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Issue: March 2016 See all issues

FEATURES

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Get Traction or Stay Stuck

An interview with Gino Wickman – Part 2 Every business owner knows the frustration of putting more effort into the business yet going nowhere. Gino Wickman, author of Traction, has the solution to pull you out of the mud. In Part 2 of his interview with InsuranceNewsNet Publisher Paul Feldman, Gino describes how seeing your business using a very short view and a very long view will keep you on the road to success.

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How to Sell Annuities to a Skeptical Client

When clients reject annities, even though they want a dependable revenue stream, a perception adjustment is in order.

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LIFE

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Life Insurance as Executive Compensation

Executive compensation plans, using life insurance as the accumulation vehicle, are great tools to retain key employees. Structured properly, these plans can provide a current income tax deduction to employers.

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Feeling Charitable? Think Again

Charity-owned life insurance has immense potential for social good, but industry professionals may not have the knowledge or tools to use it properly.

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ANNUITIES

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Laddered Annuities Beat RMDs for Guaranteed Retirement Income

This approach could prompt more use of immediate annuities with qualified retirement assets. It also could open the door to more innovation in retirement income strategies.

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DIAs: The Hot Annuity Trend That Can Nearly Double Payout

Many deferred income annuity buyers are forgoing the return-of-premium option in exchange for higher annuity payments — nearly double the payments — once they reach age 80.

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HEALTH

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Med Supp vs. MA: Which One Is Right for Your Client?

Your clients have two options when it comes to selecting Medicare coverage. Help them decide whether guaranteed premium or “pay as you go” is the right choice for them.

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FINANCIAL

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How to Prevent These Five IRA Transfer Mistakes

Failure to keep information updated and failing to make the right beneficiary designation can cause problems.

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BUSINESS

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Red, Yellow or Green? How Client Ranking Can Lead to More Sales

A ranking system measures key information about clients and where they fit into your monthly and annual production goals.

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See all

Get Traction or Stay Stuck

An interview with Gino Wickman – Part 2 Every business owner knows the frustration of putting more effort into the business yet going nowhere. Gino Wickman, author of Traction, has the solution to pull you out of the mud. In Part 2 of his interview with InsuranceNewsNet Publisher Paul Feldman, Gino describes how seeing your business using a very short view and a very long view will keep you on the road to success.

Read Article →

LIMRA INSIGHTS

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It Pays to Pursue the Unadvised

A large percentage of mass affluent households are going it alone when it comes to financial planning. Here is how advisors can make a difference for them.

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MDRT INSIGHTS

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Don’t Start With the End in Mind

Show clients all the investment options that will help them achieve their goals.

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NAIFA INSIGHTS

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Laws Help Advisors Flag Fraud

Under model legislation, advisors could not be held liable for reporting suspected cases of fraud or abuse.

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AMERICAN COLLEGE

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Developing ‘Moral Perception’

The failure to be mindful often causes advisors to neglect their duties to their clients.

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