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Issue: March 2011 See all issues

FEATURES

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Uncage Your Inner Guerrilla - An Interview With Jay Conrad Levinson

Jay Levinson was part of some of the most recognizable campaigns in advertising history, such as the Marlboro Man and the Pillsbury Doughboy. Then he shared his marketing smarts with the little guy and the revolution began!

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And Here's How I Sold That Big Case

Our intrepid Contributing Editor Linda Koco learns what it takes to crack the big cases—the diligence of a detective and the compassion of a counselor.

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LETTER FROM THE EDITOR

Find Your Sales Diamond In The Rough

We talk a lot about overcoming challenges because you face a myriad of obstacles every day. From federal regulation to tax law changes, to interest rate impact, to compliance, suitability and more.

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LIFE

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The Loyalty Sale

Some people might not be considered key people in a company, but they are key to the organization’s future. An insurance strategy can reward their loyalty.

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The Esop Insurance Opp

As the first boomers reach 65 this year, the ESOP market is on the verge of an unprecedented expansion as boomer business owners seek out tax-efficient ownership succession strategies.

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ANNUITIES

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A Double Dose Of Ltc

Clients can legitimately escape taxation on gains in existing annuities if they are exchanged for combination annuities and the gain is then paid out as an LTC benefit. It’s a double dose of health!

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Don'T Ever Sell Annuities

More people are turning to advisors because they are worried that the pathetic return on their investments will crimp their retirement style. The right answer might be an annuity, but saying so is the wrong way to go about selling an annuity.

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HEALTH

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Misperceived Benefits

Research shows workers, brokers and employers are failing to communicate in the benefits arena.

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FINANCIAL

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Caution: Offer On Table May Not Be As Good As It Appears

When a new firm makes an offer to recruit you, look beyond the financial incentive.

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BUSINESS

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What's Your Rq?

Find out how your clients rate your referral quotient to see their willingness to tell their friends about you.

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LIMRA INSIGHTS

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Employee Benefits Disconnect Is Black And White

With the advent of employee benefits nearly 100 years ago, employers began to ask themselves if employee benefits made economic sense for their bottom line. And for a growing number of employers

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MDRT INSIGHTS

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Getting The Most Out Of Life

shrinking population of commission-based producers and a burgeoning generation of fee-based advisors overseas—but that is also a growing trend here in the United States

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Deep Gap Between Employees' Disability Views And Facts

There are serious disconnects between the facts about disability and income protection planning and what consumers actually believe, concluded a research study by the Council for Disability Aware

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Employers Now Offer Extra Retirement Help

Lacking confidence in their workers'' ability to adequately plan for their own retirement savings needs, employers are now supplying more planning assistance and options to employees in order to h

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Va. Man Convicted In Multimillion-Dollar Scheme

Danny Marks, Chesapeake, Va., received a jail sentence of two years and two months for conspiring to commit mail and wire fraud in a multimillion-dollar life insurance scheme, according to the U.S

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Social Security Has Some Advantages On Annuities

Despite a widespread belief that Social Security is an inefficient retirement fund that could always be outperformed by another retirement planning vehicle, it actually offers some advantages if y

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