Life

Most agents who offer index annuities to their clients understand the many benefits of the index annuity: annual reset, protection of principal, ability to participate in a variety of markets and tax deferral. However, one important aspect that is often overlooked is how these products can help protect our clients’ purchasing power of their dollars. Many people in retirement, or …

The most successful life insurance agents recognize that product changes over the years are a direct reflection of prevailing economic conditions and the way the public perceives them. In other words, life insurance, just like so many other products, is a child of its times. Understanding the marketplace dynamics––and how they can change––helps those in life insurance sales to work …

One of the biggest challenges most financial professionals face is helping clients (and prospects) truly understand life insurance.  The harsh reality is that life insurance is a very complicated, misunderstood, and often overlooked piece of a comprehensive financial plan. The best solution I found is to make this difficult discussion an educational process – versus a sales process.  What most …

A lot has changed since 1985 when I entered the senior insurance market.  Back then, I worked with a captive company and learned as much as I could about Medicare, long-term care, and individual life insurance and fixed annuities. When the government standardized Medicare Supplement plans in 1992, this product became a commodity.  This was great for consumers, but not …

We’ve all heard the old adage that timing is everything. This is certainly true in the world of estate planning and wealth transfer, especially right now. In 2010, the Tax Relief, Unemployment Insurance Reauthorization, and Job Creation Act postponed higher taxes and lowered the estate tax exemption we expected in 2011–but only until 2013. The act included a higher exemption …

Many agents walk away from potential sales because they think the client is too sick or too old to obtain coverage. Years ago, there was a true impaired risk market where companies such as US Life and State Life would underwrite cases using different criteria and many times accepted risks that other companies would not. That is no longer the …

If you have been selling annuities for more than 10 years, you may be sitting on a goldmine. I would bet the farm the majority of the seniors that own those annuities do not even take the interest on the gains, as we all know annuities were designed for income! In fact the majority of clients knew way back on …

According to the most recent survey conducted by the U.S. Department of Health and Human Services, 13.9 % of children in the U.S have special health care needs. These needs vary and can include a range of conditions including chronic physical, developmental, behavioral, or emotional challenges.  The special needs of these children typically require health and related services for an …

The financial consequences of a disability can be greater than those of a premature death. The disabled person is still a consumer, and, in many cases, medical and living expenses increase. If care is required, then an even greater financial and emotional burden is placed on the family of the disabled person. Long term care insurance is simply disability insurance …

That title really is industry speak but tries very hard to explain what this product offers. This plan is being aggressively marketed, now that other plans are getting some press and favorable sales numbers. The plans I am referring to are critical illness and chronic illness. What they have done with this plan is offer you a life insurance policy …