Advisor Today - July/August 2015 - (Page 8)

from the editor By Ayo Mseka The American Dream Revisited T 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 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. ADVISOR TODAY Editor-in-Chief Ayo Mseka; 703-770-8204 Publication and Circulation Coordinator Tara Laptew; 703-770-8207 NAIFA Michael Gerber, J.D., Acting CEO 703-770-8190 Diane Boyle, SVP, Government Relations; 703-770-8252 John Boyle, AVP, Professional Development & Education; 703-770-8267 Seth Ewing, AVP, Corporate Outreach; 703-770-8217 Magenta Ishak, VP, Political Affairs; 703-770-8152 Lacey Mitchell, AVP, Membership Marketing and Association Services; 703-770-8221 Sheila Owens, VP, Communications and Marketing; 703-770-8112 Diane Powers, VP, Professional Development and Education; 703-770-8226 Mark Rogers, VP, Information Services; 703-770-8130 Gary Sanders, Counsel and VP, Government Relations; 703-770-8192 Yasemin Washington-Brown, VP, Membership Marketing and Association Services; 703-770-8219 Paul C. Wessel, VP, Finance and Facilities; 703-770-8119 PUBLISHED BY 5950 Northwest First Place Gainesville, FL 32607 Phone: 800-369-6220 Fax: 352-331-3525 Web: Publisher: Heidi Boe Editor: Christine Cusatis Project Manager: Douglas Swindler Publication Director: Paul Walley Marketing: Raquel Serrato Advertising Sales: 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. NAIFA's Advisor Today (ISSN 1529-823X) is published bi-monthly by the National Association of Insurance and Financial Advisors Service Corporation, 2901 Telestar Court, Falls Church, VA 22042-1205. Telephone: 703-770-8100. Periodicals postage paid at Falls Church, VA, and at additional mailing offices. POSTMASTER: Please send all change-of-address forms to: Advisor Today Data Processing Department, Membership Administration, 2901 Telestar Court, Falls Church, VA 22042-1205. © 2015 National Association of Insurance and Financial Advisors Service Corporation. All rights reserved. Subscriptions: The annual subscription rate for individual non-NAIFA members is $50; institutions, $60. The international subscription rate for non-NAIFA members is $100 per year. Single copies and back issues: Single copies and back issues are $8. Both can be ordered by calling 703-770-8207. Reprints: Reprints of articles are available through Naylor, LLC. Please visit and click on "Article Reprints" under "Advertisers" in the left-hand navigation bar. NAIFA's Advisor Today articles do not constitute insurance, financial, investment, tax, legal, accounting or other professional services by the publisher, NAIFA, or the articles' authors. The facts and opinions in NAIFA's Advisor Today articles represent their authors' views and are not necessarily endorsed by the publisher or NAIFA, unless indicated. While NAIFA's Advisor Today tries to provide accurate reporting, the accuracy of the information in NAIFA's Advisor Today is not guaranteed. NAIFA's Advisor Today reminds readers to ensure that the manner in which they sell insurance and other financial products, and the advertising and sales materials they use, comply with state, federal, and FINRA/SEC requirements, and the compliance rules of the insurance and other financial services companies they represent. If in doubt about compliance issues, check with your company. The publisher and NAIFA disclaim all liability for claims or damages that may result from errors in the magazine. NAIFA's Advisor Today will attempt to correct material errors brought to its attention through appropriate errata. The publisher and NAIFA do not endorse the advertisers in NAIFA's Advisor Today, or the advertised products and services, unless indicated. The publisher and NAIFA have not assessed the accuracy of any advertisement or the quality of any advertised product or service. The publisher and NAIFA disclaim all liability for claims or damages that may result from transactions with NAIFA's Advisor Today's advertisers or from the purchase or use of advertised products or services. 8 ADVISOR TODAY | July/August 2015

Table of Contents for the Digital Edition of Advisor Today - July/August 2015

From The Editor
New Products
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
Divorce DI
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?
Advertiser Index
Back Page

Advisor Today - July/August 2015