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Issue: January 2019 See all issues

FEATURES

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The Sales Cocktail

Neuromarketing researcher Christophe Morin reveals how to mix emotions to serve sales.

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Agents of Transition: The State of Insurance in 2019

Annuities are going gangbusters but sellers are facing shifting regulation and more demanding clients.

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LETTER FROM THE EDITOR

Finding The Whole

I was dizzy and anxious, certain that I had multiple sclerosis, but I was fixated on a distorted image of myself in the doctor’s third eye.

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LIFE

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Why Are So Many Universal Life Insurance Policies Failing?

Neglect and lack of attention fuel most of the blame.

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ANNUITIES

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Key Annuity Trends: Mergers, Simplification, Amazon-ification

Consumers will see a growing range of products while advisors will become more flexible in serving client needs.

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HEALTH

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Shift In The Asset-Based LTCi Market Is Expected To Grow

Recurring-premium products are expanding the market for asset-based long-term care insurance.

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FINANCIAL

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Direct Indexing Captures The Imagination Of ETF Enthusiasts

Direct indexing offers flexibility and significant tax savings.

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BUSINESS

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Let It Go: Delegating Scheduling Can Boost Your Productivity

You might think nobody is as good at making telephone appointments as you are. But handing over your scheduling to the right person can free you up to see more people.

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The Sales Cocktail

Neuromarketing researcher Christophe Morin reveals how to mix emotions to serve sales.

Read Article →

IN THE FIELD

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Deep Roots, Strong Growth

How Karen DeRose’s family grew a planning practice organically to serve multiple generations.

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LIMRA INSIGHTS

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Plan Advisors Show Interest In DC Income Strategies

As more advanced decumulation strategies enter the financial world, professional advice is more important than ever.

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MDRT INSIGHTS

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When Heirs Don’t Understand: Estate Planning Consequences

Help clients mitigate potential animosity and create an executable estate plan that will be well-received by their heirs.

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NAIFA INSIGHTS

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The Industry Must Attract, Not Recruit, Female Advisors

The financial services industry can attract female advisors by harnessing causes women are passionate about and employing previous career experiences.

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