Senior Market Advisor August 01, 2009
Cover Story
The Finalists
Maybe you're wondering how we select the five finalists. Essentially, we look at top production, high ethical standards and active community involvement. Because there are so many advisors who fit those key ingredients, we go beyond that and look for differentiators, something that can further set nominees apart.
Feature
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Your sales at the crossroads
You preach diversification to your clients, but are you practicing what you preach with your own business? As the recent financial market firestorm made clear, the more versatile an advisor is from a product standpoint...
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The postman always rings twice
You check the calendar. Assuming your direct mail pieces left the post office on schedule, this should be the day when the reply cards start coming back in.
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Becoming a referrals superstar
Referrals are one of the most helpful elements available when trying to build a business. They generally have a very high closing ratio, which some say is as high as 90 percent. This is because referrals are highly valid...
Special Section
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Life settlements marketing
In this special section, industry experts offer advice on how to take advantage of the lucrative world of life settlements, offering clients a previously unexplored revenue stream, or creating an attractive incentive to businesses.
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How to use life settlements
Even the most diversified portfolios were devastated as the S&P shed 38 percent toward the end of 2008. The first part of 2009 is proving to be an encore performance. With the retirees of America looking for solutions to their portfolio woes, a
Up Front
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Advisors are getting scammed, where's "Dateline" now?
"Scammers try to take advantage of senior citizens."
That's Life
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A major Medicare overhaul is needed
In late 2008, an extended period of financial irresponsibility and weak oversight led to the largest government bailout in American history.
Coach's Corner
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Play in the big leagues and win
Why would companies spend over a billion dollars each year on celebrities who endorse their products?
LTCI Insider
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Use LTCI facts to tell your story
To help my sales effort, I want to add information that these policies work and claims are being paid. Can you provide information to accomplish that?
Annuity Advisor
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Bell curves + models = risky retirement
Today is unique because what happens today isn't exactly like what happened yesterday and what happens tomorrow won't be identical to what happens today.
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Apply a generational lens to financial planning
For financial advisors, the most important designations in American society don't fall along income, racial, religious, education or even gender divides--they're generational.
Marketing Playbook
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Stupid money mistakes seniors make (part 1)
Here are a few of the traps your seniors may find themselves in without the benefit of your financial guidance and counsel and the ways to fix them.
Ethics in Action
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Preventing complaints from hell (part 2)
Your ultimate nightmare: Despite your best efforts to sell the right product, your client is now unhappy about how things turned out.
The Motivated Seller
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How to boost your sales in a down market
As a professional sales trainer, I have the opportunity to talk with salespeople, from a wide range of industries, representing a variety of products and services.
The Close
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A simple product to revolutionize your practice
I have written many times about the challenges seniors and their families will be confronted with in the future.
Feedback
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In response to "(Grim) Reaping the benefits of life settlements" from the Editor's Blog
I worked with agents, seniors, brokers and funders for several years.
Seniors Speak Out
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Do you prefer working with an independent or captive agent?
I prefer independent agents.
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What kind of marketing do you best respond to?
I'm probably not the best person to answer this question.
Red Flag Reminder
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SEC cues up new rules for Ponzi prevention
The Securities and Exchange Commission has proposed new rule amendments designed to better protect investors who place funds with investment advisors.
Marketing
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To niche or not to niche...
It used to be that you were on your game if you were selling to the holy grail of certain markets: the ultra-affluent, baby boomers and seniors.
Prospecting
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Can I pick your brain?
If you're a respected member of a business or social network, you've inevitably been posed the question, "Can I pick your brain?"
Lead Generation
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Improving "glance readership" (part 3)
In the first two parts of this series, we talked about your postcard making an impression on the reader.
Source List
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2009 Final Expenses Source List
Company Name: Affordable Health Insurance Inc. Phone number: 847-437-1113 Website: www.affordablehealthinsuranceplan.com Product name: Final Expense Availability: AZ IL IN TX WI Issue ages: 50-80 Death benefit: 1k-50k Available
