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Issue: September 2012 See all issues

FEATURES

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Generational Disconnect

The Generation Gap is not unique to financial advisors but addressing inherent problems with specific strategies can help build the bridge.

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The Hedgehog & Flywheel Effect

Author and co-author of six New York Times best-selling books, Jim Collins discusses the concepts that innovative entrepreneurs employ for a consistent formula of success

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LETTER FROM THE EDITOR

Rebalancing Equations

“Is that algebra?” That was one of my questions as I squinted at the PowerPoint slides building the case of how to evaluate producer performance.

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LIFE

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The New Golden Handcuffs

An IRS deferred compensation rule offers a relatively inexpensive technique for small to mid-sized firms to compete with larger corporations and retain key employees.

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A Tax-Free Future

The tax-free financial leverage of using life insurance to finance Roth IRA conversions will enhance the net aftertax inheritance for your client’s heirs.

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ANNUITIES

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New Contenders Emerge In $7.3 Trillion Retirement Market

Massive assets held in qualified retirement plans managed by life and annuity insurers may not stay in those coffers much longer unless advisors act – and quickly.

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Global Shakeup Could Rattle Money Out Of U.S. Annuity Market

Globalization is a problem most advisors aren’t addressing. But take note, because the growth of international carriers will affect your bottom line.

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HEALTH

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Will Employers Push Workers Into Health Exchanges?

Small and midsize businesses now face some tough decisions that may radically change how they offer health benefits to their workforce. At some point, smaller employers will have to decide whet

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FINANCIAL

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What Advisors Want: Integrity, Intelligence, Insight, Instantly

A market researcher polls 2,000 advisors on what they want and expect from wholesalers - and don’t get, leading them to look to minimize the interaction.

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BUSINESS

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Don'T Pucker Up

You’re a good sales person, but sooner or later, a call will go badly. A director of sales offers tips on how to keep the conversation from hitting a sour note.

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Mdrt: Cautionary Tales Illustrate Life Insurance Value

Life insurance is the most enduring financial product devised relating your real-life experiences to clients can help illustrate its importance and value

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The Hedgehog & Flywheel Effect

Author and co-author of six New York Times best-selling books, Jim Collins discusses the concepts that innovative entrepreneurs employ for a consistent formula of success

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LIMRA INSIGHTS

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Limra: Life Insurance Awareness Month: Shine A Light For Clients

The need for life insurance has never been greater – or less utilized by American families. Life Insurance Awareness Month offers an opportunity for illumination of the critical importance of protecting loved ones.

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Survey: Health-Care Execs On Health Reform Impact

A survey of 249 California-based senior health-care executives by Adaptive Business Leaders (ABL) Organization, an executive networking and peeradvisory organization for health care, asked execut

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College Planning Connundrum

College planning is not always high on the financial advisor to-do lists for clients. Maybe it should be. Legg Mason has found out that even affluent Americans with investable assets of $250,000 o

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Low Interest Rates Hurting Life Insurers

Low interest rates were a major drag on life insurer earnings in the first and second quarters of this year, says Fitch Ratings. That has resulted in reduced net investment income and interest m

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Indexed Annuities Nearly Hit Record

While many other annuity products struggle for traction, indexed annuities have been booming. In fact, IAs did so well they nearly broke the sales record in the second quarter. Sales were $8.7

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