Prospecting Corner: Red Flags in Prospecting

Q: I need more prospects — but is every prospect that comes my way worth pursuing? A: In a word, no. Not every contact is truly a prospect, and it’s as important to know who to avoid as who to approach. Read on to discover which classic “types” are rarely looking to buy. Consider this … Continue reading

Back to Basics

5 Key opportunities for survivorship universal life in legacy planning The recent tax legislation — which, as most of us know, provides a $5 million estate/gift/generation-skipping transfer tax exemption — has prompted many agents to refine their approach to the broader market for estate planning. Rather than focusing on an estate tax-driven approach, these agents … Continue reading