Summary In this episode of That Annuity Show, Jim Kerley discusses his report titled 'Shifting Distribution, Changing Mindset: Why Advisors Aren't Talking to Consumers About Life Insurance.' The report explores the reasons why some advisors are not discussing life insurance with their clients and the implications for the industry. Kerley's report emphasizes that there is a demand for life insurance, with 102 million people in the US being underinsured or without insurance. The problem lies in the lack of conversation between advisors and consumers. Kerley suggests that changing the insurance mindset of advisors and making life insurance a part of their portfolio can help address this issue. Takeaways There is a demand for life insurance, with 102 million people in the US being underinsured or without insurance. The problem lies in the lack of conversation between advisors and consumers about life insurance. Changing the insurance mindset of advisors and making life insurance a part of their investment portfolio can help address the issue. Technology, such as AI, can play a role in making the conversation about life insurance easier and more efficient. Education and awareness about the benefits of life insurance are crucial in increasing demand and closing the protection gap.