Issue: October 2016 See all issues

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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IN FRONT

This Year’s ACA Season Finds Higher Premiums, Fewer Carriers

The Obama administration makes one last push for enrollment as a new sign-up season begins one week before the presidential election.

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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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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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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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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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