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Issue: August 2015 See all issues

FEATURES

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Inspired to Sell: The moments that changed advisors

Advisors share what inspires them to keep going forward while the industry looks at what inspires the next generation in the insurance business.

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Ask and You Shall Receive

How to built trust, better rapport, and more sales with Power Questions, An interview with Andrew Sobel by Paul Feldman, Publisher

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LETTER FROM THE EDITOR

Waiting for Inspiration’s Call?

Many of us wait for the spark of inspiration to do something either with our lives or with our work. But, if we are waiting for that spark, we might wait forever, because that is not how inspiration works.

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LIFE

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Power of Substitution Leverages Potent Life Insurance Strategy

A grantor trust can use substituted cash for tax-free guaranteed survivor universal life insurance that benefits heirs and offers a great internal rate of return.

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The Perfect Blend for Mass Affluent Needs

The right blend of permanent and term life insurance, combined with long-term care benefits, can provide financial protection for a multitude of client needs.

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ANNUITIES

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New Retirement Income Challenge: QLACs, DIAs, GLWBs

The wave of new products and features hitting the market has led advisors to ask which products are best for client needs and how much of the client’s portfolio should be allocated to each one.

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Small Percent Look to Safety of Annuities, But Interest Grows

Although Americans say they are interested in what annuities can do for them, a large percentage still have no money saved for retirement and are unsure what to do about it.

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HEALTH

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Divorce and Disability Insurance: A Marriage of Opportunity

Building disability insurance coverage into a divorce decree can protect the ex-spouse and children if illness or injury makes it impossible for support obligations to be fulfilled.

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FINANCIAL

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When Is Margin Lending Right For My Client?

Margin can be a lender of last resort when clients need money fast, but they need a plan to pay it back.

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BUSINESS

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The Best (and Worst) Former Occupations to Recruit as Agents

With the industry always hungry for new talent, here are some suggestions about where you should look — and where you should not — in recruiting.

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LIMRA INSIGHTS

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Advisors Serve a Crucial Role In Providing DC Plan Expertise

Research showed an important difference between plan specialists and generalists who incorporate plans into their broader offerings.

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MDRT INSIGHTS

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How a Dose of Reality Gave Me The Strength to Build a Legacy

A life insurance advisor never could have predicted that her first death claim would be for her own husband.

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NAIFA INSIGHTS

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Getting Over a Business Slump

When you redirect your efforts at “keeping the main thing the main thing,” you will be pleased at what happens.

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AMERICAN COLLEGE

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Millennials Are the Least Financially Literate Generation

All of the news surrounding the baby boomers’ retirement wave has overshadowed the fact that the youngest adults need help in securing their financial futures.

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