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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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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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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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Bright Spot For Life/Health Companies

Where financial impairments are concerned, U.S. life and health insurers appear to have reached their lowest point in 50 years in terms of both number and frequency in 2011, reports A.M. Best.

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Buying Life Insurance In A Bank

The bank life insurance market could become the domain of the young. After all, the majority of consumers in generations X and Y recently told LIMRA that they would buy a life policy from their

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Bank Fee 1q Income Hits Record – With A Caveat

Banking companies did see positive annuity results in first quarter 2012, but it wasn’t an all-industry kind of thing. Their 2012 first quarter total was $781.7 million – the highest quarterly a

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