Every month, Life Insurance Selling queries three high-level producers about a particular subject or product category in Charles K. Hirsch’s Producer Roundtable feature articles. These elite advisors offer great insight and advice pertaining to their particular areas of expertise, and I wanted to take this New Year’s opportunity to look back at some of my favorite 2011 responses they provided.
You can click on the link below each one to read the entire Producer Roundtable feature from that particular issue. Stay tuned for Part II, which will feature the July–December 2011 issues.
Enjoy, and Happy New Year!
— Brian Anderson, Editor, Life Insurance Selling
What Your Peers Are Reading
January 2011: Small-Business Succession Planning
“I prospect by being where business owners are — attending Rotary meetings, chamber of commerce meetings, executive roundtables, etc. I network with other advisors and keep them informed on pressing issues, which has them turning to me for guidance on certain issues. On occasion, I will target specific businesses and find inroads through others who may know the owner. If I continue to do what I say I will do, do it when I say I will and be courteous, I will stay referable, which is the primary source of my new business.” — Sarah J, Kaelberer, CFP, ChFC
From the January 2011 LIS Producer Roundtable feature, “Small-business succession planning can mean big business.”
February 2011: Multicultural Markets
“Recognizing the explosive growth of multicultural markets in the United States, we must make every effort to entice these lucrative clients by developing our most effective marketing strategies. The buying power of the minority population is growing faster than the general population, creating significant multicultural opportunities today. The steps to succeed in the multicultural market transcend to most markets, but the biggest key for this market is building relationships, leading to sustainable client relationships.” — ShirleyAnn M. Robertson, CLTC
From the February 2011 LIS Producer Roundtable feature, “Living in a multicultural society, serving multicultural financial needs.”
March 2011: Trends in Annuities