October 2014 Issue


Raising Successful Successors

David J. Murphy

Mentoring new agents can bring great personal enrichment as well as fulfilling the implicit promises you've made to......

Agent Best Practices

Ken Leibow

Today, insurance technology tools require flexibility, scalability, speed, simplicity, easy access and mobility in order to......

Three Tips For What To Say To Your Grieving Widowed Client

Kathleen Rehl

What do you say at the time of death? You want to offer words expressing that you care -- to be empathetic.

Consider A New Course To Close The Coverage Gap

Jeffrey D. Mooers

To make the life insurance purchasing process easier on everybody, reframe it using a consumer-friendly strategy.

Web Exclusive Content

Multiple Sclerosis (MS)

Fred E. Wernette

Although the cause of Multiple Sclerosis (MS) is unknown, it is believed to be related to an autoimmune process...

Protecting Both His Families

Maggie Leyes

Small business owners often forget to think about one of these two “families.” This story can help agents tell both sides of the small-business story.

Broker Words

Broker Words

Our industry does a great deal of good for the people of this country. In the midst of an abundance of negative leaning press and an undercurrent of “us against them” regarding insurance companies, I believe the good you do......

General Interest

Leverage Life Insurance To Help Clients Succeed In Business Succession Planning

Charles “Chuck” VanDevander

There are more than 28 million small businesses in the United States...40 percent of them are facing a transfer of ownership issue.

Determining Whether A Merger, Sale Or Partnership Is A Good Move For You

Scott Tietz

There are a number of options available to an IMO owner looking to expand his business and/or craft a smart business succession plan.

Marketing Update

DI Forum

Steven L. Brady, Michael Cohen, George G. Davidson, Craig Gussin, Keith Hoffman, Maureen A. Kirschhofer, Thomas R. Petersen, Raymond J. Phillips, Jr.

Best Practices, Training, Partnership And Product Outlook

Monthly Commentary

Hepatitis A

Robert Goldstone, MD

In the letter world of hepatitis, B and C are most well known as causing severe and potentially fatal liver injury. 

Compliance For Cafeteria Plans

Janet LeTourneau

Compliance is on everyone’s to-do list—even if it often gets pushed down the list. Especially now, as employers...

Intended Accumulations Can Be Forestalled By A Sudden Accident Or A Prolonged Illness

W. Harold Petersen

Experience teaches us that when people become disabled, money concerns are heightened because fewer than...

Bull Market Illusions

Jack Marrion

Cognitive biases are like a fog that keeps us from objectively looking at the facts when making a decision.

Who Cares?

Ronald R. Hagelman, Jr.

The frustration inherent in the title is not the point. Surveys continue to point out the obvious: As far as the future...