December 1, 2016

‘Post-truth’ declared word of the year by Oxford Dictionaries

  Post-truth: an adjective relating to circumstances in which objective facts are less influential in shaping opinion than emotional appeals. It’s a word that is associated with politics, but I find the idea so encompasses the landscape of life insurance sales. Consider these quotes: “culture in which debate is framed […]
October 13, 2016

That risk just got dumped in your lap

Recent news about the General Motors deal inspired me to write again about the pitfalls of participating Life Insurance Plans.  There needs to be a better understanding of the risks of using non-guaranteed products like Participating Whole Life. The article below, although speaking about “benefits”, articulates the environment of risk […]
October 12, 2016

The Math is Straightforward

  I am often the odd duck in the room.  I regularly find myself surrounded by advisors debating the answer to any given problem and invariably there is an argument of opinions.  But I’m a math guy in a financial world, so opinions are not productive and mostly irritating. In […]
October 7, 2016

The world has changed, life insurance advisors have not

    The world has changed a lot,  life insurance advisors… not so much.  And their numbers are dwindling; some estimates point to a 25% decline in the population.   Not on the brink of extinction for sure, but a little disconcerting. What does that mean for the future? Virtually every […]
September 16, 2016

Don’t just say you have wisdom.

I wanted to email a response to Dr. Dentist that pointed out the absurdity and irony of a “financial advisor” that couldn’t calculate the value of a financial product simply because it wasn’t under his management. Energy better spent examining the “value” of the advisor.
September 7, 2016

Why do we advocate?

The mathematical detail and complexity of an insurance product, is a thing of pure beauty to someone like me who finds numerical structures as captivating as a Picasso. And for those who can really understand the contract intricacies, the game is on! It's like taking on the house in a gambling casino knowing you have the advantage.
September 5, 2016

Why that participating whole life illustration keeps me up at night.

Participating whole life is commonly referred to as a black box; you can’t see into it to evaluate the moving parts.  The performance factors are so intertwined that you cannot separate the components to really measure the future performance with realistic expectations.  But it certainly isn’t sold that way! Who […]
September 5, 2016

Why trust is bad for our business?

A dictionary definition of trust: “A psychological state where a person accepts vulnerability based upon positive expectations of the intentions of another”. There is a lot written about the bad rap insurance salesman have…  How the vast majority are really good folk with only the best of intentions. I agree.  […]
September 5, 2016

What you really need to know about a life insurance proposal “illustration”.

Virtually every life insurance product is sold with an “illustration”.  These illustrations often become the framework of client understanding and the pivotal selling point for the broker.  But illustrations are just that, pictures of events that might be. Not contractual outcomes. The more creative the picture (and picture-maker), the greater […]