Top Story

• Study: Clients think advisers are worth what they charge
  Research by consultancy Advisor Impact shows that 66% of clients think fees charged by their financial adviser are justified by the value delivered. Meanwhile, 84% say they trust their adviser. AdvisorOne (3/7)     

Industry News

• LTCI, disability items are added to NAIC panel's duties
  The National Association of Insurance Commissioners has given additional duties to its Health Actuarial Task Force. The task force will begin dealing with items that could affect reserving for long-term-care insurance as well as the pricing of disability insurance. National Underwriter Life & Health (3/8)     

• Expert: Private-equity firms look to annuity business to diversify
  Private-equity firms have been buying and reinsuring annuity lines for a chance to exercise their investment and asset-management capabilities, says Scott Robinson of Moody's Investors Service. Fixed and fixed-indexed annuities were the main target of alternative-investment managers in 2012, but the trend this year may be variable annuities, Robinson said. "[Private equity] firms are looking for something that is going to meet their returns, and they have fairly high return hurdles. They are looking for businesses that are going to provide some diversification to their other investments," he said. National Underwriter Life & Health (3/8)     

• The impact of annuity payments on estate taxes
  No property interest is included in the estate of a deceased straight-life annuity holder, according to this article. The estate-tax impact of annuities with survivor benefits, however, vary based on whether that benefit is paid to the estate or a beneficiary, the article says. Another factor is whether the deceased annuity holder paid all or part of the purchase price. National Underwriter Life & Health (3/8)     

• What to do when a financial plan goes awry
  Long-term financial plans have faced challenges from bear markets, prolonged bouts of high unemployment, family members' financial distress and unforeseen health issues, according to this article. Advisers need to guide clients in readjusting their plans and reducing spending, experts say. Financial Advisor online (3/6)     

• Other News

• Report: Gen X and Y tap social media, online resources for investing
  National Underwriter Life & Health (3/8)     

Policy Watch

• N.M. plan for state-run exchange moves forward
  A proposal for a state-run health insurance exchange in New Mexico earned bipartisan support in committee and will be considered by the full Senate. The legislation calls for a 13-member board that would include industry representatives, a health care provider and the state superintendent of insurance. The Santa Fe New Mexican/The Associated Press (3/9)     

Hot Topics

Top five news stories selected by NAIFA SmartBrief readers in the past week.

• NAIFA prepares to defend life insurance's tax treatment (InsuranceNewsNet)

• Rankings put U.S. at No. 19 in retirement quality (Financial Advisor online)

• Expert: ACA tax provision may make whole life more attractive (National Underwriter Life & Health)

• Groups tell Congress to shield life insurance amid spending cuts (National Underwriter Life & Health)

• Term life appeals to a broad range of consumers, experts say (Financial Advisor online)

• Results based on number of times each story was clicked by readers.

Building Your Business

• Why financial firms should use content marketing
  Content marketing fits naturally with financial services, marketing veteran Angela Long writes. For example, customers want to know that financial-services firms understand them and their businesses. "Demonstrating your expertise through your content will build on your client's confidence in you," Long writes. Reputation Capital Media Services (3/7)     

NAIFA News

• Register now for the free March "Solutions Session" exclusively for NAIFA Young Advisors
  "Crafting Your Story: The Art of Story Telling & Selling" will be offered from 4 to 5 p.m. Eastern time on Thursday, March 28, 2013. Clients and prospects alike connect with a great story because they understand products and services better when they can relate them to something that is familiar. Learn when best to use and how to create your story. Register now for this free group coaching tele-seminar led by Daniel C. Finley.     

SmartQuote

Let me listen to me and not to them." --Gertrude Stein, American writer and feminist