Senior Market Advisor November 01, 2008

Free Product Information

Feature

  • The evolution continues

    By Joseph Finora

    When annuities first entered the American retirement-planning arena, their popularity grew largely based on their tax-deferral and income-guarantee features. The death benefit was another standard feature that helped annuities win fans. Today, the

  • Back to basics

    By David Port

    In an information and technology-hungry world, Rich Schuette is a throwback. While many of his peers try to wow clients and prospects with presentations loaded with information and high-tech features, Schuette, a certified financial planner with MJL

  • Getting personal with direct mail

    By Staff Writer

    Studies in the direct mail industry continue to demonstrate that highly personalized direct mail packages result in increased response rates. In fact, a study conducted by marketing group POD showed a 1,000 percent increase in client and prospect

  • Selling solutions not products

    By Ed McCarthy

    "Discover what the clients need and then sell them the solution." If ever there were a piece of frequently repeated advice, that phrase would qualify. There's a reason successful advisors claim that that approach underlies their

  • Long term care insurance alternatives: annuities, waivers, combos and riders

    By Staff Writer

    With the graying of America, there is little doubt that long term care insurance -- or something like it -- is necessary. Two out of five people over 65 will require nursing home or other long-term assistance. In 2006, an estimated nine

Up Front

  • The financial sucking sound

    By Daniel Williams

    It's one thing to comprehend the volatility of gold, junk bonds and dot-coms, but it's something altogether different (and eye-opening) when that sucking sounds hits a financial entity as stable as the insurance industry. But

That's Life

  • The mutual benefits of mentoring

    By Philip E. Harriman

    "Mentor and coach others whenever you can. Your teaching will deepen your own learning." -- Lee J. Colan Many advisors to seniors are reaching the twilight of our careers or can at least envision it on the horizon. Like our

Coach's Corner

  • Building the right menu for seminar success

    By Craig Randall

    Having decided on optimal geographic locations and facilities for a seminar event, you now face the issue of what to serve your guests. Offering several choices opens you up to problems, such as server issues. That is why I offer only one choice of

Profitable Practice

  • What a privilege ...

    By Staff Writer

    It is to assist people of all ages and backgrounds, to be able to look forward to their retirement years with wistful eyes. That is not always the case. Recently a couple, both 70 years of age, came to my office after listening to our weekly radio

LTCI Insider

  • Generate referrals through creative means

    By Margie Barrie

    Q.I need to increase my leads and create better quality leads to improve my closing ratio and productivity. A. Generating referrals is an excellent way to develop leads. For some creative approaches, I asked Michael Beck of Exceptional

Annuity Advisor

Marketing Playbook

  • Six techniques of top producers (part 1)

    By Kerry Johnson

    In meeting peak performers, I have noticed several common characteristics they share. Over the next few columns, I will detail a few of the traits and techniques they use to outdistance the competition, work a whole lot less, and make a whole lot

Practice Management

  • Make your business a masterpiece

    By Staff Writer

    Have you ever seen one of those hidden object paintings? At first the picture looks like an abstract painting, but if you look "through" the maze of colors you begin to see a hidden image. Some people see the hidden image; others just

Ethics in Action

  • Keeping promises keeps clients

    By Steven McCarty

    Welcome to the political season, a time of countless local, state and national elections. It is also a time when politicians make promises they will never keep - I promise! As the noted Finnish architect Eliel Saarinen once said,

The Motivated Seller

  • Adversity breeds strength

    By John Boe

    How do you stay motivated and productive when times are tough and customers seem to be clutching every penny in fear of economic uncertainty? By remembering that every challenge, setback, and personal difficulty you encounter in life also brings

Compliance Watch

  • Will your vote affect Social Security?

    By David Hollander

    Obama or McCain -- no matter which camp you are in, a serious question arises with respect to Social Security. As a citizen, you are probably wondering if there will be funds available when you retire. In the senior market, our clients are very

The Close

Feedback

  • SEC proposal still has readers fired up

    By Staff Writer

    (Editor's note: Responses continue to flood our inbox as readers weigh in on our Editor's Blog, "SEC 151A Heats Up." If you'd like to share your own opinion, visit www.SeniorMarketAdvisor.com and submit your

Seniors Speak Out

New Products

  • Universal life

    By Staff Writer

    This product combines the permanence of lifetime insurance and no-lapse, guaranteed coverage with the flexibility of limited or lifetime payment options. The level death benefit plan matures at 120, but can be extended. Issued between the ages of

  • Final expense

    By Staff Writer

    Designed to provide peace of mind for seniors and their families when dealing with end-of-life benefits. ForeLife has already reached $2.2 million in annualized premiums within their first six months of sales. Making difficult situations for

  • Variable annuities

    By Staff Writer

    Allianz Vision is designed to provide guaranteed retirement income for life, with the potential increase of income in varying market conditions. New enhancements to Allianz's deferred variable annuity product include the optional Lifetime

Red Flag Reminder

  • Warn clients about 401(k) debit cards

    By Staff Writer

    As the economic downturn continues, clients who find that they are retirement-plan rich but cash poor will tend to make more frequent use of 401(k) debit cards to pay for bills they can't quite manage with their regular income. But as with all