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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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Number 4 2013

LIMRA MarketFacts

Number 4, 2013

Table of Contents
by Kathleen H. Rook, LIMRA Secure Retirement Institute

Small businesses have several options to help their employees save for retirement, including 401(k) plans, SEP IRAs, and SIMPLE IRAs. Yet recent LIMRA research shows that retirement plans are less prevalent among small employers (those with two to 99 employees) than are group insurance benefits. Because of the large number of U.S. employees working for a small business, many future retirees may end up struggling financially in their retirement years. This article shares key findings on how well small-business owners understand fiduciary responsibility, their level of satisfaction with fee disclosure information, their top concerns, and whether they use an advisor for assistance with retirement plan needs.

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by Cathy Hiscott, Freedom 55 Financial

While visible minority communities present strong market opportunities for financial security advisors, it’s important to understand each community’s unique characteristics, values, and traditions. This article outlines some key considerations in approaching the Chinese-Canadian community.

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by Ronald S. Leopold, M.D., M.B.A, M.P.H., Wells Fargo Insurance Services

There is an emerging axiom for American businesses, which essentially states “there is a business value to having a healthier working population.” Whereas the relationship between health and productivity is commonly cited, rigor around what that really means is surprisingly lacking in the carriers and suppliers that make those claims. That is where the opportunity lies.

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by Thomas Dennis, LIMRA Secure Retirement Institute; Mark Paracer, LIMRA Secure Retirement Institute

Until the major barriers to using retirement income solutions are broken down, consumers will have inadequate access to the tools that can help them appropriate manage their savings while in retirement. This article explores the current product landscape, discusses barriers to utilization and adoption of in-plan options, and includes perspectives from firms providing service to over 40 million participants across $2.3 trillion in accumulated retirement assets.

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by Scott R. Kallenbach, FLMI, LIMRA

Many organizations make predictions for the coming year, but those predictions typically are limited to their own opinions. Over the last several years, LIMRA has taken a different approach by polling financial services executives on important industry issues. This article presents the collective view of more than 50 industry leaders, representing a diverse array of companies, and includes the unscientific voting results on each of 10 predictions.

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by Polly A. Painter Eggers, LIMRA

Member companies recently asked LIMRA to begin a process to understand the challenges and best practices in building a more ethnically and racially diverse sales organization. This article shares key findings from our research, held as conversations with financial professionals and recruiters in the industry. The discussions focused on hiring and retaining a more racially diverse sales team and asked participants about what experiences they have had that might inform the future.

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by Nilufer R. Ahmed, Ph.D., LIMRA

What steps can companies and financial professionals take to encourage Hispanics of all acculturation levels to purchase the protection life insurance provides? One approach is to connect with the women in this segment. This article explores why it may be more effective for companies to focus their marketing efforts on them as a means of reaching the entire household.

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by Jody Mistal, Milliman; Darrell Spell, Milliman

While the changes brought about by the Affordable Care Act may have created uncertainty, supplemental benefit providers are finding ways to deliver products that fit the changing medical insurance market. This article identifies the unique challenges facing supplemental insurance and how insurers are working through these challenges.

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by Kristen Gillis, ALMI, LIMRA

To have a clear, comprehensive vision of the future of the agent sales force in any particular region, one must consider a variety of factors, such as current sales force composition, agent retirement behavior, and company best practices where it relates to shortage impact controls. This article shares key findings from recent LIMRA research with member companies around the globe to gain insight into this issue.

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by Peter L. Tedone, Vantis Life Insurance Company

This article addresses the significant opportunity the life insurance industry has to focus more effort on underinsured middle-market buyers. Tedone suggests four key areas that may help the industry move the needle, including offering simple term and whole life products and focusing on the low cost of coverage.

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by Malcolm C. McCulloch, Ph.D., LIMRA and LOMA; Vince Peterson, LIMRA

This article focuses on four factors to consider when evaluating whether to implement a virtual work environment: the right organization and job type, a new mindset, the right employee, and the right manager. It also provides recommendations on how organizations can make the virtual workplace a successful reality.

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Mary-Beth Selby


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