Insurance Sales ROI: Are you doing the right math?

By Dan Pierson on Sep 30, 2020 8:30:00 AM

As an insurance advisor, lead generation must consistently be on your mind. Having an efficient lead-generation strategy is critical to your success, but exactly how efficient is your process?

Topics: Best Practices Advisor Insights

Successful Insurance Agents Love the Sandwich (Generation)

By Dan Pierson on Sep 23, 2020 8:30:00 AM

Generations are a common topic of analysis in the insurance industry. From Baby Boomers to Gen X and Millennials, countless discussions have been had on targeting consumers with the right products and messaging.

But one generation, and an extremely important one at that, has often been overlooked: the so-called “Sandwich Generation.” This generation encompasses middle-aged adults who are “sandwiched” between caring for their children and their elderly parents.

Topics: Insurance Advisor Insights

Staying Ahead of the Curve for Insurance Agents

By Krystal Lockwood on Sep 16, 2020 8:30:00 AM

Becoming a better insurance agent is a never-ending process. Our industry is well represented by the aphorism “Once you stop learning, you start dying.” Your practice can only adapt and grow as long as you are doing the same. That’s even more true with digitization firmly taking hold of the insurance industry, creating new opportunities and challenges for agents.

If you’re looking to become a better insurance agent, here are three key goals, or Rocks, you can set to up your game in 2020.

Topics: Business Building Advisor Insights

Why Insurance Agents Should Care About Collaboration

By Krystal Lockwood on Sep 9, 2020 8:30:00 AM

Policyholders are looking for more than just a policy these days. Customers want an insurance agent who acts as their trusted advisor, collaborating with them to protect their assets and help reach financial goals. In fact, 75% of policyholders would switch insurers to get more personalized service.

Topics: Business Building Insuretech & Technology

Unlocking Success for Insurance Agents

By Dan Pierson on Sep 2, 2020 8:30:00 AM

There’s a reason we’ve all heard that “communication is key.” Whether a relationship is personal or professional, between two people or large communities, communication is the foundation for solid, long-lasting connection. And that’s equally true for the insurance industry. In fact, clients who regularly converse with their insurance advisors are 74% more likely to recommend their advisor to others.

Topics: Business Building Insuretech & Technology

What is a Digital Workspace for Insurance Advisors?

By Dan Pierson on Aug 26, 2020 8:30:00 AM

Insurance has traditionally been a low-touch industry, one in which advisors and clients can go months or even years without communication. Even today, one-third of customers report going an entire year without interacting with their provider at all.

But a new model is emerging in the insurance industry. Advisors and practices are seeing significant success by using digital technology and platforms to build stronger relationships with their clients. One of the premier ways of enhancing communications between advisors and clients is through a digital workspace.

Topics: Insuretech & Technology Insurance

Insurance Advisors: What You Need to Know About Millennials

By Chris Haley on Aug 19, 2020 8:30:00 AM

Millennials recently overtook Baby Boomers as the largest living generation in the United States and it’s time for the life insurance industry to start adapting to the needs of their largest base of prospective clients.

Topics: Business Building Advisor Insights

Insurance Advisors: Dress for (Online) Success

By Krystal Lockwood on Aug 12, 2020 8:30:00 AM

First impressions matter. That’s why, for decades, “dressing for success” has been a key piece of advice across business sectors, including the insurance industry. Looking professional helps build implicit trust with clients before you even say a word.


Now, in the digital era, an insurance client’s first impression is usually online. The shift from in-person

Topics: Best Practices Business Building

What Insurance Agents and Advisors Need to Know About Privacy

By Dan Pierson on Aug 5, 2020 8:30:00 AM

As our world becomes more digital, privacy has become an increasing concern – particularly for the insurance industry. Insurance agents and advisors handle highly sensitive information on a regular basis, and the industry has become a prime target for data breaches. And while security breaches of major insurers make the headlines, smaller agencies still face the same security threats.

Topics: Best Practices

Insurance Technology: Past, Present & Future [Q&A with Marc Schwartz]

By Dan Pierson on Jul 29, 2020 8:30:00 AM

Technology has been pivotal in transforming the life insurance sector for decades – and adapting to those changes has been key to survival.

Now that our industry is undergoing another major digital and technological transformation, agencies and advisors must once again adapt their processes. And with more investment going into direct-to-consumer insurtech, it’s more important than ever for advisors to embrace a tech-driven market.

