11/19/2012

Sales of indexed universal life products represent the life insurance industry's fastest-growing segment, despite being a complicated product. Agents and brokers should take care to ensure clients have realistic expectations of this flexible premium product, according to this article. Richard Weber, president of The Ethical Edge, advises firms to have a standard process for client intake, a policy placement process and annual policy reviews, and he advocates aggressive training for brokers and agents. Weber also mentions the importance of planning conservatively.

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