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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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MarketFacts 2019
Number 3 - 2016

LIMRA MarketFacts

Number 3, 2016

by Donna B. Chaffin, M.B.A., FLMI, LIMRA; Patrick T. Leary, LLIF, LIMRA

Global regulatory concerns currently focused on conflicts of interest have focused attention on advisor incentive conferences. Will these trips become a thing of the past — or will a new model emerge that aligns consumers’ best interests with incenting and rewarding advisors? This article provides background on this issue and shares current U.S. and Canadian company perspectives and sales recognition strategies.

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by Anoop Warrier, USAA

Similar to companies across the industry, at USAA, their members’ expectations are continually being set by best-in-class digital experiences. In this article, Assistant Vice President of Digital Products Anoop Warrier shares how, to meet those increasing and evolving expectations, they are transforming their digital products and internal processes.

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by Scott R. Kallenbach, FLMI, LIMRA

Today the U.S. middle class is a segment that presents an opportunity for financial services companies to form strong, authentic connections. To serve these consumers well, however, it is critical that we understand their unique needs, attitudes, and beliefs. This article highlights recent LIMRA-Maddock Douglas research that defines the middle class (from the consumer perspective), explores today’s notion of retirement, and presents opportunities going forward.

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by David Macchia, M.B.A., RMA, Wealth2k, Inc.

Today’s marketplace has made the retirement income business opportunity exponentially more important — and the implications for the insurance industry are profound. In this article, David Macchia, Founder and Chief Executive Officer of Wealth2k, Inc., presents some of the practical outcomes he sees arising out of DOL. He also shares his view that DOL offers a silver lining — a massive, but unintended, gift to the business of retirement income distribution planning.

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by Daniel J. Houston, Principal

In this View From the Top article, Daniel Houston, Chairman, President, and Chief Executive Officer for Principal, reflects on today as a time of opportunity in financial services. He discusses how the industry can stay relevant and best serve consumers, and he shares some of Principal’s new approaches.

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by Matthew Drinkwater, FSRI, FLMI, AFSI, PCS, LIMRA Secure Retirement Institute

This article explores the possibility of IRA-to-DC-plan roll-ins (also known as “reverse rollovers”) becoming more commonplace, as financial professionals held to a fiduciary standard evaluate clients’ existing portfolios and seek ways to reduce costs. However, how will plan participants feel about it? Recent research by LIMRA Secure Retirement Institute and Boston Research Technologies (sponsored by Retirement Clearinghouse) suggests some answers in terms of roll-in availability, participant interest level, and likely implications.

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by Norah Denley, LIMRA

Despite the industry’s “traditional” moniker, financial services companies seem to be quickly getting on board with the idea of digital (the suite of broader strategic initiatives — including social — that support areas of the business). This was clear at this year’s LIMRA LOMA Social Business Conference, where sessions focused on using social to support business goals, but many speakers’ themes applied more broadly to digital overall. This article presents some key strategies for using social and digital tools, with some examples from the 2016 Silver Bowl Award winners.

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by Kim Siegers, Great-West Life/London Life

In this article, Kim Siegers — Director of Business Transitions and Advisor Teaming with Great-West Life/London Life — shares her view of advisor succession planning. She presents common transition methods, succession support options, her company’s approach (an internal transitions team), and what they have learned to date.

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by Yasmin Zarabi, Hearsay Social

Here, Hearsay Social’s Vice President of Legal and Compliance Yasmin Zarabi examines the updated rules the European Commission has issued for the Markets in Financial Instruments Directive (MiFID II). This is expected to have significant and broad implications on the way financial services firms across all 28 EU member states operate and enforce governance. Firms, whether based in the EU or the United States, will need to take steps now to be ready by the time the Directive takes effect in 2018. This article recommends specific compliance actions for affected firms.

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by Ashley V. Durham, LIMRA

Each year, LIMRA and Life Happens conduct the popular Insurance Barometer study — which tracks the perceptions, attitudes, and behaviors of consumers in the United States. This article highlights some notable 2016 findings, especially as they relate to attitudes around combination life and long-term care insurance (LTCI) products, LTCI products on their own, and disability insurance.

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

Financial professionals who want to expand their business often consider building their presence within a niche market. One such segment today is the LGBT market — which is growing, fairly affluent, and slowly becoming more like the general population in terms of marriage and having children. LIMRA recently conducted secondary research to study the LGBT market size, their financial needs, and strategies to connect with them. This article highlights some key findings and recommendations.

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by Mary M. Art, LIMRA; Norah Denley, LIMRA

Without question, technological advances create new ways to connect — and financial professionals are doing things differently (because they prefer it and/or because consumers expect it). To learn more, LIMRA recently surveyed financial sales professionals about how they communicate with and engage their clients and prospects. This article shares key findings.

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Mary-Beth Selby


MarketFacts 2019

MarketFacts 2018

MarketFacts 2017

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