9780793132997

Market Conduct for Life Insurance Agents

  • ISBN13:

    9780793132997

  • ISBN10:

    0793132991

  • Format: Paperback
  • Copyright: 1999-09-01
  • Publisher: Dearborn Trade Pub
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Supplemental Materials

What is included with this book?

  • The New copy of this book will include any supplemental materials advertised. Please check the title of the book to determine if it should include any access cards, study guides, lab manuals, CDs, etc.

Summary

Clarifying the day-to-day roles, responsibilities and ethical standards for insurance agents, this guide outlines sound business sales practices and compliance with market conduct standards.

Table of Contents

Acknowledgments v
Introduction vii
Introduction to Market Conduct
1(16)
Why Market Conduct?
2(3)
Doing Business the Best Way
5(1)
Market Conduct and the Life Insurance Agent
6(4)
Market Conduct and the Sales Presentation
10(1)
Four Pillars of Market Conduct
10(3)
Summary
13(4)
Questions for Review
14(3)
Approaching Prospects
17(14)
The Telephone Approach
17(4)
Using Printed Marketing Materials
21(4)
Marketing to Seniors
25(2)
Professional Introductions
27(1)
Summary
28(3)
Questions for Review
29(2)
Fact Finding and Needs Analysis
31(12)
Fact Finding
32(5)
Needs Analysis
37(1)
Designing Solutions
38(1)
Documentation
39(2)
Summary
41(2)
Questions for Review
41(2)
Presenting Recommendations
43(22)
Informed Decisions
43(1)
Overview of the Presentation
44(1)
Full Disclosure
45(3)
Avoiding Misrepresentation
48(5)
Policy Illustrations
53(4)
Policy Replacement
57(5)
Summary
62(3)
Questions for Review
63(2)
Application Completion and Submission
65(16)
The Agent and the Application
66(3)
The Initial Premium
69(3)
Before Leaving the Appointment
72(3)
Additional Documentation Requirements
75(1)
Back at the Office: The Joys of Paperwork
76(3)
Summary
79(2)
Questions for Review
79(2)
Policy Delivery and Ongoing Service
81(16)
Ethical Market Conduct Creates Business Opportunities
81(2)
Policy Delivery
83(6)
Providing Ongoing Service
89(4)
Common Causes of Problems
93(1)
Summary
94(3)
Questions for Review
95(2)
Recordkeeping and Office Management
97(6)
Paper Trail
98(2)
Record Retention
100(1)
Summary
101(2)
Questions for Review
102(1)
Answer Key to Questions for Review 103

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