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Issue: June 2016 See all issues

FEATURES

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Pain vs. Gain: What Best Motivates Buyers to Buy?

Dan Seidman, author of The Ultimate Guide To Sales Training, discusses how to tell the difference between pain-motivated and gain motivated buyers, and how to tailor your presentation to each.

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Annuities in the Post-DOL World

In this Annuity Awareness Month, awareness is pivoting toward the Department of Labor’s fiduciary rule, which will affect at least 65 percent of the funding for fixed indexed annuities...

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LIFE

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What Clients Don’t Know About Whole Life Dividends

The decision to purchase life insurance is a big one...

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Longevity Could Be Written All Over Your Client’s Face

New developments in longevity research could lead to significant changes in the way life insurance is underwritten...

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ANNUITIES

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High Anxiety: How DIAs Answer Your Clients’ Deepest Fears

Advisors are turning to planning strategies that are equal parts offense and defense — and deferred income annuities are playing a key role...

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Will Floating Rates Become the New Indexed Annuities?

How a new variety of annuity combines the appeal of indexed products with the simplicity of a traditional annuity...

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HEALTH

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Broker Role Grows With the Adoption of Private Exchanges...

With the growing complexity of the benefits marketplace and a shifting regulatory environment, employers are increasing their reliance on knowledgeable advisors...

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FINANCIAL

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Pies Are for Dessert: What Clients Really Need Is a Plan

A pie chart may look impressive. But what’s more impressive is an advisor’s ability to be effective in meeting clients’ retirement income goals.

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BUSINESS

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Why Good People Underperform

Here are the root causes of why employees don’t get the job done, and what you can do about it...

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Pain vs. Gain: What Best Motivates Buyers to Buy?

Dan Seidman, author of The Ultimate Guide To Sales Training, discusses how to tell the difference between pain-motivated and gain motivated buyers, and how to tailor your presentation to each.

Read Article →

LIMRA INSIGHTS

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Automated Underwriting Cuts Fraud, Errors and Omissions

Carriers that have begun implementing automated underwriting share the lessons they have learned in the process...

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MDRT INSIGHTS

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Rethinking Prospecting: The Best Lead Source You’re Not Using

Why prospecting among your existing clients may be the easiest way to grow your practice...

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NAIFA INSIGHTS

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How to Connect With Clients

When you keep your clients happy, you grow your practice even more...

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AMERICAN COLLEGE

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Life Insurance Considerations for Special Needs Families

Regardless of family income, life insurance serves a crucial role in the future economic security of a person living with special needs...

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