|  Diagnosis
required for
pre-existing condition
by Frank N. Darras
Most group disability policies include a provision that
excludes coverage for illness or physical conditions
that existed before the policy took effect. These pre-existing
condition exclusions typically preclude coverage for
disabilities that begin within 12 months of the coverage
effective date if the disability is "caused by,
contributed to by, or resulted from" a "pre-existing
condition.
 Marketing
Along The Path Of Least Resistance
by C.J. Hayden, MCC
Do you find marketing to be a constant struggle? It doesn't
have to be that way. The most successful marketers make
it look easy because they have found a way to market themselves
that is effortless. Perhaps you have tried to copy what
those successful people were doing, and it didn't work
for you. Here's why.
 Show
and Tell
by John Boe
Do you look for ways to keep your customers
actively involved during your presentation, or do you
just babble on hoping you might say something that will
generate a sale? Regrettably, far too many salespeople
display poor listening skills and are inclined to talk
more than they listen. Unsuccessful salespeople have
a tendency to use a "show and tell" presentation
style that often fails to promote customer participation.
The "show and tell" approach can quickly turn
a customer off and cause them to shut down mentally.
 Why
VAs could be the right investment option for your client
by Mitchell Politzer
There's no doubt that, in recent years, annuities have
become a sensitive subject for many advisors: concerns
about annuity expenses, news of inappropriate practices
with seniors, complicated policies with too many confusing
riders to choose from, the endless jargon… it
seems like the list just goes on and on. All of these
issues have some advisors on the defensive when it comes
to recommending annuities as a viable investment option
for their clients. |
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 Is
Your Practice Customer Centric?
by Edwin P. Morrow, CLU, ChFC, CEP, CFP®, RFC®
Relationships are key.
Companies spend a fortune on customer relationship marketing
programs to build those relationships. In turn, those
CRM-centric relationships are fundamental planks of
brand loyalty. They justify loyalty and they amplify
loyalty.
 Great
News About
EIAs and EIA Analysis Software
by Donald Moine, Ph.D.
Over the previous two years, I have written a number of
articles on equity-indexed annuities (EIAs) and some of
these articles have attracted nationwide attention. I've
been interviewed by the Wall Street Journal and
other publications whose readers were interested in learning
more about this fascinating and innovative financial product.
 Protect
Your Attitude
by Michael Beck
An important key to high productivity and effective
leadership, not to mention sales and marketing success,
is to have and maintain a positive attitude. Nothing
else will have a greater effect on you than your attitude.
Remember the saying, "You Attitude Determines Your
Altitude"? It's true.
 Are
You "Cell"ing Yourself Short?
by Susan Friedmann
Cell phones have changed our world. With few
exceptions, we can now talk to anyone we like whenever
we'd like. The staccato symphony of ring tones accompanies
us through our days: from the morning commute to the crowded
restaurant at lunchtime, during meetings and even during
the quick stop at the grocery store when the day is done.
We're always connected, always reachable. It's a marvel.
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