Advisor Today - July/August 2015 - (Page 8)
from the editor
By Ayo Mseka
The American Dream Revisited
he last time I checked in on how the American consumer was doing in his
quest for the American Dream was three years ago. At that time, the U.S.
economy had still not fully recovered from the 2008 recession, Americans
were desperately looking for work, and investors were struggling with a stock
market that could best be described as lackluster. The American Dream, it
appeared, seemed out of reach for many Americans. Things are looking much
better today. Unemployment is down, consumer confidence is up, and what should
be good news to you, there has been an uptick in the purchase of a wide range
of products and services. These conditions seem to have advanced the consumer's
prospects for moving even more closely to his version of the American Dream.
A more robust economy has also created a favorable market for many of the
products and services you sell. For instance, LIMRA reports that individual life
insurance new annualized premium grew 11 percent in the fourth quarter of last
year, and policy count for every product line improved in the fourth quarter as
well. Indexed universal life insurance premium grew 23 percent in 2014, and for
the ninth consecutive quarter, variable universal life premium recorded positive
growth, as did whole and term life premium.
These numbers may be encouraging, but there is still a lot of work to be
done in helping Americans build the solid financial plans that will help keep
their dreams on track. According to the 2014 Life Happens/LIMRA Barometer,
for example, only 38 percent of U.S. adults have individual life insurance, only
24 percent of U.S. households plan to buy life insurance in the next year, and
a whopping 43 percent of U.S. adults have no life insurance at all. And on the
savings front, an Edward Jones study reports that almost half of non-retired
Americans are not saving for retirement.
Getting them on track
So how do you get these folks to buy the products and services that will anchor
their plans for financial success? You can start by carefully reading this issue of
Advisor Today, which is chock-full of tips and techniques you can use as you work
with your prospects and clients.
You can also begin to put in place a strategy that will help you make the
most of Life Insurance Awareness Month. Spearheaded by Life Happens each
September, LIAM is a month-long marketing campaign designed to persuade
millions of Americans to buy as much financial and health protection as they can
afford. Visit www.lifehappens.org and you will find just about everything you
need to make the connections that truly count with your prospects and clients.
As the economy continues to improve, an increasing number of Americans
will join those already reaching for the American Dream. A lot of them will be
counting on you to show them how to get to it, as well as how to hold on to it.
Use your expertise to guide them as they embark on this important journey, and
you will be doing them and your practice a world of good.
Ayo Mseka; email@example.com
Publication and Circulation Coordinator
Tara Laptew; firstname.lastname@example.org
Michael Gerber, J.D., Acting CEO
Diane Boyle, SVP,
John Boyle, AVP,
Professional Development & Education
Seth Ewing, AVP, Corporate Outreach
Magenta Ishak, VP, Political Affairs
Lacey Mitchell, AVP,
Membership Marketing and
Sheila Owens, VP,
Communications and Marketing
Diane Powers, VP,
Professional Development and Education
Mark Rogers, VP, Information Services
Gary Sanders, Counsel and VP,
Yasemin Washington-Brown, VP,
Membership Marketing and
Paul C. Wessel, VP, Finance and Facilities
5950 Northwest First Place
Gainesville, FL 32607
Publisher: Heidi Boe
Editor: Christine Cusatis
Project Manager: Douglas Swindler
Publication Director: Paul Walley
Marketing: Raquel Serrato
Janet Frank, Jessica Semonin
Layout and Design:
Print 2.0h! | Deb Churchill Basso
Published July 2015/NAI-S0415/1387
© 2015 Naylor, LLC. All rights reserved.
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8 ADVISOR TODAY | July/August 2015
Table of Contents for the Digital Edition of Advisor Today - July/August 2015
From The Editor
How Do You Create the Million-Dollar-Plus Practice?
Traits of Top Performers
The Business Benefits of a Pipeline Mentality
What Does It Mean to Act Ethically?
Variable Universal Life is Back
Sell More LTCI By Selling Less!
Overcoming the Most Common DI Objections
Mitigating Retirement Risks with Life Insurance
Creating Irreplaceable Capital
Closing the Gap
Financial Future Less than Rosy for Boomers and GenX
Estate Planning and Annuities?
Ignite Your Sales Potential
A Closer Look at BTID
Upholding the Tradition
NAIFA’s Candidates for Election
Addicted to Rejection
What is Keeping Your Senior Clients Up At Night?
Advisor Today - July/August 2015