Case Design

#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…

James Christie | Be Aware or Beware Part II

In my previous article titled “Be Aware of Beware – Part 1” we discussed the importance of truly understanding the underlying defaults setup in a carrier’s illustration system.  We explored the “Minimum Non-MEC” solve and uncovered how at times it…

James Christie | Be Aware or Beware – Part 1

In my previous article titled “Flip the Script-Solve for the Rate” I discussed a different way to go about illustrating and selling a non-guaranteed insurance product, specifically Indexed universal life for cash accumulation and income purposes.  The steps to follow…

James Christie | Flip the Script – Solve for the Rate

The IUL marketplace is backwards, matter of fact, it is upside down. Frankly, the way products are being sold right now feels like we are a bunch of mouth-breathers. As I spoke about in the first post of this series,…

#160 | Policy Funding on the Margin

A couple of weeks ago, one of the subscribers to this site reached out about a curious calculation he’d run while reviewing a proposal for one of his clients. The basic crux of the question was why seemingly minor changes…

#63 | Managing a Shadow Account Conversation

A year or so ago, I worked on a case with a producer on an extremely successful financier with three degrees from Harvard, one of which was a JD. All went well and the producer placed a large Guaranteed SUL…

#62 | Managing a Conversation about Non-Guaranteed Elements

[et_pb_section fb_built="1" _builder_version="3.0.90" custom_padding="0px|20px|15px|20px"][et_pb_row custom_padding="15px|0px|27px|0px" _builder_version="3.0.47" background_size="initial" background_position="top_left" background_repeat="repeat"][et_pb_column type="4_4" _builder_version="3.0.47" parallax="off" parallax_method="on"][et_pb_text _builder_version="3.0.91" header_font="||||||||" header_2_font="||||||||" background_size="initial" background_position="top_left" background_repeat="repeat"]It’s no surprise that clients generally don’t trust insurance companies, but one of the industry’s dirty little secrets is that most independent…

#56 | Indexed UL and Illustrated Rates

[et_pb_section fb_built="1" _builder_version="3.0.90" custom_padding="0px|20px|15px|20px"][et_pb_row custom_padding="15px|0px|27px|0px" _builder_version="3.0.47" background_size="initial" background_position="top_left" background_repeat="repeat"][et_pb_column type="4_4" _builder_version="3.0.47" parallax="off" parallax_method="on"][et_pb_text _builder_version="3.0.91" header_font="||||||||" header_2_font="||||||||" background_size="initial" background_position="top_left" background_repeat="repeat"]Whenever I talk about Indexed UL, someone inevitably asks me what illustrated rate is best for Indexed UL. I have a love/hate…

#52 | Maximizing Term Coverage Efficiency

[et_pb_section fb_built="1" _builder_version="3.0.90" custom_padding="0px|20px|15px|20px"][et_pb_row custom_padding="15px|0px|27px|0px" _builder_version="3.0.47" background_size="initial" background_position="top_left" background_repeat="repeat"][et_pb_column type="4_4" _builder_version="3.0.47" parallax="off" parallax_method="on"][et_pb_text _builder_version="3.0.91" header_font="||||||||" header_2_font="||||||||" background_size="initial" background_position="top_left" background_repeat="repeat"]In life insurance, cost is more obvious than value. Thirty year guaranteed level term coverage is obviously more expensive than 10 year…

#51 | Anatomy of an Anomaly

[et_pb_section fb_built="1" _builder_version="3.0.90" custom_padding="0px|20px|15px|20px"][et_pb_row custom_padding="15px|0px|27px|0px" _builder_version="3.0.47" background_size="initial" background_position="top_left" background_repeat="repeat"][et_pb_column type="4_4" _builder_version="3.0.47" parallax="off" parallax_method="on"][et_pb_text _builder_version="3.0.91" header_font="||||||||" header_2_font="||||||||" background_size="initial" background_position="top_left" background_repeat="repeat"]While I was working for NFP and for my first year of flying solo, I told people that my business was reverse…

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