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Issue: January 2015 See all issues

FEATURES

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How to Turn No Into Yes

The sweetest word in the sales process might be “no.” In fact, top salespeople know “no” means “eureka!”

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2015 Annuity Forecast

Could this be the brightest year ever?

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LETTER FROM THE EDITOR

When Security Beats Sexy

Some things or people don’t need to be sexy. Like your grandma. You don’t want to think of her being sexy. There’s just no need for that.

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LIFE

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Private Loan Strategy Protects Estates Now Without Gifting

How wealthy estate owners can be persuaded to take action now while still preserving lifetime gifting flexibility for the future.

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Leveraging Low Interest Rates to Avoid an Escalating Estate Tax

Life insurance can provide wealthy clients with a number of options to solve their estate planning challenges in today’s low interest rate environment.

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ANNUITIES

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The Case for Annuities in Qualified Retirement Plans

Eighty-four percent of plan participants have no kind of guaranteed future income funding option from which to choose.

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Regulatory Moves Crumble Walls Between Fixed and Variables

A discussion on contingent deferred annuities leads to speculation on whether the “walls” between fixed and variable annuities could be coming down.

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HEALTH

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Voluntary Can Ease Clients’ Growing Health Care Worries

New exchanges, greater accountability and need will confront agents and consumers this year.

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FINANCIAL

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Variable Annuities Get Back to Basics With Investment Focus

The broader array of variable annuities that are more understandable to clients should make these products more attractive as retirement planning tools.

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BUSINESS

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Stories That Will Inspire Action

Telling your personal stories can move your clients to act on your advice.

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How to Turn No Into Yes

The sweetest word in the sales process might be “no.” In fact, top salespeople know “no” means “eureka!”

Read Article →

LIMRA INSIGHTS

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The Disconnect in What Insurers Say vs. What Consumers Hear

A disconnect exists between common insurance industry terms and language that consumers understand. As a result, consumers are turned off from buying life insurance and financial products.

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MDRT INSIGHTS

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Lifestyle is an Integral Part of Retirement Planning

Developing a lifestyle plan with your clients can help them prepare to live their retirement, not just survive it.

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NAIFA INSIGHTS

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Policymakers Don’t Understand How Advisors Serve Clients

If regulators fully understood the ways advisors help consumers, they might avoid proposing rules likely to do more harm than good.

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AMERICAN COLLEGE

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Women of Color Seek a Seat at the Leadership Table

The industry is missing a tremendous opportunity by failing to address the lack of female advisors of color to serve a growing population segment in need of their expertise.

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FSP INSIGHTS

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Illustrations May Be Misleading

Because illustration “math” is almost always based on assumed constant rates of return, advisors need to understand the mechanics of those assumptions.

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