Back to basics: building solid relationships could yield the strongest return of all.(Life: Selling Insight)

Life insurance "deals" have been with us for 40 years or more. Most of us remember "minimum deposit" and using mutual funds to pay for life policies. There also were the infamous "split-dollar" and leveraged corporate-owned life insurance.

Perhaps the best of the worst was nonrecourse premium financing coupled with life settlements. In light of such an unenviable track record, is anyone in the industry really surprised that the regulatory agencies and Congress are breathing down our necks?

Now comes the serious question: Will our industry recover? In light of all this, it may sound flip to say there's no need to worry. It's true, nevertheless. Although outsiders may …