Selling Life Insurance: Is There One "Right" Way?

I love a good debate. In this election year we’ve already seen a couple dozen debates among the presidential candidates, with more to come.

Debate helps us reason-out difficult issues and understand differences of priority and perspective. At the 51st annual meeting of the Association for Advanced Life Underwriting (AALU) in Washington, D.C., last month, Bob Ball, formerly a Guardian Life agent and general agent and now a consultant for the company, reengaged a debate that has percolated on the back burner of the life insurance industry for years: “needs-based” selling vs. human life value and selling “to the maximum.”

Selling Life Insurance: Is There One "Right" Way?
Source: Life Insurance Selling