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Archive for November 2013

Fixed Annuities Were ‘The’ Sales Story In 3Q

{November 27th, 2013} by Linda Koco

What a difference a quarter makes in annuity sales results. In third quarter, total fixed sales were up 31 percent over third quarter last year, according to LIMRA’s new estimated results. On a year-to-date basis, the year-over-year increase was not as dramatic but sales were still up. Total fixed sales increased by 6 percent compared [...]

Insurance Groups Raise Concerns About NAIC Funding Reserve

{November 27th, 2013} by Thomas Harman

WASHINGTON – Insurance industry associations raised concerns to the National Association of Insurance Commissioners about the group’s increasing financial reserve and the need for greater transparency. The discussions came during a public hearing on the proposed 2014 NAIC budget, which has $93 million in revenues, a slight increase over 2013, along with new funding for [...]

Dear ma, dear pa: Welcome back … watch your back

{November 27th, 2013} by Staff Writer

How easily we seem to forget the bad times. The market’s recent returns are giving older folks the impression that everything is back to the way it was. However, analysts and experts alike are quick to warn past performance does not indicate future results. Click here to read…


How to Talk About Insurance During the Holiday Season

{November 27th, 2013} by Alex Vandevere

Holiday get-togethers with friends and family are full of opportunities to discuss what you do for a living. Unfortunately for those of us in the insurance industry, these opportunities aren’t always easy ones. It seems to happen every year — Uncle Milton is just trying to make small talk, asking you how work is going, [...]

Did Joseph Belth’s Insurance Forum get it wrong concerning Glenn Neasham?

{November 26th, 2013} by Nicholas Paleveda MBA J.D. LL.M

The Insurance Forum got it wrong I have been a follower of Joseph M. Belth’s The Insurance Forum since the Mutual Benefit Life and Executive life days. His calls concerning capitalization were correct; however theses were financial matters, not a legal matter. In his latest comments, he expressed surprise that the appeals court overturned the [...]


Selling annuities to younger workers: A lesson in futility?

{November 26th, 2013} by Alanna Ritchie

Marketing annuities to younger workers may seem like a futile task. At first glance, annuities might not appear to be the most appealing or prudent investment for these consumers. However, standard retirement plan options are changing, allowing a platform for annuities to succeed as a valuable option for members of Gen X — those in [...]


California AG asks for review of Neasham reversal

{November 26th, 2013} by Maria Wood

The California Attorney General office has requested the state’s Supreme Court review the Appellate Court’s decision overturning the conviction of Glenn Neasham on theft from an elder. The petition was filed earlier this month. In October, the Court of Appeal of the State of California, First Appellate District, Division Three, reversed the verdict handed down [...]


Highland Capital Brokerage Announces New Branding

{November 25th, 2013} by Wilma Turner

Birmingham, AL — November 22, 2013 – Highland Capital Brokerage, Inc. (HCB) announced today that it has unveiled a new corporate identity.  The new brand was created to distinguish the company from previous brand marks and to signalize its transformation to private ownership. “Our new visual identity is a reflection of our recent move to private ownership.  [...]

American General Named a Preferred Life Insurance Product Partner with Edward Jones

{November 25th, 2013} by Linda Malamut

American General Life Companies November 19, 2013 9:00 AM HOUSTON–(BUSINESS WIRE)– Individuals and businesses served in the United States by financial services firm Edward Jones now have access to a suite of life insurance products from member insurers of American General Life Companies (American General). American General’s affiliation as a preferred life insurance partner with [...]

Consumers Retire Earlier than Planned and Underestimate Retirement Expenses

{November 25th, 2013} by Proquest LLC

Proquest LLC Consumers have unrealistic expectations about when they will retire, how much money they will need in retirement and where that income will come from, according to The Future of Retirement Income, a survey released by Genworth. According to a release, the Genworth study reveals that while nearly three-fourths (73 percent) of pre-retirees are [...]

(AP Photo/M. Spencer Green)

Will fixed-rate annuity assets stay or bolt from banks?

