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Business people in meeting with laptop Even as insurers recalibrate product and compensation design to accommodate fiduciaries, and more clients become interested in such products, barriers remain. (Photo: Shutterstock)

Ten years ago, when Craig Hawley, general counsel of Jefferson National at the time, picked up the phone to discuss what was then the insurance industry’s seminal insurance product pipeline to fee-based advisors, he often met a tepid response from fiduciaries.

Nick Thornton


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