The Perfect Incentive Trip

If you think the preeminence of insurance sales representatives has been threatened only recently, with the encroachment of the Internet, banks, and other distribution channels, then you didn't hear Richard Wecker, CLU, LLIF, give his presidential address at the LIMRA International Annual Meeting in October in Orlando.

Wecker, the Life Insurance Marketing Research Association's president and CEO, offered attendees a history lesson: Producers have seen threats to their livelihood since

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