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.

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.

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.

Scams, fraud, predatory sales tactics and smart decisions about money
Article posted by Karl Schilling
I want to make it very clear that professional salespeople are vital to our everyday lives and our overall financial well-being. The grave obstacles lie within the industries which promote predatory sales tactics and strive to make sales revenue at any cost.

Bridging the retirement gap with life insurance
Article posted by Jeff Reed
Our clients are not saving enough. Layer on top the increased tax rates and the possibility of higher rates in the future, and the stage is set for the one industry that can really step in and help them bridge the gap — the insurance industry.

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.