Selling Life Insurance: Is There One 'Right' Way?
Life Insurance Selling › Vol. 83 Nbr. 6, June 2008
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Summary
At the 51st annual meeting of the Association for Advanced Life Underwriting (AALU) in Washington, U.C., last month, Bob Ball, formerly a Guardian Life agent and general agent and now a consultant for the company, reengaged a debate that has percolated on the back burner of the life insurance industry for years: needs-based selling vs. human life value and selling to the maximum. Human life value concepts take a qualitative view of each person's worth, rather than a quantitative approach, and target the maximum insurance available on a life. The producer, in the end, must choose which strategies and methods he or she is most qualified and comfortable using in the best interests of the client. The "right" answer is the one that works, and keeps working, for you and your clients.
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Extract
Selling Life Insurance: Is There One 'Right' Way?
I LOVE A GOOD DEBATE. In this election year we've already seen a couple dozen debates among the presidential candidates, with more to come.
Debate helps us reason-out difficult issues and understand differences of priority and perspective. At the 51st ann...See the full content of this document
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