An objection is often just a request for more information, because remember: people are conditioned to say no. You might consider answering an objection with a question to find out why the customer objects. Sometimes customers will realize that they don’t really object; they just didn’t know they had a need. Take a look at […]
Situation: Typically, this monthly publication focuses on the technical side of life insurance. In honor of Life Insurance Awareness Month, we are taking a slightly different path to report on the dismal state of affairs concerning life insurance ownership in the United States. Overall, 41% of Americans say they don’t have sufficient life insurance coverage. […]
In remembrance of the 2,977 who were killed in the 2001 September 11 attacks I thought it appropriate to write about an article that appeared in the New York Times in 2015, written by Kenneth Feinberg, the expert who decided how much should be paid to individual victims and their families. The lessons he personally […]
Life insurance is generally thought of in terms of protecting loved ones in the event of premature death. While this is an important aspect of life insurance, it’s only part of the story. As an individual’s career flourishes and resources allow for personal investing and long-term financial planning, life insurance may be an ideal component […]
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