How innovative producers are using today’s hybrid products

By Charles K. Hirsch, CLU From the December 01, 2012 issue of Life Insurance Selling. Charles K. Hirsch, CLU, is a contributing editor at Life Insurance Selling. In this dynamic year for long-term care insurance products, a lot of agents have added the relatively new hybrid products to their sales portfolio. These products, which either combine … Continue reading

Sharpening the focus on a dynamic year for LTCI

Three top-level advisors share what’s working for them in the current long-term care insurance market. By Charles K. Hirsch, CLU from the November 1, 2012 issue of Life Insurance Selling • Charles K. Hirsch, CLU, is a contributing editor at Life Insurance Selling. From a high-level view of the long-term care insurance (LTCI) business, most … Continue reading

LTCI: Finding success in the LTCI market

The Essential Guide Despite the volatility in the long-term care insurance (LTCI) market, Meredith Pensack, CLTC, has continued to thrive. As owner of Long Term Care Insurance Planning in Newton, Mass., she’s consistently placed highly in the American Association for Long-Term Care Insurance annual sales rankings and is a member of the Million Dollar Round … Continue reading

Are you overlooking those who may need you the most?

Three top producers explain how they thrive by focusing on the needs of middle-income clients. Let their example be your guide to success in this vastly underserved market. I have a secret that I’d like to get off my chest. For more than 30 years, I have been affiliated with magazines in the life and … Continue reading

Generational Disconnect: How Veteran Advisors and Young Recruits KEEP ON TRACK

There comes a day when veteran independent advisors look away from their desks and sense a yawning gap in the middle of the office.  Across it they see a young advisor and then admit to themselves, “how fresh, energenic, bright – and clueless” That young recruit looks back, no doubt thinking how fuddy-duddy the older … Continue reading