{November 25th, 2013} by Maria Wood

Since banks and career agents manage nearly two-thirds of fixed-rate annuity assets for clients, they have a great deal of input regarding the fate of those contracts once surrender charges expire. That was the thesis of a research brief written by Matthew Drinkwater and Jafor Iqbal, both associate managing directors with LIMRA’s Secure Retirement Institute [...]

Sheryl J. Moore on the current success of indexed insurance products

{November 24th, 2013} by Paul Wilson

Despite a historically low interest rate environment and other challenging market conditions, indexed annuities recently reached record sales. In the interview below, indexed insurance product expert Sheryl Moore explains why, and exactly what it means to the insurance industry. Additionally, she talks about indexed life insurance sales, the challenges faced by those who sell IUL, [...]

Wink CEO: US Sales of Indexed Annuities Gaining Traction in Banks

{November 24th, 2013} by Fran Lysiak

Best’s News Service – November 21, 2013 10:52 AM PLEASANT HILL, Iowa – Total third-quarter 2013 sales of indexed annuities in the United States increased to $10 billion, up 15% from the same period a year ago, according to Wink Inc. Sheryl J. Moore, president and chief executive officer of Moore Market Intelligence and Wink, [...]


Former Aviva USA Companies Agree to $4 Million Settlement Over Use of Death Master File

{November 24th, 2013} by Fran Lysiak

CHICAGO – Aviva Life & Annuity Co. and Aviva Life & Annuity Company of New York, formerly part of Aviva USA, have agreed to pay $4 million to several states as part of a settlement regarding their use of the Social Security Administration’s Death Master File database, according to the Illinois Department of Insurance. The [...]

Why indexed annuities are so hot now: NAILBA 32

{November 24th, 2013} by Paul Wilson

Despite a historically low interest rate environment and other challenging market conditions, indexed annuities recently reached record sales. In the interview below, indexed insurance product expert Sheryl J. Moore explains why, and exactly what it means to the insurance industry. Additionally, she talks about indexed life insurance sales, the challenges faced by those who sell [...]

Digging into IUL at NAILBA 32

{November 23rd, 2013} by Emily Holbrook

Among the numerous sessions offered today at the annual NAILBA conference was one focusing on Indexed Universal Life (IUL). Speaking on the topic were Alan Grissom of S&P Dow Jones Indices and Dick Weber from The Ethical Edge Inc. Both are equally knowledgeable in the field. Click here to read…

Iowa annuity companies’ sales contribute to record $10 billion quarter

{November 23rd, 2013} by Joe Gardyasz

U.S. insurers sold $10  billion in indexed annuities in the third quarter, more than any previous  quarter in the industry’s history, according to an analysis released Friday.  More than 10 percent of that record sales total was attributable to West Des  Moines-based American Equity Investment Life Holding Co., which topped $1  billion in sales for [...]


Remove this word from your vocabulary

{November 23rd, 2013} by Emily Holbrook

“I can’t finish this report on time,” “I can’t find new clients,” “I can’t finish the last half mile of my workout,” “I can’t meet up with you, I’m just too busy.” I can’t (or should I say, can) believe what a hindrance “I can’t” really is. Sure, I’m guilty of using it, and probably [...]

NAILBA 32: The valet and JFK

{November 23rd, 2013} by Daniel Williams

What brings you to our fine city?” the valet asked. He was the kind of man who never met a stranger. He wasn’t in a hurry to remove you from your car and keys. Click here to read…

Traders work on the floor of the New York Stock Exchange (NYSE) November 21, 2013.

S&P 500 ends above 1,800 for first time; healthcare leads

{November 22nd, 2013} by LUKE SWIDERSKI

Reuters) - Stocks rose on Friday, with the S&P 500 closing above 1,800 for the first time and healthcare names leading the way higher. The Dow industrials ended at another record high above 16,000. Both the Dow and the S&P 500 recorded their seventh straight week of gains in what has been a very strong year for stocks. The seven-week advance comes just ahead [...]

