Art Melo

Liston to insurance advisors: Be detectives

Careful information gathering, basic medical research, an effective interviewing technique and thorough preparation for a follow-up expedite the long term care insurance (LTC) underwriting process. Denise Liston, vice-president of underwriting products and services at Life Plans Inc., which provides insurers with risk management programs, was a featured speaker at the LTC Conference in Mississauga last […]

By Art Melo |October 27, 2009

3 min read

Industry

Making a strong case for LTC

There’s a way to successfully integrate long term care insurance (LTC) into an advisor’s practice, but it takes some work. Client segmentation, credentialed staff, carefully scripted conversations and structured meetings all help to effectively integrate long term care insurance into an advisor’s practice, according to Greg Pearson, insurance specialist at Meckelborg Financial Group Inc. in […]

By Art Melo |October 23, 2009

3 min read

Industry

Insurers still feeling crisis’ aftershock

Canadian life insurance companies took fewer hits than their American counterparts during the financial crisis but the market convulsion continues to influence their near-term outlook. Changing consumer attitudes and reduced income from investments and fees remain a challenge, even as the crisis lets up, according to expert panelists speaking earlier today at the A. M. […]

By Art Melo |September 10, 2009

3 min read