When I started in the DI business 16 years ago, my mentors were relentless in their teaching that although quite rewarding and very lucrative, disability insurance simply doesn’t sell itself. Unlike other insurance lines, selling DI requires unrivaled finesse, but most importantly persistence in an attempt to convince a prospective client that their body specifically […]
Today is one of my favorite times of year. I love the changing of the weather and the fall colors coming forth. After months of Southern California heat, I am always glad to feel the air cool a bit. But what I enjoy most about Halloween is the holiday itself – the decorations, carving pumpkins, […]
We often are asked by professional insurance producers for sales ideas, marketing strategies, what’s working, what’s not and many other similar questions. Insurance producers are always trying to find the magic bullet. The true answer is that there is no magic bullet! However, there are things that work, provided you do them correctly. There are […]
PART 3 – We must observe that group disability insurance renewals are unpredictable. Plans are exposed to: Cancellation by Insurer or Plan Sponsor. Susceptibility to a change of Broker of Record. Business adjustments that may result in a group plan because of mergers, acquisitions or business failure. Individual Disability Income is often: Difficult […]
PART 2 – The experience of collecting premiums and investing reserves was probably the beginning of our industry’s inclination to view life insurance companies first as financial institutions and second as insurers. Life companies in general do not respond well to underwriting risk. Understanding this helps us to see how a separate insurance industry, the […]
PART 1 – The disability insurance industry in America is at a crossroads. One road leads to oblivion because many insurers have chosen to exit this business. The other road leads to monopoly because only a few life insurers have chosen to remain in the business. Tragedy for consumers and financial services professionals is the […]
The Oxford Dictionary defines the word “celebrity” as “a famous person, especially in entertainment or sport.” In this age so dominated by the millennial mindset, fame has found its way to persons of many genres that tend to push the boundaries of antiquated interpretations of sport and entertainment commonly found throughout the twentieth century. Our […]
As an insurance agent or broker, you dedicate considerable time, effort and direct hard-dollar expense to pursue the quest of planning for the financial security of your clients. Fundamental to their financial wellbeing is the creation of an income cash flow, under any contingency, adequate to match the outgoing cash flow also known as expenses. […]
Unlike earthquakes or tornadoes, hurricanes are relatively predictable and can be anticipated and tracked by meteorologists and atmospheric experts the world over. Those in their path usually have days to prepare and evacuate. Yet, tropical-born windstorms have proven year after year to be some of the most destructive, dangerous and costly forces of nature on […]
The personal-lines, corporate and employee-benefits insurance industries are chock-full with products and programs with which many of you are very familiar and probably make your living selling on a daily basis. Most non-property and non-casualty insurances fall under the usual categories of life, health, annuities, disability, travel and long-term care. And most brokers and agents […]