An Interview with DuWayne Kilbo and Marc Schwartz: Why You Need to Review Your Clients’ Policies Now.

An Interview with DuWayne Kilbo and Marc Schwartz: Why You Need to Review Your Clients’ Policies Now.
In our previous two blogs, Marc Schwartz talked about how pricing adjustments among a few life insurers had created an "out-of-control" environment for some of our clients. In part two of "Putting Clients Back in Control," Marc explored several product solutions that can help put your clients back in control – but for you, what's most important is knowing first what your clients want out of their life insurance policies. Here, Marc and DuWayne Kilbo discuss why you need to review your clients' policies now. The idea and process of Policy Review has been around forever. Why is it so important n...
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What Can We Do to Put Clients Back in Control – Part Two

What Can We Do to Put Clients Back in Control – Part Two
In our previous blog we explained how many of our clients feel as though what they want and expect from their life insurance policy is no longer in their control. Because some life companies have taken actions that create additional uncertainty and expense for their customers, it's up to us, as experienced professionals, to find a way to put our clients back in control. The key is to know what's important to your clients and then find the products and features that deliver the predictability and value they expect. No Lapse Guarantees (NLG) No question that we've seen a dramatic retraction of t...
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What Can We Do to Put Clients Back in Control?

What Can We Do to Put Clients Back in Control?
You've probably noticed that life insurance has been making headlines recently – which is rarely a good thing. When both the Wall Street Journal and the New York Times sound off on how life insurance companies today are facing lawsuits from some of their customers, it's clearly cause for concern. The legal actions have mostly been prompted by increased premium requirements on universal life and long term care contracts. According to the companies, there are many reasons for the actions that result in the increases, including slow growth, a shrinking sales force, increased compliance requiremen...
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Minimum Wage Retirement Planning

Minimum Wage Retirement Planning
Selling is a creative and dynamic process, at times requiring fresh thinking and a different approach to engage customers. In the case of business owners, substantial monies are spent to attract and retain talented employees who can get the job done. However, often overlooked by business owners may be one of their better employees–the minimum wage employee. This is the lowest paid employee in the company who, if given the opportunity, has the ability to contribute significantly to a business owner's success and well-being. The "minimum wage employee" conversation is a creative and fresh way fo...
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