Topics: Insuretech & Technology Advisor Insights

Let’s Link – Collaborate with clients in a secure virtual workspace

By Heather McKee on Jul 22, 2020 8:30:00 AM

As a leader in life insurance technology since 2014, LegacyShield has provided insurtech solutions that empowered insurance agents to better protect their clients. LegacyShield’s first platforms, MyBasic Estate and Life’s Mission Control®, provided agents’ clients with a robust estate-planning platform to help with preparing and disseminating information related to estate planning.

Topics: Insuretech & Technology

Insurance Lead Generation

By Krystal Lockwood on Jul 15, 2020 8:30:00 AM

Lead generation and networking for referrals are the foundation to building and growing your book of business. But with all the noise out there, how should you go about generating new prospects?

Topics: Best Practices Advisor Insights

Prepare Your Insurance Practice Now for the Uncertain Future of COVID

By Chris Haley on Jul 8, 2020 8:30:00 AM

COVID-19 has been on an uncertain trajectory since its case numbers first started to spike in early spring. We’re all well aware of the unfortunate devastation it has brought to communities across the United States and around the world. Many businesses in the U.S. are just now reopening as case numbers are beginning to rise once again. This ebb and flow of positive cases is likely to continue for some time as the case numbers continue to rise in most states and as we anticipate a potentially devastating second wave ahead of us in the future.

Topics: Best Practices Advisor Insights

Life Insurance Trends 2020

By Dan Pierson on Jul 1, 2020 8:30:00 AM

If these past few months have taught us anything, it’s that trend-forecasting is an inexact science. We’ve all known for at least the past two decades that technology would continue to change our world, seamlessly integrating itself into our daily lives until almost everything can be ordered, viewed, or accomplished digitally.

Topics: Insuretech & Technology Advisor Insights

How to Recruit Life Insurance Advisors in 2020

By Krystal Lockwood on Jun 24, 2020 8:30:00 AM

Finding qualified candidates is always a priority at insurance agencies and firms – but with more advisors reaching retirement age plus a recent surge in younger generations buying life insurance, the need for new talent is clear.

Topics: Business Building Insuretech & Technology

Where We're Going: LegacyShield Founder Q&A [Part 2]

By Dan Pierson on Jun 17, 2020 8:30:00 AM

[This is part two of a two-part Q&A blog series about LegacyShield. Click here to read part one.]

Topics: Insuretech & Technology Advisor Insights

Who We Are: Q&A with Founder of LegacyShield [Part 1]

By Dan Pierson on Jun 10, 2020 8:30:00 AM

[This is part one of a two-part Q&A blog series about LegacyShield.]

Topics: Insuretech & Technology Advisor Insights

Insurance Advisor Discussion on Technology Changes

By Dan Pierson on Jun 3, 2020 8:30:00 AM

As Bob Dylan so wisely wrote, the times, they are a-changin’. While that statement was made over 50 years ago, it continues to be relevant. The most notable catalyst for these changes? Technology.

Topics: Insuretech & Technology Insurance

Why Is Selling Life Insurance a Good Career Opportunity?

By Dan Pierson on May 27, 2020 8:30:00 AM

Considering your career options? If you’ve been thinking about a career in selling life insurance, then your timing is just right. 

Topics: Business Building Insuretech & Technology

How Insurtech Can Differentiate Insurance Advisors

By Krystal Lockwood on May 20, 2020 8:30:00 AM

Life insurance advisors must continue to find new clients to survive and thrive. But in the increasingly competitive and rapidly changing life insurance industry, it can be difficult to stand out. Advisors not only have to compete with each other these days, but they’re also facing new competition from insurtech startups selling life insurance directly to consumers online.

Topics: Insuretech & Technology

Digital Transformation in Life Insurance Is Here to Stay

By Dan Pierson on May 13, 2020 8:30:00 AM

Digital transformation has long been on the horizon for the life insurance industry, but the last several months have rapidly shifted the market. With more Americans seeking life insurance and using online tools to find it, advisors are quickly adjusting to meet new demand and digitize many of their processes.

