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Issue: June 2014 See all issues

FEATURES

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Advisor 2020: Find Future Clients in Emerging Industries

A study by NAIFA and the GAMA Foundation shows that advisors have to scout growing industries, such as health care, to find tomorrow’s clients.

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Duct Tape: The Salesman’s Silver Savior

John Jantsch says salespeople are dooming their careers with tired, outmoded practices, but Duct Tape Selling can save the day!

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LIFE

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Give Estates a Big Lift by Leveraging Split-Gifts

The financial advantage of owning tax-free life insurance in an ILIT, when compared to other taxable alternatives, is truly outstanding in this continuing low-interest-rate environment.

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Busting the 7 Myths of Life Insurance

Arm yourself with the knowledge to respond to your prospects’ most common objections.

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ANNUITIES

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Athene USA Grabs a Foothold in Fixed Annuities

As the first-quarter results loomed, many eyes were on Athene’s numbers. After its ambitious acquisition of Aviva, Athene seeks a steady transition and a new direction for fixed annuities.

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HEALTH

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Impact of Health Care Reform in the Workplace

Employers need advisors to guide them through the changes brought about by health care reform.

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FINANCIAL

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Couples Often Tuned to Different Retirement Channels

Each partner may have a different view of retirement. Your job is to help them agree on a common vision as they plan for this phase of life.

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BUSINESS

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Six Ways to Generate More Sales

Focusing more on solving the prospect’s problem and less on making the sale will lead you to greater sales success.

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Duct Tape: The Salesman’s Silver Savior

John Jantsch says salespeople are dooming their careers with tired, outmoded practices, but Duct Tape Selling can save the day!

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THE LAST WORD

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The 59½ Birthday Is More Than One Reason to Celebrate

A novel sales idea relates to the difficult decisions that your clients need to make in planning for retirement.

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LIMRA INSIGHTS

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Barometer Measures Importance of Dealing With an Advisor

Communications methods may change, but the importance of the personal touch remains.

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MDRT INSIGHTS

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Take Clients to the Big Leagues With an All-Star Team

Collaborating with a team of professionals is a great way to design and implement an effective plan for your clients.

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NAILBA INSIGHTS

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Protecting Your Client’s ‘Flight Plan’

Guiding your clients toward their retirement goals is much like flying and landing an airplane.

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NAIFA INSIGHTS

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Camp Tax Reform Plan Shows Need for Lawmaker Education

At the NAIFA Congressional Conference, members educated lawmakers about the adverse impact of the Camp Draft.

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FSP INSIGHTS

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Let Risk Tolerance Be Your Guide

A client’s risk tolerance is a crucial consideration in determining the type of insurance that best suits his needs.

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