July 2013 / Volume 88, No. 7
14 THE SALESMAN WHO DOESN’T SELL
Brian Greenberg didn’t meet a single client this year …
and still managed to make the MDRT.
By Corey Dahl
18 PROTECTED GRO WTH: THE INDEX PRODUCT ADVANTAGE
Tax protection and cash accumulation? Index products
can offer both.
By Mark Peterson
22 TALKING INDEX PRODUCTS WITH GENWORTH’S
Genworth’s director of index products weighs in.
26 FIUL PROSPECTS: THINK OLDER
Product enhancements mean fixed index universal
life can work for more people these days.
By Jason Wellmann
28 HOW TOP PRODUCERS PROSPECT
Three highly successful advisors share their best
methods for finding potential clients.
By Charles K. Hirsch, CLU
34 WHOLE LIFE VS. TERM: THERE’S A CLEAR WINNER HERE
Term bests whole life only when it comes to price.
By Peter R. Magni, LUTCF
36 12 POINTS THAT WILL MAKE OR BREAK YOUR
DISABILIT Y SALE
Producers can close more disability sales just
by heeding these dozen steps.
By Andrew Gilmore
40 7 POSITIVE TRENDS FOR LIFE SET TLEMENTS
The future looks bright for the life settlement industry.
By Robin S. Weinberger, CLU, ChFC, CLTC and
Peter N. Katz, J.D., CLU, ChFC
SELLING TO SENIORS
44 BE YOND THE ESTATE TAX: LEAVING A LEGACY
IN A POST FISCAL CLIFF WORLD
Capital transfer can help clients pass down
wealth whenever and however they’d like.
By Hugh Smart, J.D., CLU, ChFC, AVP