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Life Health > Life Insurance

September Song

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September Song

It hardly seems possible, yet September is right around the corner and with it, so many things to anticipate–some good, some bad.

On the downside, I guess we can expect that gasoline is going to hit $3 a gallon and that, just coincidentally, the oil companies will post record profits. Like Exxon did in the second quarter to the tune of $7.64 billion. But, hey, I’m sure they feel our pain–and that’s what matters, isn’t it?

I guess I’d better get to the upside fast before people pick up their pens and start firing off letters saying they’ve had just enough of the editor picking on Big Oil.

For the life insurance business September is now widely and traditionally known as Life Insurance Awareness Month (it taking only one year in our warp-speed society to establish a tradition).

If anything, this year’s promotion promises to be even more widespread and celebratory than last year’s. To my eye, one of the reasons for this is the selection of Marilu Henner by the LIFE Foundation to be this year’s spokesperson. I thought last year’s spokesman Kwame Jackson did a terrific job (and so did the audiences he wowed), but Marilu is Marilu and I don’t think much more needs to be said.

Also celebrating a tradition in its second year is the Sales Mastery Forum, a meeting for producers at all levels that is co-sponsored by the National Underwriter Company and Harry P. Hoopis. It’s being held in Las Vegas at Caesars Palace from Sept. 18-21.

Last year’s Forum proved to be very successful for an inaugural venture and the feedback from attendees was enthusiastic. This year’s meeting builds on what made last year so good and adds to it with a bevy of new sessions organized into 3 tracks over the 3 days of the meeting.

The first track, Prospecting and Activity (day 1), is followed by Fact Finding and Practice Development (day 2) which, in turn, is followed by Closing the Sale and Practice Management (day 3).

Overall, there are more than 30 sessions packed into the 3 days. The speakers pretty much comprise a Who’s Who of industry experts and notables who have created enviable records of achievement in life insurance sales and/or the nurturing of hundreds of successful producers.

Here are just a few of the speakers. You’ll hear Barry Alberstein talking about “10 Keys to Bullet-Proofing Your Practices.”

Dave Sherman will talk about “Breaking the Ice…Meeting More People, Creating Connections and Making More Money.”

Top producers will go into how to master the areas of corporate-owned life insurance (COLI) and bank-owned life insurance (BOLI).

You’ll also learn “101 Things You Didn’t Know Life Insurance Could Do” from Timothy Radden.

Dick Nolan will show you how to “Stand On The Shoulders Of Giants,” while John W. Wright will show you how to develop “Mental Toughness.”

To find out more about the Forum and who the other speakers are, go to

There’s going to be a lot happening next month for life insurance producers and companies. Start thinking now about how you’re going to make it a September to remember.

Steve Piontek


“This year’s Sales Mastery Forum builds on what made last year’s meeting so good and adds to it with a bevy of new sessions organized into 3 tracks over the 3 days of the conference.”


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