MANAGING SAFETY FOR AN AGING WORKFORCE Nearly one of four people aged 64 to 75 remain in the workforce and the number will skyrocket as the Baby Boomers reach retirement age, but want t...

MARKETING ANALYSIS-BY A DREAMER by Michael Manes I'm a dreamer-I think in concepts and gag on concrete details. I see every problem as an opportunity. I'm bored with today...

MAXIMIZING OWNERSHIP RETURN by Carol Hammes During the past several years, a relatively conservative investor could have achieved an annual investment return of 25% or more in the stock market t...

MERGERS AND ACQUISITIONS: MAKING THE DEALS by Sharon Cunningham Amid the merger and acquisition frenzy, many agencies believe the value of their businesses might never be higher. Sharon...

MERGERS: THE SIX KEY ISSUES by Larry Morrison, CMA, CLU, ChFC and Gary Jacobson, JD Before considering an agency merger, read this article. INTRODUCTION The pressure to ...

MUTUAL FUNDS: MODULE V-I OVERVIEW By now you've probably heard a great deal about mutual funds. So have many investment-minded members of the public. But, while ...

Remember, as salespeople we want to hear objections. When buyers send out these signals, they're giving you clues about their interest. Give the buyer a chance to make the decision based on the information you've provided. If you've done a good job throughout the sales process, the objections you hear should enable you to reconfirm your value to the buyer and close the sale.

'ONLY' AN INDEPENDENT AGENT: YOUR VALUE IN TODAY'S MARKET by Chris Burand With so many Web-based insurance sites and direct writers bypassing insurance agent...

OPTIMAL LONG-TERM PRODUCER INCENTIVES by Larry Morrison and Gary Jacobson The optimal program for producers involves training and support, short-term compensation and in...

OVERCOMING OBJECTIONS: MODULE IV-A Life insurance must be sold-it is seldom simply purchased because it's needed or mandatory, like Auto insurance often is. And any time you sell, you'...