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.

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.

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.

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.

Death is scary (but we need to get over it)
Article posted by Paul Wilson
Advisors are a seasoned bunch who are accustomed to tough conversations with their clients. But it looks like it's time to make them even tougher. After all, so much is at stake, and things simply aren't improving.

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 in 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!)

Advisors matter
Article posted by Robert Kerzner
Throughout the world, legislators and regulators are banning commission-based advice. Even here is the U.S., there has been much discussion about instituting a universal fiduciary standard, which would effectively ban commission-based advice. The problem is, our research has shown that most people are willing to far less than the cost of providing that advice.

John Bogle predicts two 50 percent declines in the market over the next 10 years
Article posted by Roccy DeFrancesco
I’m sure many of you will want to use Mr. Bogle’s quotes when discussing the proper tools to help your clients grow and protect their wealth.