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0:11:57

Approaches to long-term care

Timothy Clairmont 5.0

Clairmont shares a unique presentation technique he uses with clients to get them to see the value of life insurance.

0:14:46

Choosing vs. buying

Sofia Zervoudaki 0.0

Buying any kind of not-obligatory insurance is all about making a choice: to take action or to stand still, to talk about difficult issues or to take care of the easy ones, to use the funds for the "what ifs" or for the "now and heres." Zervoudaki discusses how to accomplish the task of making a client's choices — and their effects — entirely clear because, no matter what, there is always the opportunity cost, and that is specific and measurable. Learn how to prevent the client from choosing nothing over something because they can't see the best alternative.

True tale of life insurance in action

Marcia Annmarie Richards 0.0

Advisor helps widow handle finances after her husband's death.

0:19:20

Top of the Table via disability insurance

David C. Blake 0.0

Did you know that individual long-term disability insurance contracts can be offered as a supplemental employee benefit for highly compensated professionals with permanently discounted rates and on a "guaranteed issue" basis? Through this type of voluntary offering an employer can create the opportunity for its highly compensated employees to protect uninsured income sources, replace qualified retirement plan contributions and do so without having to satisfy any medical underwriting requirements. This type of sales approach has enabled Blake to place hundreds of individual disability policies every year and create localized client/prospect nests for cross-selling opportunities. Learn how offering this coverage can enhance an employer's LTD benefit, how to enlist the aid of existing executive/professional clients to start this dialogue with their employers, and how web-based enrollment platforms created by a number of U.S. based insurance carriers can allow you to effectively approach large populations of highly compensated prospects.

0:20:14

Insurance in action

Marvin H. Feldman, CLU, ChFC 5.0

Feldman offers ways to use real-life stories with your prospects.

Making the complex easy

Scott Rogers 0.0

Zlotnik encouraged members to keep it simple when interviewing clients.

0:14:29

Critical illness — line of credit

Godfrey Phillips, FChFP, JP 0.0

Learn strategies for selling critical illness insurance. Phillips offers his favorite techniques to demonstrate the need for this product. Presented at the 2016 Annual Meeting.

0:11:15

Keep it simple

George B. Sigurdson, BA, CLU 5.0

George Sigurdson shares how his critical illness payout saved his business while he underwent cancer treatment.

A son's final gift

Naoki Noda 5.0

Life insurance legacy helps parents go on

0:19:14

Financial oxygen

Alphonso B. Franco, RHU, RCIS, and Godfrey Phillips, FChFP, J.P. 0.0

Both critical illness insurance and life insurance are financial oxygen that protect us. The only question generally is how much financial oxygen we need to protect ourselves, our families and our business.

0:20:32

Legacy building

Frederick T. Scruggs, CLU, ChFC 0.0

Put yourself in the quarterback role for your clients' business planning process. Scruggs explains the advisor's long-term role in leading, managing, and organizing business success(ion) planning for private and family businesses. The advisor is best suited to manage this process — not the lawyer or banker, and certainly not the business owner. Your experience, current relationships, and access to resources make you the ideal choice for this role that could last for decades. Presented at the 2016 Annual Meeting.

When the facts aren't correct

Mitsuhiro Kondo 0.0

I wish I'd really understood my client's financial situation.

Medical crises don't stop during economic downturns

Delia Hui Wong 0.0

Convincing a young client to keep her policy shows advisor her mission.

Insurance helps doctor after heart attack

Richard Jones 0.0

The true story of an advisor who helped his client just in time

0:21:44

10-minute lesson on selling whole life insurance

Stephen N. Mathieu, ChFC, CLU 0.0

Mathieu shows insurance producers how to present and sell whole life insurance in a simple, understandable way. Gain new clients with the best financial tool ever invented — a product whose time is now!

0:09:18

진화하는 종신보험을 고객에게 전달하는 노하우

김현석 (Hyun-Suk, Kim) 0.0

끝없이 진화하고 있는 종신보험의 가치는 무엇인지 AIA생명 김현석 MP가 그 만의 종신보험 세일즈 노하우를 공개한다.