If you are a subscriber to Life Insurance Selling, I hope you have been enjoying one of the new monthly features we introduced last September, titled “From the Archives.” This department, which appears on the “LIS: Now & Then” page near the front of each issue, typically contains a trio of gems taken from the yellowed pages of back issues of Life Insurance Selling – sometimes decades old, sometimes from the past decade – but always interesting and worth reading (or re-reading as the case may be for some long-time subscribers).
Each month, Associate Editor Laura Graesser randomly selects a year, looks up the current month’s issue (in the July 2010 issue, “From the Archives” looks back at the July 1966 issue) and unearths stories and tips that are usually still applicable, sometimes comically out-of-date and often provide keen insight into the economic and social climate of the period.
Here are a couple of typical examples of “From the Archives” excerpts:
- From January 1975:
Million Dollar Sales Ideas: Transfer Capital While Prospect is Alive
By Ronald F. Karabian, CLU, New York Life Insurance Company, Fresno, Calif.
Here is an approach I use:
“Mr. Prospect,” why not transfer, while you are living, the capital you wish to transfer to pay your estate, inheritance and probate costs, instead of waiting until you die and letting Uncle Sam transfer the best piece of capital you have to pay those costs?