The PIU Communicator Library

Excuse Me for Mentioning It, But… - 10/05/2020

To a layperson, insurance is an unappealing product.  It has no moving parts, no chrome strips.  You can’t eat it, ride on it or sit on it.  You don’t even hang it on the wall to show your friends.  To most, insurance is simply a costly piece of paper that gets tossed into a dark […]

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Don’t Neglect Your Best Resources - 09/28/2020

As independent insurance brokers, advisors and general agents, many of you have practices focused on individual benefits and estate planning services.  You probably rarely venture into the group and employee benefits sectors, but it wouldn’t hinder your business at all to consider looking there once in a while.  With most insurance markets in a state […]

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Take the Case of…Ms. S. - 08/31/2020

Ms. S. is a 47-year-old attorney and partner of a California-based law firm.  After years of hard work and successful practice, she was enjoying a very comfortable lifestyle with her wife in their lovely San Francisco Bay-area home.  She was earning an annual income of $375,000, and was the primary breadwinner of the household. Her […]

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Hurdling Usual Insurance Roadblocks - 08/17/2020

Life and disability insurance sales are commonly hampered by the same problems, over and over again.  “My client takes meds for depression and anxiety.  My client suffered a heart attack and had stents implanted.  My client has been arrested for DUI.  My client has a history of cancer.  My client is too short for their […]

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Back to the Basics – Disability Insurance - 07/27/2020

Last week I was able to enjoy a socially-distanced dinner on the patio at the home of W. Harold Petersen, one of the pioneers and early champions of modern American income protection insurance, not to mention the retired founder of Petersen International Underwriters.  I have always heeded his sage business advice and commentary.  At the […]

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Exploring Niche Markets - 07/21/2020

Amongst the usual risk divisions of life and health insurance products, one can find many sub-groupings of unique plans that are extremely useful to the consumer and can be very profitable to the producer when one knows how and why to properly market and prescribe them. Although commonly considered inferior as outliers to rank and […]

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