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>In This Week's Issue November 17, 2008

Looking To Hire A Top Performer? Develop A Personality Profile

November 17, 2008
BY HERB GREENBERG AND PATRICK SWEENEY

How can you tell if a promising job applicant has the qualities needed to become one of your top producers? Does he or she have the empathy needed to understand prospects, the drive to make cold calls time and time again and the resilience required to bounce back from rejection?

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AALU’s Outlook For The New Congress

November 17, 2008
BY ARTHUR D. POSTAL

An optional federal charter for life insurers appears to be “inevitable” in the next Congress, according to officials of life insurance trade groups, but they caution the industry must remain vigilant to ensure Congress doesn’t overdo federal regulation.

Broker, Agent Comp Concerns FINRA In Variable Life Settlement Deals

November 17, 2008
BY MATT BRADY

Agents and brokers conducting life settlements involving variable products may find themselves facing questions over their compensation, according to a FINRA official.