CONTENTS
March 2012 / Volume 87, No. 3
FEATURES
44Life insurance boom ahead?
16
Producer Profile:
Rodger Johnson
Producer Profile
16 LARGER THAN LIFE
Rodger Johnson just beat out more than 12,000 New
York Life agents to earn the company’s Council President
designation. The top-selling producer shares some of his best
tips and strategies. By Corey Dahl
Annuity Opportunities
24 FIXED ANNUITIES AND RISING INTEREST RATES:
HOW THEY CAN GET ALONG
New annuity innovations can help you combat client fears of
getting locked into a product just as rates start to rise.
By Kenneth L. Brown
28 THE SHIFT TO CERTAINTY
With volatility roiling the markets, indexed annuities can offer
the asset protection clients want, along with the returns they’ll
need. By Mike Miller
34 ANNUITIES 101
Don’t understand annuities? Join the club — they’re
complicated products. This starter’s guide offers up the basics
for life insurance producers interested in adding annuities to
their offerings. By Jarret Barnett
Producer Roundtable
36 THE ANNUITY MARKET IS GATHERING STEAM
Annuities have been red hot for the last couple of years,
offering a more certain place for spooked investors to park
their money. Is the trend a lasting one? Three top producers
weigh in. By Charles K. Hirsch, CLU
Term Life
44 THE LIFE INSURANCE GLASS IS MORE THAN HALF FULL
The large population of uninsured and underinsured
Americans could mean billions in sales — but only if agents
make a few changes. By Rose Cahill
58
Inside the Mexican-
American market
Disability Insurance
48 TECHNOLOGY POWERS PROLIFERATION OF ONLINE
PROCUREMENTS
Automated procurement processes work particularly well
for offerings such as disability insurance, and employers
are increasingly embracing these platforms to manage
employee benefits. By Thomas Klett
Special Risks
54 KIDNAP AND RANSOM INSURANCE: NOT JUST FOR
KIDS AND MILLIONAIRES
Dangers lurk in many global business and tourism hot
spots, and recovering a kidnapped loved one can be costly.
Clients from all walks of life can protect themselves from
the financial fallout with kidnap and ransom insurance.
By Ryan Petersen
Multicultural Markets
58 FAST-GROWING MEXICAN MARKET IS FERTILE
GROUND FOR LIFE INSURANCE PRODUCERS
People of Mexican descent make up 10% of the U.S.
population. Producers who know how to reach out to
this traditionally underserved demographic have an
opportunity to give their business a significant boost.
By Brian Anderson
Working with BGAs
60 5 QUESTIONS EVERY ADVISOR SHOULD ASK A
BROKERAGE GENERAL AGENCY
Today’s BGAs need to be more than just product
wholesalers. They need to train, coach and serve as a
resource to producers. These five questions can help you
get the most out of your BGA relationships.
By Kenneth A. Shapiro
64 2012 PRODUCER’S GUIDE TO BGAs AND OTHER
WHOLESALERS
