Article Library

9 cognitive biases that impede your sales — and how to overcome them
Article posted by Vanessa De La Rosa
I want to bring you face-to-face with the cognitive fallacies and biases undermining your sales success, on both sides of the conversation, and how to overcome them.

Long-term care is a women's issue — or is it?
Article posted by Stephen Forman
A calculated attempt to market LTCI to women has been an ongoing plotline for years. What's not so obvious is whether this is desirable or warranted.

7 habits of effective insurance agents
Article posted by Justin Brown
Here are seven things the most effective insurance agents do on a regular basis. Try them and soon you, too, will be exceeding your sales goals.

Four things top producers do to sell cash value life insurance
Article posted by Lew Nason
Top producers who use these techniques are able to consistently attract more people, set more appointments, get more referrals and close 9 out of 10 sales calls.

Health care reform: what independent agents need to know
Article posted by Justin Brown
The reality is that this law will be cause for altering the way independent insurance agents have worked in the past. So, what do you need to know to prosper in this upcoming new environment? Here are a few starting points.

Stock market signs and predictions: déjà vu all over again?
Article posted by Jason Kestler
According to Warren Buffet, “There is no great mystery to the stock market. The longer I follow it, the less complicated it actually becomes. Buy stocks when they are cheap and everyone is afraid to own them. Don’t buy stocks when they are expensive and everyone is afraid of getting 'left behind.' In other words, be fearful when others are greedy, and greedy when others are fearful.”

Maximizing grandparents' gifts toward college financial planning
Article posted by Robert Link
Using life insurance and/or annuities, advisors can effectively assist in directing families toward accounts that provide no assessment of the grandparents' gift monies. This places the families in the best position to receive the maximum amount of college financial assistance possible.

9 statistics you should know about how affluent clients use social media
Article posted by Amy McIlwain
I suggest you take these findings into consideration — they will enhance your understanding of the relationship between high-net-worth investors and social media.

The IRA rollunder — a concept with guaranteed results
Article posted by Jeffrey Berson
The IRA rollunder is, without a doubt, the most exciting estate planning and preservation technique in use today.

Is your practice anchored by the past?
Article posted by Kathran Martin
It’s not news to you that competition is really heating up. There are more advisors competing in your space every day and there are fewer affluent clients looking for advisors. The phone doesn’t ring like it used to. Strategic alliances don’t work like they used to. But Mark Hurley says that as business leaders, we don’t think these headwinds impact us because we are anchored in the past.

Are you running your business like a slot machine?
Article posted by Brad Johnson
After looking at these ratios, the obvious question is this: Why wouldn't everyone run a 100 percent referral-based business?

How much life insurance do I need? 6 steps that will help your clients decide
Article posted by Sheryl Moore
The following is my take on how to assess the amount of life insurance one needs, and what products should be covering those needs. This discussion is intended only to give a general, high-level overview of a life insurance needs assessment. (And by all means, if you disagree with this self-taught theory, point out my mistakes!)