June 19, 2017
By David Whiteside
Social media posts might not have magic powers
Last week, in Reaching the Middle Market, Part 1: Why You Need a Strategy, David Whiteside talked about how big, and complicated, the U.S. middle market really is.
Here, Whiteside talks about how insurance agents, advisors and other financial services players are dividing the middle market into segments, and how they’re getting the attention of the people in their target segments.
June 14, 2017
By David Whiteside
Most agents and advisors make their first sales in the middle market. Many then move on, but those first anxious visits around the kitchen table or in small, cluttered offices are part of their foundation.
Lower life and health commissions have re-focused agents elsewhere, but the middle market is still there, bigger than ever. As the affluent, senior, and large-group sectors become saturated, advisors are showing more interest in coming home to the middle market.
February 15, 2017
4 ways to bridge the $12 trillion life insurance gap A recent LIMRA study points to a significant underinsured life insurance market. Here’s where the biggest opportunities are to fill that need. Read more.
2017 Life Insurance Planning: Why this could be a strong year despite uncertainty in the tax law Check out this recent article and get a pro’s perspective – in case your crystal ball has been on the fritz lately too. Read more.
January 13, 2017
Disruptive forces are causing carriers to focus on product innovation
Dec 28, 2016 | By Linda Chow
The US life, annuity and long-term care (LTC) industries are facing a number of disruptive forces, from macroeconomic changes and demographic shifts to rising consumer expectations. Carriers are responding by changing their business models, modifying sales distribution practices, digitizing core processes and functions, and upgrading their risk management capabilities.
In addition, there is an effort to stimulate revenue growth with innovative products that address industry issues and meet the enormous consumer need for LTC services and support. Among the products that have gained significant traction in the insurance industry are combination products, which combine base life or annuity policies with LTC riders.
This article will examine the rise of combination products, why they have enjoyed considerable growth in recent years and possible future developments in this increasingly important market.
December 7, 2016
Dec 07, 2016 | By Stephan R. Leimberg
Life insurance can be a superb savings asset, but it does carry distinct tax issues.
All conventional saving vehicles serve the same purpose, but the unique feature of life insurance is that it assures a desired accumulation at a specific, but uncertain time; namely at the time of the insured’s death. No other savings or investment tool makes such a guarantee.
Here are 15 life insurance tax issues to anticipate in advance of filing time, from “The Tools & Techniques of Life Insurance Planning” (6th Edition).
December 2, 2016
Nov 28, 2016 | By Richard M. Weber, M.B.A., CLU, AEP
When DI is combined with appropriate life insurance, a “double-duty” synergy is achieved, resulting in complete protection for the portion of human life value for which insurance exists.
A typical affluent family owns a variety of assets, including real estate, cars, retirement accounts, investments, cash and life insurance. But some assets may be vulnerable to possible loss, through economic downturns, mismanagement or natural disaster.
Fortunately, some of those losses can be offset by transferring the risk of loss to an insurance company. Still, there are other risks, such as job loss or experiencing a business failure, which cannot be so readily transferred.