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Issue: February 2018 See all issues

FEATURES

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Brighter Days By the Light of Perfectionistic Curiosity

As Robert A. Kerzner looks forward to retirement at the end of the year, he looks back at the challenge of turning around an institution vital to the insurance industry.

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Is Everything You Know About Leadership Just BS?

An interview with Jeffrey Pfeffer There’s a big difference between what leaders say they do and what they actually do. Jeffrey Pfeffer, author of Leadership BS, tells InsuranceNewsNet Publisher Paul Feldman what’s wrong with leadership today and how to build strong, authentic leaders.

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LIFE

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Why Indexed UL Transparency Is Vitally Important to Clients

To represent our clients properly, we must understand exactly how indexed universal life products work, what assumptions were made by the issuer and how close those assumptions are to the issuer’s ability to make them come true.

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ANNUITIES

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Delay of DOL Rule Expected To Spike Annuity Sales in 2018

LIMRA analysts say a combination of rising interest rates and a delay in the fiduciary rule will help annuity sales rebound this year.

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HEALTH

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Disability Management Helps Employees Return Successfully

Recent survey findings link disability management to increased employee productivity and getting people back to work faster.

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FINANCIAL

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Planning Starts With Emotions, Then Moves To Financing

Emotions can run high over the issue of financial planning for long-term care. Advisors should help guide clients and their families through a conversation on the dynamics of caregiving and their financial implications.

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BUSINESS

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Should You Move From Direct Mail To Digital?

Digital marketing is taking the lead from “snail mail” as boomers are becoming more comfortable communicating in the digital world.

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Is Everything You Know About Leadership Just BS?

An interview with Jeffrey Pfeffer There’s a big difference between what leaders say they do and what they actually do. Jeffrey Pfeffer, author of Leadership BS, tells InsuranceNewsNet Publisher Paul Feldman what’s wrong with leadership today and how to build strong, authentic leaders.

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LIMRA INSIGHTS

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Pairing Prospects With Products

Finding consumers who need coverage is not the most significant challenge. The challenge is matching them with the right coverage for their needs.

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MDRT INSIGHTS

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A Narrow Focus Can Lead To Unlimited Growth Potential

Identifying and targeting your niche market can set you apart from your competition.

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NAIFA INSIGHTS

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Medicare Doesn’t Cover It All

Clients must understand that Medicare does not cover long-term care and does not eliminate the need to set aside funds to pay medical bills.

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AMERICAN COLLEGE

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Sexual Harassment Carries a High Price Tag

The list of industries rocked by sexual harassment allegations keeps growing. Will the financial services industry be next?

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