Senior Market Advisor September 01, 2006

Free Product Information

Feature

  • 12 standards of long-term sales success

    By Eliza Castaneda

    The next time the conversation wanes at a cocktail party, here's a topic guaranteed to jumpstart a discussion: bad service. Get people talking about their customer service horror stories and it quickly becomes clear that most of us are starved for

  • Building your own business succession plan

    By David Port

    A client base is bound to change, but the basic message advisors preach to clients remains essentially the same, whether the source is a tax specialist, financial planner, insurance agent, estate planner, registered rep or broker: Plan now for the

  • Is a client advisory board right for you?

    By Mike Werling

    If you wonder whether your clients think you're doing a good job, providing the right products and delivering good service, then ask them, face to face. A growing number of financial advisors are doing just that by creating client advisory boards.

  • Annuities and life insurance: a well-packaged solution

    By David Port

    When the goals are maximizing wealth transfer and minimizing tax exposure, the situation may call for a pairing of permanent life insurance with an annuity. Not too long ago, an 82-year-old client walked into advisor David W. Hoffmann's office with

  • Direct marketing lead generation

    By Allyn Kramer

    Don't settle for prospects or making cold calls. Get people into your office who want what you can offer. Get leads. Many companies rely on lead generation for most, if not all, of their new business. When leads stop flowing, sales reps can go

  • Handle objections -- before they come up

    By Wayne E. Pollard

    The best way to overcome an objection is never to let it surface. How can you do that? Read on. If you're like I was as a young life insurance agent giving pension maximization presentations, you like to hear as few objections as possible. At that

Special Section

LTCI Insider

  • Make future value of LTCI apparent

    By Margie Barrie

    Q. I'm having trouble closing a number of prospects because they complain the premium is too expensive. Do you have any suggestions how to overcome that objection? A. The premium amount has always been a problem area, even before the rounds of rate

Annuity Advisor

  • Making the case for fixed annuity safety

    By Jack Marrion

    A few issues ago, I wrote about a quartet of failed banks and annuity carriers where, when all was said and done, every one of the annuity and bank customers was fully covered and didn't lose a penny, regardless of account balances. Let's take a

Ethics in Action

Vitals

  • Think of starting your own practice?

    By Carrie Le Grice

    The lure of owning your own company can conjure up images of afternoons on the golf course and evenings around the dinner table - with some work in between, of course. Vanity aside, starting a financial planning business is a serious undertaking,