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 […]