Senior Market Advisor August 01, 2006
Cover Story
Building family connections
As the president of Battaglia Tax Advisory Group Inc. in Largo, Fla., Brenda Battaglia is busy. Really busy. When she's not calling on her clients, she's working with her staff to cook up new ways technology can work for her - and her clients. "I'm
Feature
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Upscale marketing
The cr?me de la cr?me, the cream of the crop, the Holy Grail, the cat's whiskers: high-net-worth seniors. Whatever term you place on them, high-net-worth seniors are the clientele many advisors hope to attain but aren't sure if they can. Reaching
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Sell and sell again
It's every advisor's dream: a client who walks into an appointment with glaring voids in his portfolio and a willingness to let the advisor do whatever he deems necessary to fill those voids. Unfortunately dream clients don't come along that often.
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Alternate funding for long term care
In a perfect world, a client would never show up at your office requesting that you cobble together a financial solution for them after they'd encountered some sort of problem. Often, however, that isn't the way it works. And if such a client shows
That's Life
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Departing columnist's collected wisdom
Last month marked Douglas Peete's final original column for Senior Market Advisor. SMA wants to thank Peete for his contributions to the magazine over the past year. His life insurance strategies have helped advisors and their clients save on taxes,
LTCI Insider
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Try the three bridges close
Q. I know an effective face-to face presentation is a critical part of the LTCI sale. I'm having trouble making the transition to closing the client and having him admit he needs this protection. Do you have a technique that works well? A. When I
Editor's Blog
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Essential Guide to Selling Annuities 2006
Top-notch annuity salespeople must know their products, but that's not all. They should have an eye on trends. They should be concerned with ethics. And they should always be on the lookout for sales tips and ways to beat objections. We've provided
Annuity Advisor
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A consumer behavior primer
A consumer behavior primerI spent a few days reviewing consumer behavior research conducted by Baba Shiv, an associate professor at Stanford, and discovered several findings that could apply to the annuity world.
Ethics in Action
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Grow your business with ethics-driven marketing (part I)
Ethics-driven marketing is the practice of using your good ethics to grow your business. It involves defining and documenting your personal ethical beliefs, evaluating your business practices against those beliefs (and fixing them if needed) and
Vitals
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Senior Market Advisor expo speakers
Jesse Slome, director of the American Association for Long-Term Care Insurance Chairperson: LTCI panel discussion, Master the difficult sale, Thursday, Sept. 28 Senior Market Advisor: What can our Expo attendees expect to gain from your panel
