November 17, 2016

The Final Word to Seal the Deal 
Three Closing Tactics 


Whether it's the cherry on top, the final fitting, or the last word, finishing touches never go unnoticed and their impact is obvious in sales. While a great sales pitch begins with a solid first impression, one of the most important stages in selling is successfully closing the deal. 


As simple as it sounds, preparation is key even before the first introduction. Most effective sales strategies are not one-size-fits-all, and it is important that you recognize each of your client's stories and needs. Learn below how to be a lasting resource and make a final impression on your clients. 






Discontinued: LTCI Sales    
JHLife
John Hancock to End Individual LTCI Sales                                                           
In response to industry trends and stagnant demand, John Hancock will be discontinuing sales of individual stand-alone long-term care insurance in the United States. However, will continue to uphold its obligations to the 1.2 million people who already have its long-term care insurance policies. 


 After December 2nd, Manulife is writing off $97 million in intangible assets related to the John Hancock long-term care insurance distribution network. The parent company is also talking a $415 million net charge in connection with a new review of John Hancock's long-term care insurance assumptions.


Election After Effects 
Potential End to DOL Rule 


With the new presidency and policy in line, an end to the Department of Labor's fiduciary rule, as well as what amounts to repeal of the Dodd-Frank financial reform law via the Financial CHOICE Act could be in store. 


The Creating Hope and Opportunity for Investors, Consumers and Entrepreneurs Act (CHOICE) would block the Labor Department from implementing its new fiduciary rule by incorporating into the bill. Rep. Ann Wagner's Retail Investor Protection Act, H.R. 1090, which passed the House last year and requires the SEC to move first on a fiduciary rule making before DOL can implement its fiduciary rule. 






Insurance Ownership 
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Women Still Behind Men in Life Insurance Ownership 
                                     
According to LIMRA, only 56 percent of American women have life insurance coverage. This represents a one percentage point decline from 2010 and remains well below men's life insurance ownership rate of 62 percent.


"Our research has consistently found that women are less likely to have life insurance coverage than men," said James Scanlon, research director, LIMRA Insurance Research. "But in today's economy more American families rely on women's income and resources to be financially secure. According to Pew Research, 60 percent of today's households with children under 18 are dual-income compared to just 25 percent in 19601. The fact that fewer women have any coverage at all and often times are well under-insured leaves many American families at risk if they should die prematurely."





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