Topics: Digital Distribution Insuretech & Technology Advisor Insights

7 Must-Know Tips for Insurance Advisors During Social Distancing

By Dan Pierson on May 6, 2020 8:30:00 AM

As a society, the current pandemic situation has given us a rare glimpse into the future of business, both as individuals and as an industry. While some people and businesses have found comfort in doing things the traditional way, mandatory social distancing has forced many of us to find innovative solutions to these new challenges. Luckily, technology has made this transition relatively easy with a variety of options that help facilitate business in a socially distant environment. Even as the pandemic eases its grip on the world, we may find ourselves re-entering a society that conducts its business a lot differently. In addition, the values and abilities that many clients look for in their financial advisors have changed faster than you can say “Zoom meeting.” Keep reading to explore 7 must-know tips for working with clients in a social distancing environment to help prepare yourself and your practice for the brave new world ahead.

Topics: Insuretech & Technology Advisor Insights

[Q&A] Trust the Process: Life with LegacyShield

By Krystal Lockwood on Apr 29, 2020 8:30:00 AM

Maintaining and growing your client base is always on your mind as a life insurance advisor – and it’s on our minds at LegacyShield too. That’s why a component of our insurance connectivity platform is designed to help you build stronger client relationships and dramatically increase your referrals while cutting out fruitless prospecting tactics.

Topics: Business Building Advisor Insights

Insurance & Financial Advisors - Prepare for the Great Wealth Transfer

By Michael Babikian on Apr 22, 2020 8:30:00 AM

Since the inception of the computer, it has opened doors, transformed current industries, and created new ones at breakneck speed. With each new development, such as the internet, the cellphone, and the smartphone, the pace at which our society evolves has increased exponentially. The future is now, but it is also tomorrow. However, there is an interesting divide that we can actively observe between generations. 

Topics: Best Practices Business Building

Insurance and Financial Advisors - Help Your Clients Keep Their Money

By Krystal Lockwood on Apr 15, 2020 8:30:00 AM

Americans are losing out on billions of dollars of personal property – and most of them don’t know it.

Topics: Best Practices Insuretech & Technology Insurance Unclaimed Property

Clients Need Reassurance During Challenging Times

By Dan Pierson on Apr 8, 2020 8:30:00 AM

Choosing life insurance is a decision people often put off for years – even if they know the importance of getting a policy. It’s during challenging and uncertain times like we’re experiencing now that people are spurred to purchase or reevaluate their life insurance policies.

Topics: Best Practices Business Building Advisor Insights

Working from Home: Tips for Insurance & Financial Advisors

By Krystal Lockwood on Apr 1, 2020 8:30:00 AM

We’re all experiencing dramatic shifts in our lives due to the novel coronavirus pandemic. One of the most significant ones is that millions of Americans are now working from home to help stop the spread of the virus.

Topics: Best Practices

Stay Connected with Clients

By Chris Haley on Mar 25, 2020 8:30:00 AM

Providing superior service has been and always will be the key to building your client base in the life insurance industry.

Topics: Best Practices Business Building Advisor Insights

Long-Term Care Planning In the Digital Age

By Dan Pierson on Mar 18, 2020 8:30:00 AM

It’s impossible to create a sound financial plan without taking your clients’ health into consideration. That’s because medical care is one of the most significant expenses they’ll need to plan for in retirement, particularly when in-home care or a nursing facility is part of the equation, which it frequently is. To mitigate the risk of having more medical care expenses than your client can afford, you’ve likely introduced the idea of investing in a Long-Term Care product solution.

Topics: Best Practices Insurance

Break the Rule of 66

By Michael Babikian on Mar 11, 2020 8:30:00 AM

As most financial advisors are aware, the “Rule of 66” refers to the percentage of the next generation who fire their parents’ advisors. “Fire” might be a bit harsh ― it’s rarely as a result of any ill will ― so let’s say they choose not to engage their services.

Topics: Best Practices Business Building

Why Digitally Storing Legacy Plans Is the Future Of Life Insurance

By Heather McKee on Mar 4, 2020 11:30:49 PM

Digital technology has vastly transformed nearly every industry, many of which have already adapted their models to ensure future success. For life insurance advisors, though, the two primary ways of delivering policy documents – via paper or electronically – has remained the same for many years. 

