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OCTOBER 2020 » VOLUME 13, NUMBER 10
ANNUITY
FEATURE
2020 Vision – Or Revision
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38 A ssumptions Vs. Reality: Considering Income Riders
By John Hilton and Susan Rupe
What’s on the line as the presidential election looms on the horizon.
By Cary Carney By attempting to standardize all income riders and pick one date to turn on those riders, we may not be finding the best options for the client’s true needs.
HEALTH/BENEFITS
42 Survival Comes With A Massive Price Tag
INFRONT
6 Industry Groups Grapple With Diversity Deficit By John Hilton and Susan Rupe Minorities have long been underrepresented in the financial services industry, and 2020 seems to be the year that industry groups are making a push to change that.
INTERVIEW
8 How To Get Everything You Can Out Of Everything You Have Curtis Cloke believes every successful advisor needs a full box of tools to help clients achieve financial success. In this interview with Publisher Paul Feldman, Cloke reveals how he took to YouTube in his quest to share those tools with other advisors.
PAGE 29 • In this year’s Health & Benefits Thought Leadership Series, learn how to navigate open enrollment, new regulations and the tricky health and benefits space.
IN THE FIELD
12 P utting His Money Where His Hope Is
By Susan Rupe Kenneth Royster brought his two daughters into his successful practice. Now he wants to reach out to help the next generation of Black and Hispanic advisors find their own success.
LIFE
34 5 Myths Keeping Black Americans From Buying Life Insurance By John Hilton Many of the barriers to life insurance ownership in Black communities can be traced to several misbeliefs about the process.
By Pam Jenkins Critical illness insurance can help pay the bills when a client suffers a lifethreatening event.
ADVISORNEWS
46 More Than Money: What Clients Want To Discuss By Susan Rupe The advisor of the future must be willing to discuss topics that are not purely financial.
INBALANCE
50 When The Eyes Have Had It
By Susan Rupe Our eyes are paying the price for the increased time we are spending in front of our screens.
BUSINESS
52 Where Technology Can (And Can’t) Support A WFH Environment By Seth Preus A look at the advantages and limitations of technology as they relate to productivity and communication.
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