Q3 indexed annuity sales hit $10 billion

{November 22nd, 2013} by Maria Wood

As the end of the year approaches, indexed annuity sales are rushing toward the finish life, hitting a record $10 billion in the third quarter, according to the most recent compilation from Wink’s Sales & Market Report, which tracks indexed annuity and life sales. That $10 billion figure represents a 9 percent jump from the [...]


NAILBA 32: Out of chaos, opportunity

{November 22nd, 2013} by Daniel Williams

“As we’ve seen time and again, serendipity depends on the flow of ideas and the intermingling of unlikely people. Organizational silos are the enemy of serendipity: it’s hard to find serendipity in a cubicle.”—The Chaos Imperative, by Ori Brafman. Speaking at the annual NAILBA Conference, being held this week at the Gaylord Texan facility outside [...]


The startup costs of advisers’ going solo

{November 22nd, 2013} by Tom Daley

When asked by financial advisers if it’s too expensive to go out on their own, set up shops and create unique brands, I tell them they will definitely incur costs but they aren’t necessarily prohibitive — especially for those with an entrepreneurial mindset. There are three initial factors advisers should cover in their startup estimates [...]

Indexed Annuities See Jaw-Dropping Sales

{November 21st, 2013} by Linda Koco

Perhaps the biggest jaw-dropper in the past week was Wink, Inc.’s report that indexed annuity production broke yet another record, with sales hitting $10 billion for the quarter. It is one of many recent annuity developments that provide clues to fixed and variable annuity trends that advisors and carriers and are facing or soon will [...]


Aging producer workforce on minds of “State of the Industry” panelists

{November 21st, 2013} by Brian Anderson

David Long looked like one of the youngest people in the room, but he knows he’s in an industry dominated by old, er, “experienced” professionals. Long, who is 43, was representing BGAs in a wide-ranging “State of the Industry” panel discussion in front of about 200 people during NAILBA 32 on Thursday afternoon at the [...]


Allianz intros one annuity, sunsets another

{November 21st, 2013} by Maria Wood

Allianz Life launched a new fixed indexed annuity (FIA) while slumping sales forced it to discontinue another product. Its latest FIA, Allianz Signature 7, is targeted to the registered rep and broker-dealer community, according to Matt Gray, vice president of product innovation at Allianz. While those distributors are beginning to warm to FIAs, they have [...]

How To Sell Annuities To Generation X

{November 21st, 2013} by Bill Fay

Nearly every story about annuities — or even the mention of annuities — includes a kicker to remind people that this product is for retirees or for those at the doorstep of retirement. That might be the case for many annuity products, but a void is being created as more companies turn their back on [...]


Rollover contributions to hit $470B by 2018

{November 20th, 2013} by Warren S. Hersch

Individual retirement account rollover contributions are forecasted to increase at a compounded annual growth rate of 5.5 percent over the next five years, reaching nearly $470 billion in 2018, according to a new report. Cerulli Associates published this finding in “Evolution of the Retirement Investor 2013: Influencing and Addressing Retirement Savings.” The study analyzes the [...]


Fixed-rate deferred annuities fuel sales in Q3

{November 20th, 2013} by Maria Wood

Third-quarter statistics compiled from LIMRA’s Secure Retirement Institute (SRI) underscore the rising popularity of fixed-rate deferred annuities. Sales of that particular type of annuity – both book value and MVA (market value adjusted) – hit $9.5 billion, a 66 percent leap from a year ago. In total, Q3 annuity sales rose 9 percent to $59.4 [...]


Why Social Media Matters in the Financial Services Industry

{November 20th, 2013} by Erik Johnson

Marketing your products and services effectively and maintaining your corporate image is vital to your ongoing success in the competitive marketplace. The social media environment offers new opportunities for your company to reach potential clients, build brand loyalty and gain insights into client needs and concerns. However, these same social networking venues can present serious [...]

