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Issue: December 2012 See all issues

FEATURES

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Putting The Luck Back Into '13

The number 13 has always been associated with bad luck, but is that borne out of an expectation of misfortune? A review of the factors facing the industry, and a look at what’s to come, the challenges, and the opportunities.

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Spinning Words Into Gold

An interview with Joseph Sugarman One of America’s top advertising and marketing entrepreneurs, Joseph Sugarman, the man behind those BluBlocker sunglasses, and many other successful businesses, talks with InsuranceNewsNet’s publisher, Paul Feldman.

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LETTER FROM THE EDITOR

Got Mojo?

I have a tune stuck in my head. It’s Muddy Waters’ Got My Mojo Working morphing into Jim Morrison singing “Mr. Mojo Risin’ ” from LA Woman. Yes, it is as irritating as you would think.

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LIFE

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4 Ways To Open Clients' Eyes To The Power Of Cash Value

Most clients have no idea that life insurance gives them the power to face life’s most daunting financial challenges, from financing their children’s education, to helping care for Mom and Dad, to starting a business.

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Taking Death Out Of Life Insurance

Legacy income planning and living benefits help clients deal with uncertainty, such as illness and injury, and plan for sustained financial security for their loved ones.

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ANNUITIES

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Mortality Perception Drives Annuity Rider Decisions

Those who buy annuities with living benefits tend to live longer than other variable annuity buyers, making the relationship between a long life and living benefits a tantalizing one for advisors to explore.

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What Guaranteed Income Really Means

An added income rider on an annuity contract can be a godsend to your client’s financial future, but producers must do an honest job of explaining what these riders do – and what they do not do.

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HEALTH

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Big Voluntary Opportunity In Small Business Market

Health insurance advisors looking to expand their practice into the voluntary benefits market may find great opportunities exist where they had not expected them before.

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FINANCIAL

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Advisors Are Thumbs Down On Traditional Asset Allocations

The latest research shows that some advisors are warning against what they call an outdated, and potentially dangerous, investment allocation model.

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BUSINESS

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Youtube: How To Become A Lead-Generating Star Attraction

It’s not just a place to watch cute animal videos. The third most visited place on the Internet is a great place to educate your viewers, attract future customers and position yourself as an expert.

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The Arrogance Of Sales Gurus Makes Pariahs Of Us All

Larry Barton of The American College discusses the unfortunate phrases and attitudes employed by some insurance salespeople and how doing so reflects on the entire industry.

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Spinning Words Into Gold

An interview with Joseph Sugarman One of America’s top advertising and marketing entrepreneurs, Joseph Sugarman, the man behind those BluBlocker sunglasses, and many other successful businesses, talks with InsuranceNewsNet’s publisher, Paul Feldman.

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LIMRA INSIGHTS

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Advisors Still No. 1 Source For Information And Assistance

Consumers may be using the Internet for research on insurance products, but ultimately, they place the most value on obtaining information from advisors, according to LIMRA research.

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MDRT INSIGHTS

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With Or Without HSA, HDPHS Are Here To Stay

Lower cost, high-deductible health plans engage the health care consumer to think about cost, treatment alternatives and first-dollar coverage.

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NAILBA INSIGHTS

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The Future Of The Industry

Regardless of the political or economic climate, the services that advisors provide and the problems they solve for people will always be of value and needed.

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Deadline Extended For State Insurance Exchanges

The Department of Health and Human Services (HHS) has given states more time to finish their health insurance exchange planning, extending a deadline that expired on November 16, 2012. Under the heal

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Critical Illness – For Agents Squeezed By ACA

Agents who may be concerned about their future in health insurance sales in the wake of health-care reform could always try expanding to other products. One idea for doing this comes from Standar

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LIMRA Survey: What Drives Advisor Success

The economics of financial advisory distribution face numerous challenges, but pockets of opportunity remain, according to a major survey of 2,000 experienced financial advisors, conducted by LIMRA an

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Annuities On Demand

Annuities are the most unsolicited products requested by clients, according to advisors surveyed by Cerulli Associates. Instead, customers are increasingly seeking out the products. In fact, the

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