Insurers have a history of taking a one-size-fits-all approach to marketing. This tack has generally served the market’s needs — after all, insurance is a general requirement for a wide consumer base, ...

In “Is Your Marketing Message Missing the Mark?” I observed that agents in the middle market who use estate planning as a pathway to sales were wasting their time. That’s because the merely well-to-do ...

With the passage of the One Big Beautiful Bill Act (OBBBA), agents working in a certain segment of the high-net-worth market may have lost their estate liquidity sales. Moreover, they could find that ...