Topics: Digital Distribution Insuretech & Technology

Advisors - Find More Life Insurance Prospects Through Technology

By Dan Pierson on Feb 26, 2020 3:39:35 PM

Finding and converting prospects – we all know it’s critical to success in the life insurance industry. But prospecting is often the most difficult and time-intensive part of the sales process. With more than 40 percent of Americans not having any form of life insurance, the market is out there. And today’s marketing and sales tools make it possible to instantly connect with qualified life insurance prospects.

Topics: Best Practices Business Building Insuretech & Technology

Three Tips For Working With Millennial Clients

By Krystal Lockwood on Feb 19, 2020 12:03:50 AM

In our current world, generational lines have been drawn in the sand like never before. The buying habits, values, wants, and needs of Millennials have only just begun completely reshaping many mainstay industries from the ground up as businesses evolve to meet the demands of a brand new demographic. Millennials were the first generation to have technology fully integrated into their lives from inception, and this access to immediate information on a variety of topics has transformed the landscape of consumerism as we know it.

Topics: Best Practices Business Building

Insurtech: The Disrupted and the Disrupter

By Chris Haley on Feb 7, 2020 12:25:40 AM

With technological disruption all around us, it’s a wonder more insurance companies aren’t readying themselves for an assault—or at least some stiff competition. The reality is that innovation is painful.  I was part of the disruptive technology scene that occurred in wealth management over a decade ago and I can attest to the challenges and benefits of technology disrupting a highly regulated industry.  However, as my business partner, Michael Babikian reminds me, life insurance is a bit different.  It requires upending decades upon decades (centuries, in some cases) of processes and redefining a deep-rooted business model. It means overhauling complex infrastructure or investing in an external solution.

Topics: Digital Distribution

Go Beyond the Traditional Advisor-Client Relationship

By Krystal Lockwood on Feb 4, 2020 11:14:36 PM

Regardless of your line of work, client base, or professional experience, connection is always key when building successful relationships. As a financial advisor or any other financially integral professional, your relationship with your clients is often part of a much larger and more vertically integrated story. Throughout the process, you become privy to the most personal parts of your clients' lives and livelihoods. You end up discussing not just their financial goals but their hopes, dreams, and legacies. These topics deserve a reverence all their own, and connecting with your clients through a combination of honest communication and trust-building is paramount to the success of the professional relationship. Below, we’ve gathered our top tips for how to build meaningful relationships based on trust and transparency to bring your business to the next level. 

Topics: Best Practices Business Building


By Dan Pierson on Jan 27, 2020 1:36:04 PM

You’re the financial expert. You’re the person your clients turn to to determine their insurance needs, protect their assets, and figure out how to prepare for the future. You may discuss the importance of trusts and wills, the importance of retirement, and many other items related to their financial lives. It’s you pulling the levers behind the scenes to ensure their families are protected.

Four Reasons the Time for Succession Planning is Now

By Michael Babikian on Aug 22, 2019 2:55:25 PM


Topics: Business Building

7 Hacks to Teach Your Kids About Money

By Michael Babikian on Aug 22, 2019 2:54:57 PM


The Advisor Dilemma

By Michael Babikian on Aug 22, 2019 2:53:17 PM


You Are Your Legacy

By Michael Babikian on Aug 22, 2019 2:48:04 PM


A Trust Can Be a Flexible and Smart Legacy Solution

By Michael Babikian on Aug 22, 2019 2:41:06 PM


Consumer Data Tells a Story: Use it to Inform Your Business Strategy

By Michael Babikian on Aug 22, 2019 2:40:38 PM


Who's Driving, Anyway? Insurance Pros Should Give Keys to Consumers

By Michael Babikian on Aug 22, 2019 11:52:48 AM


When You Need to Innovate But Don't Have the Resources

By Michael Babikian on Aug 22, 2019 11:52:14 AM


Leveraging Tech-Innovation is Paramount for Insurers

By Michael Babikian on Aug 22, 2019 11:51:36 AM


Harnessing Disruption in the Insurance Industry

By Michael Babikian on Aug 14, 2019 1:21:17 PM


Does an Insurance Carrier-Consumer Relationship Make Sense?

By Michael Babikian on Aug 14, 2019 1:20:13 PM


Legacy Planning for Same-Sex Couples

By Michael Babikian on Aug 14, 2019 1:13:52 PM


Topics: Advisor Insights

New Laws Crack Down on Access to Digital Assets

By Michael Babikian on Aug 6, 2019 6:46:52 PM


Topics: Unclaimed Property