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Issue: August 2018 See all issues

FEATURES

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Sisters Find Their Way Home

Two sisters in small-town Pennsylvania come back to the family agency to lead it into the post-captive agency era.

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Reaching Retirement Alpha

An interview with Tom Hegna Tom Hegna built a career on creating happy retirements for clients. In this interview with Publisher Paul Feldman, Hegna explains why an advisor who claims to uphold the highest standard of care but ignores annuities is doing a disservice to clients.

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LIFE

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‘Unscheduled’ Policy Loans Can Create Sales Opportunities

A huge number of “unscheduled” policy loans go mostly unnoticed until they become a threat to the policy or an unwelcome tax problem for the insured.

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Carriers Reshape Indexed UL While Variable UL Sales Heat Up

The fast-selling indexed universal life segment saw some product tweaks, while variable universal life gets back into the sales game.

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ANNUITIES

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Commentary: Climbing Out Of The Rabbit Hole On Annuity Suitability

Clearing through the confusion of whether annuities are suitable for clients.

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Beneath The Lull, Carriers Are Reshaping Annuities For Advisors

The annuity industry is trying to find out where the market is, an industry analyst said, while the marketplace makes some shifts in the face of flat sales.

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HEALTH

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Critical Illness Coverage Fills The Gap And Eases Client Concern

With traditional health insurance carrying more out-of-pocket costs, clients need the relief that a critical illness plan can provide.

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FINANCIAL

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Keep Clients From Panicking: Placing Volatility Into Perspective

Knowing that market fluctuations are common, and establishing a long-term plan, can help you ease your clients’ fears of volatility.

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BUSINESS

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Managing Results Is Only Half Of A Successful Leader’s Job

Three steps toward creating a purposeful, positive, productive work culture.

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Reaching Retirement Alpha

An interview with Tom Hegna Tom Hegna built a career on creating happy retirements for clients. In this interview with Publisher Paul Feldman, Hegna explains why an advisor who claims to uphold the highest standard of care but ignores annuities is doing a disservice to clients.

Read Article →

IN THE FIELD

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Sisters Find Their Way Home

Two sisters in small-town Pennsylvania come back to the family agency to lead it into the post-captive agency era.

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LIMRA INSIGHTS

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Solving The Life Insurance Sales Puzzle

New direct-to-consumer approaches, as well as a focus on workplace sales, could reach consumers who need life insurance but are not buying it.

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MDRT INSIGHTS

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Finding Your Inspiration Throughout Your Career

How one advisor found the inspiration to help as many people as possible achieve their financial dreams and manage their nightmares.

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NAIFA INSIGHTS

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Turning Contacts Into Advocates

Four steps to help you build effective relationships with your centers of influence.

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