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Issue: December 2014 See all issues

FEATURES

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Google Your Way to Sales

Web research tools have made cold calls a thing of the past, according to Sam Richter, author of Take the Cold Out of Cold Calling.

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Predictive Prospecting: How Big Data Analytics Could Be the Holy Grail of Marketing

Predictive analytics, also called “big data,” has been adopted by life and annuity carriers. Now advisors are wondering if big data can help with prospecting, marketing and lead generation.

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IN FRONT

QLACs on Deck for Early 2015 Release

Qualifying longevity annuity contracts can be used in defined contribution plans and individual retirement accounts. Clients will need the help of an advisor in deciding where a QLAC fits in their retirement planning.

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LETTER FROM THE EDITOR

So, You Wanna Be A Star

OK, it’s guilty pleasure confession time: I love watching singing-competition videos on YouTube. I mean I can rewatch some so often that the YouTube algorithm suggests addiction videos.

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LIFE

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Cash Value Can Build a Bridge to a More Secure Retirement

Only 26 percent of pre-retirees have cash value insurance. They obviously don’t know the product’s real value.

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Preventing Tax Pitfalls With the Right Life Insurance Policy

Successfully guide clients and policyholders through the trickiest time of year.

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ANNUITIES

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Why Ken Fisher Loves to Hate Annuities

Ken Fisher’s annuity-hate ads might be galling, but regulators are not jumping in.

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Big Changes Ahead: Index Product Trends for 2015

New indices, standardized illustrations and long-term-care riders are among the changes that will dominate the index product landscape in the coming year.

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HEALTH

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Large Employers Cut Costs by Opening Health Centers

Advisors can help their large group clients cut their deficit spending and create millions in profit.

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FINANCIAL

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15 Minutes Could Save Your Client’s Retirement Plan

Use your next client service call to examine their company retirement plan options.

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BUSINESS

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How to Put Your Agency on Autopilot

Spend less time setting appointments and have more time available for marketing and other sales-related tasks.

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Google Your Way to Sales

Web research tools have made cold calls a thing of the past, according to Sam Richter, author of Take the Cold Out of Cold Calling.

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LIMRA INSIGHTS

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Bridging the Gap in Annuity Knowledge and Perceptions

Research shows that investors with the greatest understanding of annuities have the most favorable opinion of them.

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MDRT INSIGHTS

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A Financial Plan for an Expanding Family

An advisor learns firsthand how important it is to prepare financially for the birth of a child.

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NAILBA INSIGHTS

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What’s Ahead for 2015?

Clients have never had more options for fulfilling their needs, but they will need their advisors to be more informed than ever in explaining their benefits.

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NAIFA INSIGHTS

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NAIFA’s Annual Meeting Kicks Off 125th Anniversary

Conference speakers addressed issues ranging from call reluctance to selling to different generations.

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AMERICAN COLLEGE

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Detroit Is Not Alone – That Could Mean Trouble for Your Clients

The underfunding of state and municipal pension liabilities could have devastating effects on your clients’ retirement plans.

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AALU INSIGHTS

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How Big Data Makes a Small World

They mean off and on, or absence of power and presence of power in computer speak. This switch is the basis of digital data

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FSP INSIGHTS

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Getting the ‘I’ out of ‘TEAM’

A client-focused solution to financial problems requires interaction and cooperation.

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