If there were ever a time for agents to reassess their presentations, how they anticipate and handle objections and how they present their planning and product recommendations, it’s now. Agents will, ...

This mistrust is a multi-headed monster. The skepticism comes from a lack of understanding or negative experience with life insurance. And why not? The insurance industry is full of products that, ...

I know that sounds ridiculously obvious. And simple. Well, it’s not that simple. Every prospect’s situation is unique and an agent’s ability to bob and weave through a wide range of objections and ...

WSJ Buy Side is The Wall Street Journal’s research and commerce team. Our commerce content is distinct from our newsroom coverage. We earn a commission from some links in our articles. Learn more.

This is the third year I’ve published a life insurance agent’s to-do list. The list represents my humble attempt to suggest ways for agents to be more productive and effective in the year ahead. A few ...