Life insurance consumers are elusive creatures. They are hard to find and even harder to engage. It’s unclear whether (A) there are less of them out there, (B) we are looking in the wrong places, or (C) we are using the wrong approaches to engage with them.

When working with a married couple, is the higher income earning spouse your client, and the other spouse simply referred to as “the client’s spouse”? I hope not! That’s the way it was when I started in this business 40 plus years ago.I define “my client” as the family tree. Usually, at least three generations.

Regulations, product offerings and digitization continue to drive a long period of industry fluctuation. In our fast-paced profession, industry developments challenge us each and every day to regularly adapt and enhance our skills to provide exceptional client service.

Forecasting the economy is often a guessing game, likely more difficult than forecasting the weather. But one thing is clear: We’re entering uncertain times.

Thanks to an historically low unemployment rate, employers are eyeing the latest and greatest in employee benefits to attract and retain top talent. They want benefits packages that are just as diverse as today’s workforce in order to appeal to a wide range of employees.

Occasionally, I get an applicant who has had a DUI or DWI in the past and needs life insurance. How does a DUI affect your ability to get life insurance? It affects your offer, which negatively impacts your premium.Will I be declined because of my DUI?