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Issue: April 2017 See all issues

FEATURES

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How Funny Makes Money

Kelly Leonard tells how The Second City’s improv techniques can build relationships and business

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LIFE

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For Life Insurers, Transformation and Talent Go Hand in Hand

An industry survey showed that life insurers need to accelerate the pace of change and innovation, but talent remains important to a company’s success.

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How an Income Stream Can Fill a Legacy Bucket Strategy

A strategy that uses life insurance to create a legacy fund “bucket” can help protect some of your clients’ assets and provide a legacy for future generations.

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ANNUITIES

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How Annuities Can Be Structured to Be Medicaid-Compliant

Setting up a Medicaid-compliant annuity enables a seriously ill client to pay for long-term care while preserving a financial quality of life for the healthy spouse.

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How Will Annuities Help Americans Handle Longer Lives?

Updated actuarial tables prove that Americans’ longevity continues to jump significantly. How the industry is responding to these increased lifespans.

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HEALTH

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How Finding Your WHY Finds Your Way to Your Ideal Client

Great companies start by asking themselves why they do what they do. Answering that “why” can lead to opportunities with the clients who best align with your company’s values.

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FINANCIAL

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Emotional Currency: How Clients’ Money Stories Guide Decisions

When you let your clients tell their personal history with money — and you really listen — you can work with them to ensure their story doesn’t become a horror story.

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BUSINESS

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Embrace Soft Skills to Reduce Rejection

Product knowledge is great, but the ability to be genuine and honorable will help you close the sale and keep the client.

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How Funny Makes Money

Kelly Leonard tells how The Second City’s improv techniques can build relationships and business

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LIMRA INSIGHTS

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Bumpy Ride Predicted for Individual Annuity Sales in 2017

Annuity sales are expected to see a drop in 2017, but 2018 could be a turnaround year as the marketplace adjusts to the Department of Labor fiduciary rule.

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MDRT INSIGHTS

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Retirement Planning the Millennial Way

Millennials have the potential to be the next high-net-worth clients, but they need some help getting started toward building wealth.

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AMERICAN COLLEGE

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Widows, Widowers and their Advisors: A Glass Half Full

Reasons why those who are widowed keep their advisors, switch advisors or become unadvised.

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OTHERS

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The Seven Elements of Improv

The Seven Elements of Improv

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