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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
MarketFacts - 2017 Number 3

LIMRA MarketFacts

Number 3, 2017

by James T. Scanlon, M.S., HIA, LIMRA

What are consumers thinking? LIMRA’s Financial Mindscape concept looks at the intellectual space where we deliberate our financial concerns. Studying this reveals important information for marketers and distributors across the industry. From data originating in the LIMRA Insurance Barometer Study, this article looks at consumer concerns in 2017 about Health Coverage, Savings Goals, Living Expenses, and Life Coverage.

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by Eric Henderson, Nationwide Financial

Americans need more effective retirement income strategies, when faced with the potential challenges of rising inflation, interest rates, and health care costs. It is increasingly important for Americans to consider the value of income guarantees in retirement. With its premise that most analysis of annuity vs. non-annuity portfolios is flawed, this article looks at consumer confidence in annuities, use of GLWBs, and context-based annuity utilization.

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by Kimberly A. Landry, LIMRA

Many employees are ill-prepared to make decisions about which workplace benefits are right for them. How will they protect themselves from unforeseen medical expenses, loss of income, or life without proper knowledge of their benefit choices? This article looks at how to help confused employees to make better benefit decisions – with support tools, and recommendations. Key considerations include making tools easy, quick, concise, and personal.

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by Shannon Havener, LIMRA

In response to increasing consumer expectations, some companies are exploring D2C platforms to supplement or complement their existing market strategies. This article looks at D2C life insurance distribution, comparing consumer perspectives from the past to today. It emphasizes the need for the industry to motivate consumers to recognize their need for life insurance and to take action.

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by Richard T. “Dick” Cleary, FSEdNet; Andy Martin, CLU, ChFC, FSEdNet

Why are so many front-line managers not as productive as they should be? Recruiting numbers are low, and retention is even lower. What can the industry do to address this dilemma? This article discusses the Cycle of Unsuccess – promoting top performers to management only to see them fail. The key to success is training the leaders to train others – enhanced sales training that trains the trainers. Investing in sales leaders can improve results.

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by Vince Vitiello, Global Diversity Marketing

Despite industry efforts, life insurance applications have continue to decline. Why? This article focuses on The Great Disconnect — the difficulty advisors have connecting with today’s diverse consumers. It looks at the changing face of America, the rise of the multicultural, and the importance of connecting with the young, diverse, U.S. market segments.

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by Robert L. Reynolds, Putnam Investments and Great-West Financial

As Congress begins its debate on sweeping tax reform – a once in a generation event – all involved in retirement savings have reason to worry. Major tax reforms can seriously undercut incentives for retirement savings. This article discusses the risk that workers’ incentives to save may be cut —even sharply — when push comes to shove and tax-cutters need “pay-fors” to reach other budget targets. This potential threat may further undermine America’s retirement security.

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by Mary M. Art, LIMRA

What can insurance companies do to overcome the barriers to consumers purchasing life insurance? Investing in automated underwriting solutions can help companies transform the policy issue process to achieve multiple goals. This article gives an overview of automated underwriting, based on a LIMRA survey in the United States and Canada. Topics covered include plans for auto-underwriting, goals of automation, data sources, and a discussion of challenges.

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by Matt Thornhill, SIR’s Institute for Tomorrow

In this article, Matt Thornhill of SIR’s Institute for Tomorrow shares some insights on helping advisors better connect with Baby Boomer clients. His advice includes focusing on confidence, getting on the same page, and re-working the relationship.

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by Deb Dupont, LIMRA Secure Retirement Institute

At the crux of America’s retirement crisis is the concept of retirement savings. This article looks at workers’ perspectives about retirement savings, saving via the workplace, the common features of retirement programs, and who should administer those programs. This provides an framework for assessing the industry’s role in solving the issue of retirement plan access, given the current issues.

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Mary-Beth Selby


MarketFacts 2019

MarketFacts 2018

MarketFacts 2017

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