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Issue: August 2017 See all issues

FEATURES

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Read People Like a Book

Dan Seidman shows how FBI training can help you see what people are really thinking.

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How to Tell Stories That Inspire Sales

Storytelling is as old as mankind. Here is how advisors are using the craft to inspire prospects to take action.

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IN FRONT

Friend or Foe? Dissecting DOL Fiduciary Moves

During a frenetic week in July, the Department of Labor filed a brief defending its fiduciary rule, as well as a Request For Information signaling its willingness to amend the rule. We explain how the DOL came to seemingly opposite conclusions.

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LETTER FROM THE EDITOR

Upward Passage

The last person I wanted to see was my mother. Here I was talking to a girl I liked in the stairwell of my middle school when I heard the outside door close. I looked down the flight of stairs to see Mom looking back up at me.

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LIFE

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Fighting the ‘Alternative Truth’ About Life Insurance

Dave Ramsey’s statements about life insurance don’t hold true when countered with mathematics.

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How to Save Your Client’s 401(k) Without Violating the DOL Rule

Don’t let fear of the unknown keep you from branching into a new market for your practice.

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ANNUITIES

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Carriers Report Minor Issues in Opening Weeks of DOL Rule

Annuity sales were still coming in as the fiduciary rule was in its early weeks.

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IMOs Have Tricky Path to Sales Under DOL Rules

Insurance marketing organizations are figuring out the best route to take in selling annuities under fiduciary rules.

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HEALTH

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Brokers Are Key to Reimagining Employee Benefits Enrollment

Employers need their benefits brokers to do more than sign up workers for coverage.

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FINANCIAL

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Advisory Fees Resist Downward Pressure in 2017, Despite Fears

A report cites some “compression” in the investment advisory space — but not for the reasons industry professionals may think.

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BUSINESS

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It’s Easy Being Green: Creating an Environmentally Friendly Agency

Give yourself a marketing edge while you help save the planet.

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Read People Like a Book

Dan Seidman shows how FBI training can help you see what people are really thinking.

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LIMRA INSIGHTS

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Millennials Seek Simplicity as They Consider Life Insurance

The millennial generation is all grown up, and they are better prospects for buying life insurance than many expected. But millennials want to keep the buying experience simple.

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MDRT INSIGHTS

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Supplementing Retirement Plans With Life Insurance

Clients may think that the funds they have accumulated in their defined contribution plan will be enough to shore up their retirement and take care of their dependents, but they are mistaken.

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NAIFA INSIGHTS

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All Good Prospects Have These Nine Things in Common

What to look for as you build your prospect pipeline.

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AMERICAN COLLEGE

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The Forgotten Generation X

This generation has money and power. Yet companies often ignore Generation X in favor of the baby boomers or the millennials.

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