I am excited to have found a new source of information. No worries, I have thick skin and you can bust my chops all you want. Here is my situation. I have owned a mortgage and commercial finance company for the past several years. As you can imagine, things are a little hairy right now. I have had my health/life/annuity license for just over a year. We had been writing some mortgage insurance on household breadwinners. Anyway, I have decided I need to increase my product offering in order to maintain during my industry downturn. I have found an extremely capable, recently retired sales manager who is willing to mentor me in his agency with an extremely generous commission structure and potential to inherit his book of business (approximately 400 clients now) down the road when he fully retires. He wants to start me off concentrating on life insurance and annuities. I feel relatively comfortable and fortunate so far. Here are my questions: 1. I have a relatively large pipeline of clients with good report and strong networking and referral potential. How would you suggest I approach and introduce the idea of "insurance" initially? As valuable as I believe the product is, seems like even my "good" people go running like cockroaches with the lights turned on. 2. I realize that it is very competitive to try to draw traffic through the internet, e-mail blasts get caught by span guard and I hate telemarketing! Does any one have any ideas for effective marketing and collection of contact information to solicit initial call? The lead companies I have researched so far seem like an expensive crap shoot. 3. If you were choosing, would you want to be with a small agent who has a long track record with a couple of quality providers or with some big time broker/dealer trying to climb the corporate ladder and absorb the mandated pitch? 4. I am also interested to hear if anyone has any thoughts concerning the AVIVA IUL policies. After initial inspection, it looks like a great vehicle to partially (or fully) fund a retirement. Look forward to everyone's insight and I apologize in advance for the lengthy thread. Have a great day!!!