Bank channel eyes life insurance growth

Half of Gen X consumers and 55% of Gen Y consumers would consider buying a life insurance policy from their bank, according to a new report from industry research and consulting organization LIMRA. No big deal, Mr. Typical Independent Life Insurance Producer thinks. “The bank channel still represents just a little drop in the bucket … Continue reading

Some solid reasons to be high on life [insurance]

By Charles K. Hirsch, CLU.  From the September 1, 2012 issue of Life Insurance Selling Most top producers have a thick sales portfolio full of a wide array of products. This magazine reflects that diversity in its wide-ranging coverage of health insurance, annuities, long-term care, disability insurance, etc., etc., etc. But still, for most top … Continue reading

Why People Buy Annuities

LIMRA annuity researcher says surveyshows clients are anxious about income and need a financial plan before buying. Selling life insurance might seem to be more art than science. Sure, successful sales systems have their tested components derived from experimentation, but when it comes down to it, it’s the artful salesperson who usually closes the deal. … 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

Buyer (and Seller) Beware

Signing on to sell products for a new carrier is a little like buying a new car—you really want to get under the hood, so to speak. One thing that needs your careful consideration (but is often overlooked) is a carrier’s ratings. The general public is becoming increasingly savvy when it comes to purchasing policies … Continue reading