Annuity Riders Explained

What is an annuity? An annuity is a financial product designed to accept and grow funds from an individual and then generate a stream of payments at a later point in time. Annuities are primarily used as a means of creating a steady cash flow for individuals during their retirement years. There are two basic … Continue reading

How to Conduct a Capital Needs Analysis

When determining the life insurance need, it becomes critically important for advisors to avoid telling prospects what they “should” or “ought” to do. Rather, the role of the financial professional is simply to facilitate the process of helping the prospect identify what they would want to have happen if, God forbid, they did not make … Continue reading

10 Reasons an Insurance Agent Needs an Online Presence

Have referrals to your business dropped off over the past two years? Are standard “always worked before” advertising methods less effective? Is the 100 calls = 10 appointments = 1 sale formula less accurate? Are outbound phone calls more effectively blocked by technology every day? If you’ve answered “YES” to any of the questions above, … Continue reading

Handling Sales Objections: “I Want to Shop Around”

Have you ever heard this objection from a potential client: “Okay. Well, thanks for the information. I want to shop around and will get back to you.” Unless you’ve only been in sales a day or two, you have. In most cases what are they really saying to you? They’re saying, “I want to know … Continue reading

The Hidden Insurance Sales Concealed Within Your Clients Federal Income Tax Return

I’ve been a member of the Million Dollar Round Table (MDRT) for 35 years and earned 21 Court of the Table designations and 12 Top of the Table designations. Taking the time to learn the federal income tax return has helped me achieve my success. As advisors, we have honed in on the federal income … Continue reading