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Issue: July 2010 See all issues

FEATURES

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Ultimate Insurance Sales Machine

One of the nation’s pre-eminent sales and marketing experts, Chet Holmes, wants to help you double your sales in one year.

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LETTER FROM THE EDITOR

Build Your Ultimate Sales Machine

Imagine spending an hour with someone who says he can help you double your insurance sales within 12 months, and then something amazing happens. At the end of 12 months, you double your sales. I

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LIFE

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Why People Don'T Buy Life Insurance

The left brain and right brain need to connect before a life insurance sale.

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New Irs Surtax Creates Unexpected Life Insurance Sales opportunities

The health care reform bill has many consequences— including one that helps life insurance sales. It’s the new investment income surtax, making life insurance even more attractive.

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ANNUITIES

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A 30,000 Foot View Of Compliance And Annuity Regulation

Annuity sellers have a wide range of pending regulation changes to keep an eye on.

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The Perfect Combination

Wall Street-types tell clients they would be crazy to put tax-deferred annuities into taxdeferred IRA plans. Here are five reasons why they’re wrong.

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HEALTH

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Small Business — Big Benefits

How brokers can use voluntary benefits to help their small-business clients create a competitive advantage.

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FINANCIAL

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Cybersecurity: A High-Stakes Gamble For Firms And Clients

Understanding cybersecurity means understanding what’s at stake for your business and your clients.

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BUSINESS

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The 15 Habits Of Highly Successful Producers

These 15 steps span the gulf separating the average and the excellent.

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OUTRAGEOUS ADVISOR MARKETING

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What An Amish Miracle Heater Can Teach You About Compliance

A perfect example of a company that controls its own economy and commands a premium price in spite of any recessions is the manufacturer of the “Miracle Amish Heater.”

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SECRETS OF OUR SUCCESS

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“it's Always The People”

Guardian Life Insurance Company has not only lived to be 150, but it has turned experience into success amid the current economic downturn.

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LIMRA INSIGHTS

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Financial Services Executives Weigh In On Future Of Industry

LIMRA asks 37 executives representing the breadth of the industry, including mutual companies, public firms, broker/dealers and investment firms, to provide insight on their companies’ strategies regarding product development, distribution and marketing, in an increasingly regulated environment.

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MDRT INSIGHTS

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Earn Referrals By Building Friendships, Not Client Relationships

Although you’ve probably heard many times that the key to building business is referrals, it’s not as simple as just asking for them. Referrals have to be earned.

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AALU INSIGHTS

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Despite Lobbying, Estate Tax Unlikely To Pass This Year

Historically, congressional work in September and October of election years is truncated - majority leaders typically try to avoid tough votes that may sway elections.

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Health Care Tax Credit May Backfire On Small Businesses

Small businesses may be eligible for a new federal tax credit that''s supposed to offset the mandated health insurance costs, but employers would be penalized if they hire additional workers or ra

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Health Reform Bill Hides 1099 Tax Form Expansion

Deep within the 2,409-page health reform bill, a 1099 tax-reporting expansion was recently discovered that requires businesses to prepare up to millions more forms each year. These changes affect

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Naic To Study Impact Of Pbr On Life Industry

In order to examine principles-based reserving (PBR) impacts on the life insurance industry, the PBR Testing Subgroup was created by the National Association of Insurance Commissioners (NAIC) Lif

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John Hancock Offers ‘retirement Talk'

John Hancock Variable Annuities, a unit of Manulife Financial Corporation, recently started a new marketing program, "Retirement Talk," for financial advisors that simplifies connecting with clie

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