You buy. You die. It pays. Any questions?

Article Abstract:

Insurers and financial planners need to focus on the life insurance products they sell and to keep their presentations simple if they want to entice a prospective client to buy. According to 'The Investment Alternative' author Barry Kaye, insurance agents should use estate tax laws for their clients' benefit, illustrating how wise purchases of life insurance in old age can generate money for the payment of estate taxes, even after the death of the insured. He also exhorts them to immediately get to the bottom line of their sales pitch, best expressed in the slogan 'You buy. You die. It pays.'

Insurance Agents & Brokers, Methods, Marketing, Interview, Authorship, Insurance agents, Kaye, Barry

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Insurers scrambling to salvage image

Article Abstract:

The life insurance industry is reevaluating its sales practices in the aftermath of noteworthy market conduct violations. Several experts believe intense competition has led some insurers and agents to value sales and commissions above honest service. Prudential Insurance Company of America and several insurance companies have faced fines and lawsuits in the 1990s. The American Council of Life Insurance is developing conduct standards for the industry.

Independent Insurance Agents, Cases, Cover Story, Life insurance industry, Ethical aspects, Prudential Insurance Company of America

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