FEBRUARY 2013 » VOLUME 6, NUMBER 2
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IN THIS ISSUE
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36 LIFE
36 The Good and Bad: What People Really Think About Life Insurance
22 INFRONT
8 2013 Finds Players Taking Seats at the Annuity Table By Linda Koco Last year was a tough one for the annuity business. But all signs are pointing to 2013 looking more like business as usual.
12
SPECIAL FEATURE In our special ATRA report, we will explore what you need to know to help bring that relief to your clients. 23 How to Deliver Estate-Planning Relief with ATRA By Linda Koco For advisors and their clients who held back on making a plan while the “fiscal cliff” deal was hashed out, the permanence of the new estate tax law may be the trigger that spurs both of you to take action.
29 Plenty of Opportunities for Advanced Advisors By Gonzalo Garcia and Liz Weber Michel Advisors and clients can now plan in a more certain environment; availing themselves of tried and true techniques combined with terrific life insurance products.
FEATURES
12 H ow to be the Most Fascinating Person in the Room An interview with Sally Hogshead Are you a Victor or a Maestro? And what do they mean anyway? Sally Hogshead, author of Fascinate: Your 7 Triggers to Persuasion and Captivation, explains the different ways in which the world perceives you and how you can use your strengths to grab your client’s attention. 2
32 Strategies to Soothe Tax Pain
InsuranceNewsNet Magazine » February 2013
By Joseph D. Anderson III Now may be a good time to have a conversation with your clients about certain tax strategies, in the wake of the tax changes that will go into effect.
By Jennifer L. Douglas The latest LIMRA research shows that, although consumer confidence in life insurance is generally high, the industry’s image has much room for improvement.
ANNUITY
42 M ore Product Debuts Don’t Necessarily Mean Smash Hits By Linda Koco A comparison between annuity debuts in 2011 and annuity sales results in 2012.
HEALTH
46 W hat Your Group Health Clients Need to Know By Diana H. Johnson As the clock ticks toward the implementation of the Affordable Care Act, you can help families and businesses of all sizes work their way through the regulations and ensure that they make choices that make the most sense for their needs and budget.
50 FINANCIAL
50 Seven Steps to Creating a Perfect Appointment Process By Mike Steranka A roadmap to help prospects recognize you and your practice as an indispensable part of their financial health.