Why An Agent Started Using the CNA After 33 Years

March 26, 2019

Tim Bennett has been in the insurance business since 1986 and started regularly using the Client Needs Assessment (CNA) in 2019. Before he started using the CNA to uncover needs with his clients, he…

[Case Study] How We Built Our Local Insurance Agency

November 27, 2018

Over 30 years ago, John and I started our local insurance agency. We went through all those growing pains, from making expensive marketing mistakes to finding and hiring the right staff members.…

Insurance Producer Spotlight: Michael Sams and His $900,000 Year

January 23, 2018

Michael Sams has been in the insurance business for about 13 years now, and in 2017, he had a record year – over $900,000 in production. Our biggest question is how?!

[Case Study] The Real-Life Impact of a Long-Term Care Sale

November 13, 2017

Sometimes, we all get caught up. Caught up in product knowledge, rates, brochures, declinable drugs, and everything else… to the point where we don’t see insurance for what it really is. Insurance…

Case of the Week: Life w/LTC

March 7, 2017

Congratulations to John Baumgart for the Case of the Week!

Asking a few questions leads to a pair of Life with LTC cases

June 14, 2016

In this week's case study, we have an agent who recently starting using a client questionnaire. By asking questions beyond basic Medicare Supplement coverage, she was able to learn that her…

Case of the Week: Comparing Long Term Care Options

April 14, 2015

Recently, I presented a couple in their 50’s with possible solutions to future long term care concerns. I shared with them traditional long term care insurance and the “hybrid” Life with LTC rider…

Life with LTC is very a popular solution - but only if it's offered!

November 19, 2013

Case Study Here's a case one of our agents submitted, which just got approved this week.