In “Is Your Marketing Message Missing the Mark?” I observed that agents in the middle market who use estate planning as a pathway to sales were wasting their time. That’s because the merely well-to-do ...

Understanding how and why insurer make decisions could improve your chances of getting the policy and price you want Written By Written by Insurance Writer, Buy Side John is a staff writer at Buy Side ...

I’m hearing more these days about agents encountering reluctance among prospects to meet and clients to move forward with planning and purchasing life insurance. Whether in the middle market or ...