13 ways an annuity can benefit an estate plan

{November 19th, 2013} by John L. Olsen, Michael E. Kitces

A principal goal of many estate plans is to provide income to the estate owner’s heirs. This goal can often be achieved by using either immediate or deferred annuities. Where the goal is to provide heirs with an immediate income, an immediate annuity may be the ideal mechanism, especially if the income is to continue [...]

How producers maximize personal development

{November 19th, 2013} by Jamie E. Green

A key contributor to the industry’s ability to recruit and retain talented sales professionals is the professional development available to producers. According to the study, the most commonly utilized forms of professional development are continuing education and insurance company sponsored training, followed by industry trade associations and wholesale brokerage agencies (Figure 4; click to enlarge). [...]

Top Advisors Share Secrets Of Successful Client Relationships

{November 19th, 2013} by Cyril Tuohy

If there’s one goal that binds many financial advisors, it’s that they want to do well by their clients. This is not only because it assures the advisors’ financial and professional success, but also because it leads to their customers’ happiness. Some of the strategies used by successful financial advisors were on display last week [...]

Help to family rivals retirement for many boomers

{November 19th, 2013} by Warren S. Hersch

Half of pre-retirees ages 50 and older say they would make major sacrifices that could impact their retirement to help family members, according to new research. Merrill Lynch Wealth Management discloses this finding in a new survey, “Family & Retirement: The Elephant in the Room.” Conducted in partnership with Age Wave, the survey polled 5,415 [...]

Amy McIlwain

3 time-saving tips for financial advisors using social media

{November 19th, 2013} by Amy Mcllwain

It’s happened to all of us. You were just going to check your Facebook for five minutes and the next thing you know, it’s been an hour. Social media has a reputation for being one big black hole. It sucks you in and makes you lose all sense of time and any chance for productivity. [...]

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IA Sales Break Second Consecutive Sales Record

{November 19th, 2013} by Press Release

Pleasant Hill, Iowa. November 15, 2013 Forty-two indexed annuity carriers participated in the 65th edition of Wink’s Sales & Market Report, representing 98.4% of indexed annuity production. Total third quarter sales were $10.0 billion. In reviewing third quarter indexed annuity sales, production was up more than 9.0% when compared to the previous quarter, and up [...]

How adviser salaries stack up to other professions

{November 19th, 2013} by Matt Sirinides and Andrew Leigh

We compared data from the recent InvestmentNews/Moss Adams 2013 Compensation & Staffing Study, which collected compensation information from over 400 firms for over 2,000 positions, against data gathered from Salary.com to see how adviser compensation compares against other seasoned professionals in the workforce today. Here is how they stacked up. Click here to read… (By [...]


The Principal Introduces Indexed Universal Life Insurance

{November 19th, 2013} by BUSINESS WIRE

The specialized option offers greater cash accumulation potential with less risk November 18, 2013 03:00 PM Eastern Standard Time DES MOINES, Iowa, Nov 18, 2013 (BUSINESS WIRE) — In today’s economic environment, many individuals seek life insurance protection that can offer greater cash accumulation potential than traditional universal life products, but also have less risk than [...]

Federal Reserve Board chairman-designate Janet Yellen (AP Photo/Jacquelyn Martin)

Yellen: One-size-fits-all not a model for regulation

{November 18th, 2013} by Arthur D. Postal and Elizabeth D. Festa

The Federal Reserve Board recognizes there are “critical differences” between banks and insurance companies, Federal Reserve Board chairman-designate Janet Yellen told a Senate committee at her confirmation hearing Nov. 14. However, Yellen declined to be hemmed in on how the Fed will deal with that issue, saying only that the Fed is undertaking a study as [...]


What is the fifth huge mistake advisors are making today?

{November 18th, 2013} by Lew Nason

So far, we have covered four huge mistakes that are keeping most advisors from reaching their full potential in this business. These huge mistakes are keeping most advisors from consistently earning a significant six-figure annual income. Have you really looked at what you are doing in your practice? Are you making any or all of [...]