Beatings Will Continue . . .

In a recent report on their view of the future of the life insurance industry, Ernst and Young states that "to remain competitive, executives must continue to foster innovation in their products . . .” With one exception, that is pretty dumb advice. In fact, it reminds me of the old bromide, “Beatings will continue until morale improves.” (more…)

Got Milk, But Not Life Insurance

Since his firm also handles the milk campaign, I asked the CEO of LIFE’s communications firm a number of years ago why milk sales continued to fall even though the milk industry spent hundreds of millions to boost sales. His answer was, “Imagine how much worse milk sales would be if they hadn’t spent that money.” (more…)

A Blinding Glimpse of the Obvious

On of my three sons in law loves to use that expression. Its irony has always amused me and I try to find ways to insert it into conversations. Well, here’s my chance.

What follows is a two word memo to Mr. Robert Powell of MarketWatch of December 1, 2007 and an article he wrote entitled “True Love Means Financial Planning for Widowhood.”

(more…)

Where Have All the Agents Gone?

Or perhaps, “Where have all the new recruits gone?” Or maybe even, “Where will 25% of the agents go in 6 years?” Or more ominously, “Where will 50% of the agents go in 10 years?” (more…)

The Other Elephant in the Room

I read a good article this week in the New York Times. It pointed out the out-of-pocket costs to families to care for an aging spouse or parent (See "Study Finds Higher Costs for Caregivers of Elderly"). They’re staggering for most American families. But the article, and the organization that sponsored this important research, missed a solution to the problem that already exists: long-term care insurance (LTCi). (more…)