September 01, 2006
Handle objections -- before they come upThe best way to overcome an objection is never to let it surface. How can you do that? Read on. If you're like I was as a young life insurance agent giving pension maximization presentations, you like to hear as few objections as possible. At that
August 31, 2006
Handle objections -- before they come upThe best way to overcome an objection is never to let it surface. How can you do that? Read on. If you're like I was as a young life insurance agent giving pension maximization presentations, you like to hear as few objections as possible. At that
August 07, 2006
Proxy Advisers Tighten Squeeze on HeinzInstitutional Shareholder Services issued its proxy analysis of the upcoming H. J. Heinz Co., annual meeting, recommending that shareholders vote in favor of three of the director nominees on the dissident slate.
August 06, 2006
Nod And SlapIn the coming weeks, many insurance heads will be weighing in on the latest Government Accountability Office report on long term care insurance covering LTC ...
August 06, 2006
Return-To-Work RoadmapFormal return-to-work programs are an established means of controlling elements of workplace unscheduled absence.About 54% of employers in the 2005 JHA Absence Management Survey said ...
August 06, 2006
Making Integrated Group Disability Programs Work BetterIntegrated group disability insurance programs work--but only if they include a traditional claim review process.A rigorous claim review process can help hold down costs and ...
August 01, 2006
Try the three bridges closeQ. I know an effective face-to face presentation is a critical part of the LTCI sale. I'm having trouble making the transition to closing the client and having him admit he needs this protection. Do you have a technique that works well? A. When I
August 01, 2006
Do You Know These Words?When negotiating a merger, acquisition, or sale of an advisory practice, it's important to understand the language, and the nuances, of the deal terms. Here...
July 31, 2006
Try the three bridges closeQ. I know an effective face-to face presentation is a critical part of the LTCI sale. I'm having trouble making the transition to closing the client and having him admit he needs this protection. Do you have a technique that works well? A. When I
July 13, 2006
New System Allows LTD Premium SharingDisability Reinsurance Management Services Inc. says it has come up with a new way to help employers pay for long-term disability insurance benefits.Disability RMS, Westbrook, ...