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NOVEMBER 2018 » VOLUME 11, NUMBER 11
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www.insurancenewsnetmagazine.com
FEATURE
HolisTECH
By Steven A. Morelli Advisors are becoming holistic in their practices, and that means greater use and acceptance of technology as a way to streamline the customer experience. 30 The 2018 Tech Guide
Future-forward digital inventions that give consumers unprecedented access to products, services and information.
INFRONT
42 Why Do So Many Families Go Without Life Insurance?
10 Annuity Sellers Face Unhappy Trails And States’ Regulation Roundups
By David Ehrenthal A survey found that many adults understand they are putting their families at risk by not having life insurance, but they are uncomfortable discussing their mortality.
By John Hilton Ohio National’s decision to abandon service contracts for brokers who sold its variable annuities is setting a precedent that shakes the very core of the relationship between insurers and independent sellers.
ANNUITY IN The Field
34 When The Community Diversifies, So Must The Practice By Susan Rupe Brian Haney had a passion to serve others from a young age, and he devotes much of his practice to serving two demographics very different from his own.
INTERVIEW
14 H ow Stories Are Better Than Sex
LIFE
40 Advisors And Technology: Crossroads Of A New Frontier
An interview with Michel Neray Good stories light up the same part of the brain that lights up when we have sex. Michel Neray has studied the way the brain reacts to hearing a story and how that can lead to increased sales. In this interview with Publisher Paul Feldman, Neray outlines the steps to telling a good story and why storytelling is an important way to connect with prospects.
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InsuranceNewsNet Magazine » November 2018
By Michael Babikian Insurance carriers have put a lot of effort into streamlining the buying experience by expediting underwriting, but that alone is not enough.
46 C ould Indexed Annuities Steal The Spotlight From VAs? By Cyril Tuohy Variable annuities are showing a rebound in sales. But analysts say the indexed annuity market shows no sign of slowing down.
Now there’s someone who could use some long-term care...
HEALTH/BENEFITS
50 M ars And Venus Look At Risk: New Approaches To Selling LTCi By Harley Gordon When you understand the way men look at risk differently from how women do, you are on your way to having an effective conversation on how to pay for long-term care.