Working with Women Investors

April 25, 2016

By Stephen Parnell My colleagues recently hosted a webinar called, “ Women Investors: The $22 Trillion Opportunity ,” which brought to light a number of significant statistics with regards to women investors. The webinar revealed that women investors represent a substantial opportunity for financial advisors. Not only do women currently control 51% of personal U.S. wealth (which amounts to $14 trillion) 1, they will also inherit $42 -$110 trillion over the next 30 years. 2 Moreover, it...

Climate Improves for Life Insurance

April 25, 2016

By  LIMRA An increase in consumers willing to recommend life insurance to others contributes to a more positive climate for the product, according to the 2016 Insurance Barometer Study.   The study, conducted jointly by LIMRA and Life Happens, finds that 66 percent of consumers say they are at least somewhat likely to recommend ownership of life insurance to others, an increase of 11 percentage points over last year. Nearly 9 in 10 consumers (86 percent) agree that most people nee...

Selling Life Insurance Today

March 17, 2016

By  LIMRA For most of us, "quick and easy" is the way we like to do business. This is true when it comes to purchasing life insurance as well. Buyers certainly want the process to be easy. A recent LIMRA study suggests, however, that the "quick and easy" method may backfire as a way to promote interest in life insurance among consumers who are not already interested in shopping for life insurance. In the study, consumers were given eight different messages that challenged bi...

Americans Unsure of Impact of Economic Conditions on Finances

March 17, 2016

By   Ayo Mseka Americans have a lack of confidence in the economy following the Federal Reserve's interest rate hike and a rocky start to the year in global financial markets. On average, Americans believe there is a 36 percent chance that the U.S. economy will fall into a recession this year, according to a COUNTRY Financial survey. The  COUNTRY Financial Security Index , a survey of 1,000 adults, examines American sentiment on personal financial security topics. The latest inde...

What Clients Want

February 25, 2016

By   John Graham Ask salespeople what customers want from them and you’re likely to hear words like friendly, positive, responsive, and problem-solver. Ask customers what they want in a salesperson, and the response may be quite different. What they are looking for is integrity, responsiveness, initiative, knowledge, and guts.   This suggests that it’s in a salesperson’s best interest to align his performance with customer expectations. It’s not only the way to keep them h...