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Magazine: January 2010 Issue
Cover Story
The "Hands-on" approach
With Bruce Etherington's "see the people" as a mantra and a habit of doing all his own enrollments, Ed Thauer Jr., CLU, ChFC, has built a nice practice on turning employees of business owner clients into long-term client relationships of his own. ...
Features
The psychology of exit planning
Does your client have a 100-year business plan?
5 steps to approach equity and succession management
Producer Roundtable: Getting to the heart of business succession planning
In the interest of full disclosure
Follow the yellow brick road
5 "gifts" to get you started in DI
Roth conversions: The opportunity of a lifetime
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Columns
What's Going On: LTC "points of light"
If you’ve been reading my columns or blog posts over the past several months, you may have noticed that the general indifference toward long-term care insurance (LTCI) among baby boomers...
Is this about insurance? - Planning to make 2010 your biggest year ever!
Are your plans set for 2010 already? What are your plans for business growth? Do you have a marketing plan to make progress into markets that you can add value to? ...
The investment edge: Finding customers
Whether you call them clients or customers — preferring the latter term, I may be an atavistic throwback to earlier times in the securities business — they are hard to find. ...
To your good health: You've gotta Lovitz
Several years ago we had occasion to use theatre as a metaphor for the events of the time. In that column, we spoke about a genre known as “Theatre of the Absurd,” ...
Better Prospecting: Term life: A door-opening relationship-builder
Life insurance is a “pure” product. Sold properly, it is an excellent product, almost always needed by everyone. The key is to open with the best idea first. ...
Departments
LIS: Now & Then - Jan. 1975 and 2010
Quotes, statistics and a look back at LIS content from January 1975...
Policy Showcase - Jan. 2010
A closer look at new group disability and UL products...
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