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Harness the Power of Indexed Universal Life
A focus on security, flexibility and a potential to grow cash

by Tim Heslin

You may have seen the numbers from LIMRA — but to be sure, they’re worth noting: based on the organization’s First Quarter 2013 Industry Briefing, sales of indexed universal life insurance (IUL) jumped a whopping 42% for October through December 2012 and were up 36% for the year.
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Using Indexed Universal Life to Help The Sandwich Generation
Family financial planning is not always a smooth and sequential transition

By Brett W. Berg

With more and more people caring for parents and children at the same time, protecting income replacement and building supplemental cash reserves are important financial planning goals. These people fit within the category that some researchers are labeling the “sandwich generation,” because they are in the middle of two generations that need their help and, in many cases, their financial support.
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Women: An Evolving Demographic
No longer a niche, they’re approaching the lead as household earners; and the best candidates to advise other women

By Becky Ferguson

In the last 100 years, women have made significant progress in many areas. They have stepped out of the shadows of their male counterparts and into more prominent roles, especially within the workplace. Even though the shift began in the early 20th century, it has just really started growing within the last 40-50 years.
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Financial Optimism: Are You Better Off Than Last Year?
The emergence of real investment diversification empowers our clients

By Herb Daroff, JD, CFP

Regardless of your investments, your financial future can suffer if you or a family member incurs expensive medical treatments or needs assistance performing the activities of daily living. As Congress attempts to reform how we pay for health care, we have not yet really examined how we go about keeping ourselves healthy and how health care is provided.
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The DI Window of Opportunity
How aging boomers are creating a disability sales boom

By Daniel Steenerson

If you’ve shied away from selling disability income, now is a good time to reconsider. Marketplace trends point towards new and improved opportunities to make disability income sales a steady and lucrative source of income for the savvy producer.
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In Profile: Dave Porter, Baystate Financial Services

by Carolyn Ellis

Dave Porter is managing partner of Baystate Financial Services in Boston, the erstwhile New England Financial boutique agency he acquired in 1996 at the age of 35. At the time, the agency had about $1 million in commission and fees, which he has grown to more than $65 million, representing the largest financial services agency in the U.S.
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The Affluent Marketplace Intensifies
Challenges and Opportunities Ahead

by John Mastal

The investment advisory arena continues to be as dynamic as ever. Traditional providers of advice and services to the high net worth investor (HNW—$500,000 to $10 million investable assets) are experiencing unprecedented challenges.
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Voluntary Benefits: Lighten Up!
Six reasons why they can put a smile on your face in today’s marketplace

By Tim Starkey

Commission cuts, five years of a down economy, increasing competition and historic changes to the health insurance industry in our country — any of these might be enough to make you reconsider your career choice. Taken together, no one would blame you for moving on to something less risky, like circus trapeze artist.
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Brokers Build New Business by Touting the Full Advantages of HSA Plans
A 20 year old concept finds new traction

By Susan Fowler, CFP

For Americans facing increased taxes and rising health care costs, the tax advantages and cost-effectiveness of a health savings account (HSA) may be particularly appealing this year. Now with tax season coming to a close and the subject still fresh in most consumers’ minds, it is an ideal time for brokers to sit down with their clients and prospects to explain the triple tax advantages and other cost savings that HSAs can offer.
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Managing Defined Benefit Pension Plans Within Insurance Companies
Disappointing returns, rising liability values constrain growth

By Ryan McGlothin

Many US insurance companies sponsor defined benefit pension plans. There are over 450 defined benefit plans sponsored by insurance entities in the US, with over 75 billion in assets covering over 750 thousand plan participants. Many insurers see their defined benefit plan as a competitive advantage and a benefit that is well-suited to the generally low-turnover workforces of the industry.
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Understanding Municipal and Public Employee Benefits
… And why advisors should ask them to look outside of their plans

by Rich Harwood, CLU and Daniel Miele

Many of us have seen that corporate pensions for employees are on a decline and the burden for retirement income is shifting more to the responsibility of individual employees. Even municipal and State employees who might have a pension, defined benefit program or defined contribution plan, are not off the hook from taking personal financial action for their retirement and financial security
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Self-Funded Plus Voluntary: A Cost-Effective One-Two Punch
Controlling costs without leaving employees vulnerable

by Ron Fields

In June 2012, the Supreme Court paved the way for health care reform’s full implementation; in November, Barack Obama’s re-election all but eliminated the chance it would be repealed. Yet from an employer’s standpoint, 2013 could be the most eventful year yet in the life of the Patient Protection and Affordable Care Act (PPACA).
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