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The FMO Scandal

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If you’re starting a business, you begin with a plan. Over the years, that plan is modified about 20 to 30 times before your business runs as smoothly and effectively as you first anticipated. You have high hopes and aspirations to not only make a good living, but to eventually live the life you had always dreamed of as long …

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Abortions not covered by insurance

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By Jess Seabolt, June 25, 2014 A bill prohibiting insurance policies and health maintenance organization contracts from providing coverage for abortions will go into effect July 1. House Bill 1123, authored by Rep. Jeff Thompson, R-Lizton, prohibits insurance companies from covering abortions, unless there is a specific circumstance, such as cases of rape, incest or the health of the mother. …

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Why Some Entrepreneurs Fail (While Others Wildly Succeed)

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The difference between entrepreneurs who fail and entrepreneurs who wildly succeed can be summed up by their appetite for one, five-syllable adjective: UNCOMFORTABLE.  Let me tell you a story to illustrate this point. When I was 24 years old, I agreed to accompany a broker on a sales call with an important prospect. We introduced ourselves and gave him our …

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General insurance industry needs a fresh lease of life

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The Financial Express, June 30, 2014 With the election handing a decisive mandate to the new government, now is the time for concrete steps to revive the economy. Budget 2014 is a critical platform wherein the government should announce macro and industry specific measures to enable the economy to return to the growth path. The general insurance industry is among …

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The $500,000 Life Insurance Gap

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By Ashlea Ebeling, June 11, 2014 Most families say they want enough life insurance to cover 14 years of lost income should the breadwinner die, but they have enough to cover only three years, according to a Life Insurance Gap survey put out by New York Life. That stark difference between perception and reality puts families at great financial risk, …

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Don’t Phone It In: The Subtle Art of Prospecting by Telephone

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These days, so much of our everyday exchanges happen online. Sure, it’s convenient, but not always the most appropriate venue for an insurance sale to take place. I happen to work with Medicare Supplements, and I find that phone calls are vastly underrated in terms of a way to close those sales. Initiating applications by phone actually makes great sense …

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You Are the Product

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“Understand that you need to sell YOU in order to advance your career, gain more respect, and increase your success, influence and income.” -Jay Abraham (American business executive, conference speaker, and author) In sales, it’s not how well you sell your product. It’s how you sell YOU. Product knowledge is not the main part of a sale, though it is …

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90% of Our Job is Avoiding Large Losses

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Picture this. Your best clients are John and Jane Smith. One day, you are sitting in your office, and the phone rings. You pick up the phone and it’s Jane Smith, who says, “I have some terrible news. John died last night. He was in a terrible car accident.” After you express your sincere sympathies to Jane and her family, …

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Persistence Makes for Better Persistency!

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Ours is a business full of twists and turns.  And it’s all a matter of how we handle those twists and turns that shape us.  I recently had an annuity case that put me to the test. And I wondered all through the entire process if I was man enough to complete it. Let me start from the beginning.  It …

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Unnamed billionaire buys record-breaking $201M life insurance policy

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The Associated Press, March 15, 2014 An unnamed Silicon Valley billionaire has purchased the world’s most valuable life insurance policy. The San Jose Mercury News reported Saturday that Guinness Book of World Record officials say the $201-million life insurance policy is more than double the previous record set in 1990 by an unidentified “entertainment industry figure.” A Southern California financial …

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