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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 2018 Number 3

LIMRA MarketFacts

Number 3

by Yuliya Babushkina, LIMRA; Kimberly A. Landry, LIMRA

A majority of companies cite retaining and attracting employees as their number one motivation for offering a benefits package. Private industry employers spend approximately 30 percent of their total compensation costs on benefits, which amounts to roughly $1 billion an hour. How can employers ensure that they are spending this money wisely? Like a quality vehicle, a successful benefits program requires brilliant engineering, quality parts, and regular maintenance. Moreover, benefit options and features are always improving and expectations are changing — a package that was competitive decades ago may not be road-worthy today. Unfortunately, many employers are leaving their benefit strategy on “autopilot.” This article looks at how the industry can help employers move their benefit programs into the fast lane.

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by Mary-Beth Selby, M.A., LIMRA

We recently talked with Paul Schulte, the Founder and Editor of Schulte Research, and author of The Next Revolution in Our Credit-Driven Economy and Cryptocurrency, FinTech, InsurTech and Regulation. He combines 27 years of financial experience focused in Asia, with the latest in-depth research into new technological innovations. Here, he shares his views on the latest technologies and his perspective on the future of financial services.

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by Cecilia M. Shiner, FSRI, FFSI, ALMI, ACS, LIMRA Secure Retirement Institute

Half of modern American consumers are confident they will be able to live their desired retirement lifestyle. But what about the half of the population that lacks confidence in reaching their goals? This research-based article looks at the extent to which retirement timing and retirement outcomes are linked. Can a better understanding of anticipated and actual retirement timing improve your company’s ability to serve customers?

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by Patrick T. Leary, LLIF, LIMRA

What are the challenges group benefit advisors face in their business? What role does technology play? What do they anticipate for the future? Their views and perspectives – found in this article -- can help carriers better understand their needs and the needs of employers. By aligning resources to better connect with advisors and the marketplace accordingly, carriers can ultimately become the provider of choice.

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by Todd A. Silverhart, LLIF, LIMRA

This article discusses observations on the intricacies surrounding Cx when it comes to the life insurance industry, shares the thinking behind LIMRA’s model of Cx, and outlines an industry benchmarking program based on that model.

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by Aaron Roby, Texas Life Insurance Company

This article discusses the industry challenges that led to the creation of the LIMRA EDI Standards Committee — a group of technology and carrier companies working together for a solution to industry enrollment problems. The objective of this committee is to develop accepted standards for electronically exchanging non-health/retirement plan enrollment data among employers, benefits administration technology companies, and insurance carriers.

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by Scott R. Kallenbach, FLMI, LIMRA

This article provides predictions and advice as a directional starting point for your own strategy and business planning. LIMRA’s predictions for the next 3 to 5 years focus on four themes: product, distribution, technology, and the consumer. The article provides information on each of these themes in terms of Background, Predictions, What Should Companies Do? and Headwinds.

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by Deb Dupont, LIMRA Secure Retirement Institute

A number of forces are affecting the workplace savings world. These trends include the changing nature of work and employment relationships, new generations in the workplace, an increased focus on and need for holistic financial wellness initiatives, the emergence of health savings accounts (HSAs) as potential retirement savings vehicles, and new players in the arena of workplace savings. This article provides insight on these issues as well as context for benefit providers adjusting to and navigating through this changing landscape.

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by Karen R. Terry, FLMI, LIMRA

In early 2018, LIMRA asked members active in advanced sales to provide feedback on the changes in the Tax Cuts and Jobs Act (TCJA). Their observations — detailed in this article — create an overall impression of the potential impact of the law on their business and on the industry.

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by Shelly Habecker, Swiss Re; Corinne Kenny, Swiss Re

Emotional moments during the purchase of life insurance provide opportunities for the industry to create a more positive, valued experience for customers. Other industries are prioritizing customers and their emotions, as well as improving products and efficiencies. Life insurers are beginning to realize they must do the same. This article provides key messaging on listening to customer feedback, understanding customer pain points, and transforming customer journeys.

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by Steve Rowley, Gen Re

This article offers insights from a 30-year veteran the insurance industry – a career focused almost entirely on living benefits. Look at supplemental benefits – individual disability income (DI), long-term care (LTCI), critical illness (CI), accident, and hospital indemnity insurance from the perspectives of the past, what’s happening now, and possibilities for the future.

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by Jafor Iqbal, LIMRA Secure Retirement Institute

Nearly half of the 47.5 million Americans who are aged 65 or older are single. Nearly one third of these single Americans live alone. The majority of these single retirees are women. However, advisors need to consider not only the sheer number of single retirees, but also their assets. Should advisors look at the single-retiree market differently? Absolutely. This article looks at the importance of single retirees as a unique market opportunity.

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by Meryl Rosenthal, FlexPaths, LLC

In today’s culture, work is no longer a place you go — it’s what you do. People do business in a variety of places — onsite with clients, in the airport, at Starbucks — not necessarily 9 to 5, five days a week in a dedicated office. Insurance leaders — regardless of their business stage or size — can capitalize on this trend, to look at workspace as an asset and an enabler — similar to how we view technology. In fact, space is a key culture component — providing an intentional way of bringing all types of people together — across generation, gender, background, and function.

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by Amy McIlwain, Hootsuite

This article explores several trends in social media that offer opportunity for competitive advantage in financial services. It makes recommendations on how to integrate social across your business — stretching far beyond the marketing team — to drive tangible business results in areas like sales, customer service, and the executive level.

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by Mary-Beth Selby, M.A., LIMRA

We recently spoke with Steve Monaghan — Chairman and CEO of Gen.Life, and a private investor in AI, life sciences, HealthTech, FinTech, and ICOs. He specializes in the creation of innovative business models for leading institutions and startups and has served as an advisor to AIA, Veritas Genetics, and Intel. Here he shares his thoughts on AI, 4IR, privacy, and the future of insurer

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by Christopher Fazzini, Reliance Standard

Chris Fazzini is President and CEO of a 110-year-old, A+ rated carrier posting $2.5 billion in annual revenues with $12.3 billion in asset. But where was he in January 1984? In a story more suited to a Frank Capra movie than the real world, this fascinating look at lessons learned during a 34-year career at Reliance Standard provides perspectives for industry leaders and insights for those on the way up.

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by Huard Smith, Forrester

Empowered consumers are reshaping business strategies in financial services. These consumers, coupled with unprecedented technological innovations and digitally disruptive business models, have tipped the game decidedly in their favor. This article looks at how insurers have (or have not) responded. Are we prepared to deliver the signature experiences and business outcomes that the age of the customer requires — especially when compared to digital disruptors who are unencumbered by legacy decisions?

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Mary-Beth Selby


MarketFacts 2019

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