Long-Term Care

The Biggest Need Your Clients Haven’t Addressed: Long-Term Care

A key to success in sales is figuring out what your clients want and providing it to them.  The reality is that your clients want long-term care insurance (LTCI). They ...

Agent Training Diagnosis: What’s Wrong, What’s Right, What’s Next?

You have probably read industry reports that indicate that agents value training. For example, a recent LIMRA report entitled “What Producers Value” concluded in their ...

You Can Get a Decent Rate of Growth If…

Will Annuity Agents Branch Out to Sell Single Premium Whole Life? It is no mystery what most clients want from the financial experts in their life. They want those experts ...

No Pain, No Gain: How to Deliver Real Training that Drives More Sales

The word training may be the most abused term in our industry. A marketing organization offers a webinar on a new product or sales system and calls it training. A carrier ...

Annuities in 401(k)s: New Regulations Highlight Importance, Create Opportunities

On February 2, 2012, federal officials from the Council of Economic Advisors to the President as well as the U.S. Treasury and Labor Departments released statements ...