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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

The Gray Horizon

What will happen to the dispersed, vast population of baby boomers when they start shuffling through nursing home doors to live out their ever-extending lives?

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LIFE

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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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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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ANNUITIES

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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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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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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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Nailba: Pay It Forward – Again: Mentoring Still Works Best

The challenges of insurance sales don’t change, only the sales players do. The gift of mentoring a less experienced agent can be a rewarding experience for both of you.

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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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Health Insurance Policies Reward Healthy Workers

Employers all over the country, big and small, increasingly are offering health insurance policies that reward or penalize employees for progress on personal health goals. It’s a trend that is e

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Roots Of The New Recruits

In announcing that it recruited 446 new financial representatives in the first half of 2012, Guardian Life Insurance Company of America happened to mention something about those recruits that m

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Summer Doldrums

Applications for individual life fell by 1.5 percent in July 2012, compared to July last year, according to the MIB Life Index, which tallies searches that MIB’s life member company underwriters

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Annuity Inflows Inch Up

The Depository Trust & Clearing Corporation (DTCC) Insurance & Retirement Services (I&RS) says that the annuity inflows it processed in May reached $7.5 billion, up by just over 1 percent from

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