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Issue: December 2017 See all issues

FEATURES

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The Gaga Effect

JACKIE HUBA on how LADY GAGA can teach advisors to super-engage fans

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2017: Tamed Rules and Reinvigorated Practices

It was the year that was supposed to stomp on annuities, but it ended up being surprisingly good for business.

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LETTER FROM THE EDITOR

So, You Wanna Be A Star

OK, it’s guilty pleasure confession time: I love watching singing-competition videos on YouTube. I mean I can rewatch some so often that the YouTube algorithm suggests addiction videos.

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LIFE

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The 5 Big Myths About Millennials

One stereotype about millennials is that they believe they are invincible and therefore aren’t interested in life insurance. But other myths about millennials and life insurance might be keeping advisors from serving that market segment.

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Advance Your Professional Standing By Working With Lawyers

When life insurance advisors know how to work with lawyers, the relationship can lead to success in the advanced markets. Let’s expand on some of the aspects of what you need to know to be successful working in cooperation with the legal profession.

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ANNUITIES

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Bonus vs. Index Crediting Potential: Which One Is Better?

Weighing the long-term account values of a bonus annuity with lower crediting caps against a non-bonus annuity with higher crediting caps.

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HEALTH

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Make the Right Match With Third-Party Benefits Providers

More employers are choosing to outsource their benefits administration. Here is how health insurance brokers can provide value to their clients by helping them choose the right provider for their workers’ needs.

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FINANCIAL

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8 Traits of Highly Successful Advisors

What drives the most successful registered investment advisors and fee-based advisors? Here’s a look at what they have in common with each other.

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BUSINESS

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Pitching to a Group Without Being Thrown a Curveball

It’s tough enough to sell an individual. Getting a buying consensus from a group is even worse. How you can keep your sales pitch from becoming dead on arrival with a group.

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The Gaga Effect

JACKIE HUBA on how LADY GAGA can teach advisors to super-engage fans

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LIMRA INSIGHTS

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How Digital Tools Help Advisors Cement Post-Sale Relationships

Digital tools can enhance the relationship between advisors and policy owners after the sale; but not all policy owners use those tools in the same way.

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MDRT INSIGHTS

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Teaching Kids About Money Is a Lifelong Process

Your clients’ children are never too young to begin learning about managing money. Here are ways you can help guide the process.

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NAIFA INSIGHTS

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The Second Generation Opens the Door to the First

The key to success in the Hispanic market is to “prospect into the family” through your second-generation clients.

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AMERICAN COLLEGE

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Cyber Breaches Are Becoming the New Normal

Cybersecurity breaches are becoming larger and more frequent. Here are some ways to protect against stolen identity and financial fraud.

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