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Issue: October 2016 See all issues

FEATURES

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Marketing with Audacity

An interview with Stu Heinecke Getting past the gatekeeper is one of the biggest challenges faced by anyone in sales. Stu Heinecke, author of How to Get a Meeting With Anyone, tells InsuranceNewsNet Publisher Paul Feldman how the right use of humor can open the gate.

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When Party Lines Crisscross

Observers can’t rely on the usual partyline thinking, as the 2016 presidential campaign and election are set to break all the usual rules.

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LETTER FROM THE EDITOR

Unparalleled Lines

One is a secretive hawk with a somewhat dour, awkward demeanor. The other is a shoot-from-the-hip opportunist who vacillates on issues in order to have the greatest effect on a crowd or a deal.

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LIFE

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To Age 100 — and Beyond! Life Insurance for a Lifetime

The over-100 population is projected to increase 10 times by midcentury.

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Match the Right Permanent Insurance With the Right Needs

A client with an aggressive investment style often will have a conservative insurance style.

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ANNUITIES

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FIA Supervision Under Fiduciary Rule: ‘Suitability on Steroids’

What independent insurance agents who sell fixed indexed annuities can expect under new supervision frameworks from marketing organizations authorized to act as financial institutions.

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HEALTH

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How We Lost Only 0.4% of Our Clients to Competitors Last Year

This three-legged stool is the basis for happy clients and a successful niche practice.

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FINANCIAL

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How Advisors Can Capitalize on the Crowdfunding Boom

The boom in crowdfunding is only one piece of the growing financial technology industry. The popularity of this approach is leading consumers to consider a broader range of alternative investments.

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BUSINESS

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How Principals Prepare for Takeoff

Principals decide when and how to transition from their agencies.

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Marketing with Audacity

An interview with Stu Heinecke Getting past the gatekeeper is one of the biggest challenges faced by anyone in sales. Stu Heinecke, author of How to Get a Meeting With Anyone, tells InsuranceNewsNet Publisher Paul Feldman how the right use of humor can open the gate.

Read Article →

LIMRA INSIGHTS

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Advisors Don’t Always Practice What They Preach

Clients assume their advisors have business transition plans in place for their practice, but research shows that’s not always the case.

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MDRT INSIGHTS

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8 Strategies to Maximize Your Clients’ Charitable Giving

Not all charitable gifts are created equal. Here are some considerations in matching clients with the most suitable giving method.

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NAIFA INSIGHTS

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5 Things to Do Today to Guarantee Success in 2017

Don’t wait until December to start planning for next year.

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AMERICAN COLLEGE

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Helping Clients Make Good Choices

Financial advisors should have the goal of increasing their clients’ autonomy in the decision-making process.

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