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Issue: March 2018 See all issues

FEATURES

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Train Your Brain for Sales Success

An interview with Daniel Goleman So much of our time slips through our fingers because we can’t focus. Meditation and mindfulness might be the remedies for our stress-filled, multitasking world. Daniel Goleman, author of Emotional Intelligence and Altered States, tells Publisher Paul Feldman how mindfulness

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The Flight to Fees: Health Agents in a Post-Commission World

Health insurance commissions are evaporating, so what’s a broker to do? Read how some are finding success in pursuing a fee-based model.

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LETTER FROM THE EDITOR

Nothing But Blue Sky

How often have we heard that? How often have we said it? We were jealous, frightened, angry — or even worse, hangry, that blood-red zone where hunger and anger overlap.

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LIFE

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Understanding the Differences: Partnering With P/C Agents

Recognize the different approach to a sales mindset when partnering with property and casualty agents.

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Five Misconceptions About Selling Final Expense Life Insurance

The target demographic for final expense life insurance is growing, although many agents shy away from selling it.

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ANNUITIES

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FIA Marketing Shifts to Accumulation

The question is how and when the tide shifts between marketing an annuity for accumulation, as agents seem to be doing now, and marketing an annuity for income, as agents are likely to do again in the future.

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Wealthy Take A Shine To QLACs

High-net-worth individuals are finding that investing in this type of annuity gives them protection against longevity while cutting taxes.

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HEALTH

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Millennials Demand Benefits But Need Choices, Clarity

The best ways to determine what types of benefits millennials want and how to communicate with them about those benefits.

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FINANCIAL

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How to Reach the Emerging Millionaires Next Door

Serving the growing emerging high-net-worth market can help build a foundation for your firm’s future growth.

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BUSINESS

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Boosters and Reducers: Curing Your Negative Self-Talk

So much of our success or failure hinges on the messages we tell ourselves. Here is how to quell those negative voices in our heads.

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See all

Train Your Brain for Sales Success

An interview with Daniel Goleman So much of our time slips through our fingers because we can’t focus. Meditation and mindfulness might be the remedies for our stress-filled, multitasking world. Daniel Goleman, author of Emotional Intelligence and Altered States, tells Publisher Paul Feldman how mindfulness

Read Article →

LIMRA INSIGHTS

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Generation Z Is Waiting in the Wings

They are years away from being clients, but those born in 2000 or later need help with their financial decision-making now if they are to be prepared for their futures.

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MDRT INSIGHTS

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Clients Come First – The Rest Takes Care of Itself

Some advisors will need to make a difficult mental shift under the new fee-based structure and use client satisfaction and well-being as their motivation.

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NAIFA INSIGHTS

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What Top Producers Believe About Success

Passion for helping clients achieve their financial goals will lead you to lasting relationships and a successful practice.

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AMERICAN COLLEGE

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When #MeToo Meets Industry Conferences

Industry conferences can be fertile ground for misconduct and inappropriate behavior.

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