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For 30 years, LIMRA MarketFacts 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 MarketFacts 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 MarketFacts 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 MarketFacts provides the latest information on how companies can maximize their marketing and distribution effectiveness in an ever-evolving environment.

In these turbulent times, it is imperative that you have access to the best thinking on the forces driving change in the financial services industry. LIMRA MarketFacts is the vehicle that industry executives turn to most for LIMRA’s longstanding brand in research excellence.

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LIMRA MarketFacts

Number 1, 2013

by James O. Mitchel, Ph.D., CEBS, LIMRA

Companies that distinguish between up-front product features and back-end product features in their marketing efforts are likely to have a competitive edge in today’s marketplace. This article highlights how this new framework provides a way to reach consumers that addresses their particular concerns and motivators at the time of purchase consideration.

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by Scott R. Kallenbach, FLMI, LIMRA

Despite the current gloomy industry sales numbers, LIMRA uncovered an unmet life insurance need of $15 trillion. This article looks at the specific life insurance needs of U.S. households and identifies the segments that offer the greatest opportunities for sales, some of which may surprise you.

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by Chris I. Heath, LLIF, LIMRA

With governments unable or unwilling to increase the state provision of income in retirement, the responsibility falls to individuals to plan for themselves. One way to help shoulder the burden for European citizens is equity release. This allows people to retain their home, while also obtaining a lump sum or steady stream of income using the equity in the property.

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by Dan Inveen, CFA, FA Insight; Sarah Pelonio, FA Insight

Growth is the lifeblood of the financial advisory industry. It can provide a multitude of benefits for firm owners, employees, and clients alike. However, when mismanaged, growth can threaten the very foundation of a firm. The lessons revealed in a recent study by FA Insight show how strategic planning and appropriate resource allocation allow for long-term, quality growth.

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by Paul DeSimone, LIMRA

This article presents several relevant provisions of the Dodd-Frank Wall Street Reform and Consumer Protection Act of 2010 that affect the industry. It provides highlights for wholesale and retail distributors of insurance and investment products to keep in mind for 2013.

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by Gary T. “Doc” Huffman, CLU, ChFC, Ohio National Financial Services

In this article, Doc Huffman, Chairman, President, and CEO of Ohio National Financial Services, shares his perspective on the industry. He reflects on the period since the 2008 economic downturn as well as what the future may hold, and encourages companies to be mindful to manage the risks of the products they offer.

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by Kathleen H. Rook, LIMRA Secure Retirement Institute

This article shares recent LIMRA research on employees’ defined contribution plan balances, risk tolerance, investment selection, and account activity – as well as what the future may hold for the industry. Plan sponsors and plan providers can help everyone, including those at risk of having insufficient retirement plan savings. However, all parties need to be committed to helping employees save.

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by Patrick T. Leary, LLIF, LIMRA

It is well known that face-to-face distribution within the insurance and financial services industry has rapidly evolved, and will continue to do so. What is not as well known is how it will evolve. This article presents high-level findings from the latest chapter of LIMRA’s ongoing joint effort with McKinsey & Company, which monitors how the various channels within this form of distribution are responding to socioeconomic trends. Our most recent study finds that some long-standing challenges persist, while other new challenges have emerged.

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by Timothy Pfeifer, Pfeifer Advisory LLC

Life insurance companies have been heavily impacted by the extended period of historically low interest rates. Insurers have had to examine all areas of their business for possible relief. This article examines two of the strategies they’ve uncovered: in force product management and product development actions.

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by Norah Denley, LIMRA

This article examines how producers are using social media in their practices to improve their business, as well as what support they need from insurance companies to successfully leverage these tools.

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Mary-Beth Selby


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