Due to changes in market conditions, the life insurance industry has experienced a number of cap and participation rate reductions in recent months. While these changes have become common, it is important to note that not all carriers handle them the same. In some cases, carriers maintain caps for both new business and in-force, but in others, a carrier may lower caps on existing policies in order to keep higher caps on new policies to attract sales.

There are many cash-value life insurance products for clients who are focused on protecting their loved ones, wealth accumulation and tax-free distributions. The differences between these products can significantly impact the wealth accumulation potential of the policies. Let's examine the various cash-value products available and determine the top life insurance products for this purpose. 

How often do you search for a way to get the conversation with a prospect rolling on the right track, particularly taking the discussion into retirement planning territory? You can use the phrases below and the links provided to help shape a thought-provoking conversation and encourage your clients to spend a few minutes “predicting” how long they might live and what a potentially long life could mean.

Financial professionals often look at clients solely through the eyes of an illustration. We assume what a client looks like today will continue into eternity, instead of realizing that life changes over time. One example of this has to do with clients being able to afford higher contributions to an indexed universal life insurance (IUL) policy in the future than what they can afford today.

The selling landscape has changed. Going door to door and cold calling to sell financial products is not as effective as it once was. So what should financial professionals try to do to increase their sales?

One of the most common questions I get from advisors is "How can I find more leads"? You need to first evaluate the lead generation methods you currently use and improve them, or select alternative ways to market your business.

Until 1982 no statutory rule existed that defined the characteristics of life insurance for federal tax purposes. However, in the early 1980s, Congress was motivated to act by the development of a new generation of Universal Life contracts because these new products provided significantly more cash-value build-up than was needed to support the death benefit.

As more companies do away with defined benefit pension plans, the responsibility is left on individuals to ensure that they have enough income saved for retirement. The issue is many people don’t realize the importance of developing a financial strategy now or understand what needs to be done. Help your prospects and clients with a financial strategy that will help them not outlive their savings.

Updated: Nov 2020

The holidays means one thing in sales: stalls. All of the salespeople that came before us didn’t do us any favors by accepting the “call me after the holidays” excuse from prospects. During this time of the year, it’s the go-to stalling method for prospects.

To no surprise of anyone in our business, financial professionals often express to me their frustrations with the life insurance underwriting process. When I consult with them, I find myself asking the same important questions: