atlas Syndrome” With Life Insurance

Nearly one-fifth of all Americans—more than 54 million—have a physical, sensory or intellectual disability, according to the National Organization on Disability.1 Many...

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