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For 30 years, LIMRA’s MarketFacts Quarterly has been the premier publication for financial services executives worldwide. Our mission is to bring the latest, most pertinent industry information to our readership — whether it is derived from industry research, company best practices, or insightful thought leadership. LIMRA’s MarketFacts Quarterly offers unmatched content by inviting authorship from representatives of companies in LIMRA’s vast member roster, as well as from LIMRA’s internal subject matter experts and global thought leaders impacting the financial services arena.

Why is LIMRA’s MarketFacts Quarterly different from other industry trade publications? Because we concentrate on developing in-depth, insightful articles devoted to the critical issues of the day impacting financial services industry decision-makers. By blending exclusive perspectives from LIMRA’s renowned research team and marketing experts with the industry’s top thought leadership, LIMRA’s MarketFacts Quarterly provides the latest information on how companies can maximize their marketing and distribution effectiveness in an ever-evolving environment.

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Summer 2012

LIMRA's MarketFacts Quarterly

Number 2, 2012


Table of Contents
by Norah Denley, LIMRA

Consumers recognize the importance of life insurance, as well as their shortfall in this area, but do not follow through with the steps needed to rectify the situation. This article explores why consumers may leave themselves open to this risk, and how insurance providers can leverage knowledge in each step of the process to help them make the purchase.

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by John S. Kerr, CLU, ChFC

This article, adapted from a 2011 LIMRA U.S. Research Agencies Group paper, focuses on the factors that cultivate top producers in our industry. While the specific focus of the advisors' practices varied greatly, the author identifies 11 common characteristics found in all top achievers.

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by Deborah L. Dupont

Understanding and appreciating the differences among the groups that make up the majority of U.S. workers can help us better identify patterns and address universal issues like retirement. This article, adapted from a 2012 ING Retirement Research Institute Study, helps companies better address potential cultural barriers to productive retirement savings behaviors.

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by Steve Gaertner

A key element to insurance company success is to leverage technology and marketing programs that create a winning combination of producer satisfaction, positive policyholder experiences, and new company profits. This article offers four critical factors to consider when designing effective policyholder marketing programs.

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by Brian J. Eves, LIMRA

If interest rates remain low for a long period of time and the European Commission's imminent Solvency II legislation demands that more insurance company capital be reserved, companies on both sides of the Atlantic will have to rethink their product lines. This article summarizes several countries' approaches to product development in this complex environment.

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by Mary- Quist Newins, ChFC,CLU,CFP; Jill B. McCullough,

D.M.,CFP

If financial services thought leaders are to successfully engage women business owners, it is critical for them to gain awareness of the specific priorities and challenges facing women — and craft strategies that address their unique concerns. This article, adapted from 2012 research, shares the retirement planning concerns and actions taken by U.S. women business owners.

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by Matthew Drinkwater, Ph.D., FLMI, AFSI, PCS, LIMRA Secure Retirement Institute; Jafor Iqbal, LIMRA Secure Retirement Institute

As LIMRA research demonstrates, an income annuity adds longevity to portfolio in a down market. This article looks at four questions dealing with income annuities versus systematic withdrawal plan methods — and examines different scenarios to investigate the comparative advantages of various approaches.

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by Gary E. Raetz, CFP,CLU,ChFC

There are certain truisms that ultimately result in our industry's producers becoming elite sales professionals. However, the way to top-level success is filled with many winding roads — each individually crafted by the unique skills, experiences, expertise, and sales results that define top-level producers from many years of service. In this article, the author shares his findings from interviews with high-achieving experienced producers — and how the industry can benefit from their perspectives.

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by Susan Foster, LIMRA

To understand more about the current bancassurance environment across Europe and Africa, LIMRA invited member companies in both continents to participate in a research study. This article explores the findings on areas including models, market share, and strategies.

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by Susan C. Bianco, CLU

While worksite marketing serves the same goal of providing solutions and peace of mind for clients, it requires a different approach than selling face-to-face individual insurance. This article shares six primary strategies of success that will help companies and producers learn how to create win-win-win-win results — for the carrier, the employer, the employee, and the agent.

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by Sandra Timmermann, Ed.D.

Providing financial support for family members is a value felt universally among women across all generations. This article, adapted from a 2012 MetLife Mature Market Institute Study, summarizes the key findings that emerged from female respondents across Generation Y, Generation X, and Baby Boomers.

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