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Issue: February 2013 See all issues

FEATURES

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How To Deliver Estate-Planning Relief With ATRA

For advisors and their clients who held back on making a plan while the “fiscal cliff” deal was hashed out, the permanence of the new estate tax law may be the trigger that spurs both of you to take action.

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How To Be The Most Fascinating Person In The Room

Are you a Victor or a Maestro? And what do they mean anyway? Sally Hogshead, author of Fascinate: Your 7 Triggers to Persuasion and Captivation, explains the different ways in which the world perceives you and how you can use your strengths to grab your client’s attention.

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LIFE

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The Good And Bad: What People Really Think About Life Insurance

The latest LIMRA research shows that, although consumer confidence in life insurance is generally high, the industry’s image has much room for improvement.

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ANNUITIES

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More Product Debuts Don'T Necessarily Mean Smash Hits

A comparison between annuity debuts in 2011 and annuity sales results in 2012.

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HEALTH

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Group Health–what Clients Need

As the clock ticks toward the implementation of the Affordable Care Act, you can help families and businesses of all sizes work their way through the regulations and ensure that they make choices that make the most sense for their needs and budget.

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FINANCIAL

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Seven Steps To Creating A Perfect Appointment Process

A roadmap to help prospects recognize you and your practice as an indispensable part of their financial health.

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BUSINESS

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The Wisdom And Science Of Successful Habits

The success habits in life insurance selling (and all selling) are divided into four main groups: prospecting habits, calling habits, selling habits, working habits. This advice was spoken in 1940 and it still rings true today.

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How To Be The Most Fascinating Person In The Room

Are you a Victor or a Maestro? And what do they mean anyway? Sally Hogshead, author of Fascinate: Your 7 Triggers to Persuasion and Captivation, explains the different ways in which the world perceives you and how you can use your strengths to grab your client’s attention.

Read Article →

THE LAST WORD

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Boomer Insurance, Anyone?

Larry Barton of The American College tries to envision what the future will look like when old age and physical ailments catch up with the baby boom generation

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LIMRA INSIGHTS

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Policy Count Drops With Agents

Sales capacity and an aging field force are two underlying trends that threaten the longterm growth of the industry.

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MDRT INSIGHTS

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Pick Up The Phone, It's A Lifetime Of Referrals Calling

An advisor comes to the rescue after receiving a panicked late-day phone call from a client. His reward? A stream of referrals and a surprise!

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NAIFA INSIGHTS

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100 Years Of Tax-Free Benefits

The federal income tax – and the taxprotected status of life insurance – marks its 100th birthday this year.

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OTHERS

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If you still insist on being a BEST-SELLING author ...

Michael Levin advocates thinking in terms of being a best-earning author. But in our interview, he also revealed some tricks to becoming an actual best-selling author.

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