Working with incentive houses has historically been a red flag for insurance and financial services planners, many of whom complained of being undermined or of unreasonably high fee structures. However, it is often unavoidable in today's business climate, in which in-house departments are stretched to the max. Those planners who have developed successful outsourcing relationships say that the critical first step is to find the right company. Referrals are key for Scott Skeabeck, director of ...

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