Category Archives: Bersonal Posts

John Sestina is a noted financial author and columnist. He runs a very successful financial planning firm in Columbus, OH. For years I have been listening to his podcasts and reading his articles. The best nugget I got from him … Continue reading →

“The Challenger Sale” by Mathew Dixon and Brent Adamson has been proclaimed as “the most important advance in selling in many years.” After just going through the training and after reading the book several times I am finally of the … Continue reading →

I have been on LinkedIn now for almost 3 years. I was a reluctant convert but once I got in I went in with everything I had. At first I was slightly puzzled about how to use LinkedIn to my … Continue reading →

Charitable giving programs can be funded in a number of ways, but none offer the unique advantages and the flexibility of life insurance. Typically, the amount of the policies death benefit is many times the total premium resulting in “leveraged” … Continue reading →

A good rule of thumb is that you are least impressive when you are trying hardest to impress. Rather than talking about strategy,positioning and marketing, think about what you’d say if you were sitting across the table from your best … Continue reading →

In our daily discussions with Reps we often get asked about LTCi policies and partnership programs. Owning a partnership-qualified LTCi policy is a good way for people to protect a portion of their retirement assets while providing a Medicaid safety … Continue reading →

  At the heart of every index universal life insurance sale is the illustration, which features the much-debated illustrated rate.Ask yourself: What is your confidence level in your illustrated rate? What is your client’s confidence level? How does that confidence … Continue reading →

For any of you who have been to our “Transition Training” or to our “Raise the Bar” training you know that we talk mostly about how questions can be the answer to your success. Thomas Freese is the guru who … Continue reading →

The Reversionary Annuity In recent weeks we have seen an increase in awareness and production of a very unique product called the  “reversionary annuity.” In my explanation I have called the product a life insurance product that becomes an immediate annuity … Continue reading →

Most of us are very knowledgeable about our business. Because of that when we meet a prospect or client we like to tell them what we know. However, at the very beginning of a presentation to a client it is … Continue reading →