Sales Practices

#269 | Tackling an Aggressive Premium Financing Proposal

Over the past year, I’ve seen somewhere around 50 proposals for new life insurance transactions from all corners of our business and sent to me by brokerages, agents and even consumers who find me on the internet or are referred…

#261 | The Compensation Conundrum

Now that the dust is settling on the changes to Section 7702, two big questions are starting to emerge. The first is in regards the degree to which life insurers are going to take advantage of the new latitude in…

#258 | Allianz Showcase & The Future of Illustrations

When AG 49-A was solidified over the summer, there were rumblings in the industry about rogue premium financing vendors and distribution firms planning to create their own spreadsheets to run illustrations that would not have to conform to the new…

#250 | McGinnis vs. Everyone

Two weeks ago, Life Annuity Specialist, a news publication for life insurers, ran an article about a lawsuit filed in Texas (here) by a consumer against his agent, the agent’s brokerage firm and the life insurer. My ears always perk…

#241 | The Premium Financing Exit Mirage

Indexed UL has undoubtedly ushered in a new era of hyper-aggressive premium financing deals and the reasons why aren’t hard to figure out. Indexed UL allows for illustrated rates based on hypothetical historical lookbacks and the maximum rate is the…

#214 | The Collateral Pressure Test

#206 | A Practitioner’s Guide to Picking Product

Since the inception of our industry, we have been bedeviled by the question of whether or not life insurance is a commodity. It is a question core to what we do and why we exist. If life insurance is a…

#201 | An Exchange Epidemic

There’s a famous (but apocryphal) exchange between the famous bank robber Willie Sutton and a reporter. When asked why he robs banks, Willie replied with: “because that’s where the money is.” The same could be said for why people exchange…