Advertise

Issue: June 2016 See all issues

FEATURES

See all

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 →

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...

Read Article →

LIFE

See all

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...

Read Article →

What Clients Don’t Know About Whole Life Dividends

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

Read Article →

ANNUITIES

See all

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...

Read Article →

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...

Read Article →

HEALTH

See all

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...

Read Article →

FINANCIAL

See all

Planning Starts With Emotions, Then Moves To Financing

Emotions can run high over the issue of financial planning for long-term care. Advisors should help guide clients and their families through a conversation on the dynamics of caregiving and their financial implications.

Read Article →

BUSINESS

See all

The Wrong Executor Can Destroy Even the Best Estate Planning

It’s not enough to help your clients plan for their estate. Help them avoid making a disastrous executor choice...

Read Article →
See all

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

See all

Automated Underwriting Cuts Fraud, Errors and Omissions

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

Read Article →

MDRT INSIGHTS

See all

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...

Read Article →

NAIFA INSIGHTS

See all

How to Connect With Clients

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

Read Article →

AMERICAN COLLEGE

See all

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...

Read Article →