Expanding the whole life conversation

If there’s a silver lining to the lackluster market performance of recent years, it’s that more clients appreciate the need for true — not just cosmetic — diversification in their approach to managing their financial investments. While diversification is no guarantee of success, of course, many clients have embraced the long-held notion that the key … Continue reading

Educating Clients About Policy Riders And Options Is Essential

When Dean Cartwright purchased a term life insurance policy from Southern Farm Bureau Life Insurance Company in 2001, he had one goal in mind: to protect his wife Susan in the event of his death. The self-employed landscaper and lawn maintenance company owner knew the importance of planning ahead for the unexpected and, after meeting … Continue reading

Life insurance as asset protection

The last five years have produced an explosion in the number of clients looking for solutions to both asset protection and estate planning issues. Your high net-worth (HNW) clients are rightly more concerned than ever before with loss than growth. That’s due to a variety of factors threatening their wealth, including increased litigation risk, decreased … Continue reading

Succeeding With Whole Life

  Advisor Steve Vasgaard helps his clients make the leap to financial stability. Experienced senior market advisors can recall when the stock markets could do no wrong. Clients­—and many advisors—assumed that stock and mutual fund portfolios would grow consistently by double digits. In contrast, cash value life insurance products were deemed a low-yield waste of … Continue reading

Making the Pitch

Try these strategies when selling life insurance to your senior clients. Although the uncertain economic environment benefits overall life insurance sales, you still need a sales strategy to motivate potential buyers. We asked two industry veterans, one in personal production and one overseeing a national sales force for a carrier, for their insights into today’s … Continue reading