Senior Market Advisor December 01, 2009
Cover Story
Get Involved
Advisors who give back to their community often find that not thinking about business is the best way to attract it.
Feature
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(Do you?) know your prospect
Do you have a plan in place that navigates the back story on your potential clients? Learn top techniques on how to get that information efficiently and effectively.
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SEC 151A: The final countdown?
With just over a year until the SEC's controversial 151A ruling is set to go into law, legislators and activists have moved their anti-151A lobbying efforts into high gear.
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Master the local media
You don't need a ton of money, and you don't have to start with CNN. Think local and grab the media spotlight.
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The VA Value Proposition
Charging consumers more for less is hardly a conventional way to create a buyer's market for a product--unless the product happens to be a variable annuity.
Up Front
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Covering seniors now would save money later
Researchers at Harvard Medical School have uncovered evidence that expanding Medicare may not be as costly as some policymakers contend.
Inside the Boomer Mind
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The end goal remains the same
In our research, we've learned that boomers want safer options, with more predictability.
That's Life
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Prepare now for the health of your future
As the healthcare debate drags on, and the uncertainty of the government's ability to provide healthcare for everyone at a reasonable price
Coach's Corner
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Happiness as a profit strategy
In October's column I discussed "signature strengths."
LTCI Insider
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Target veterans for LTCI sales
I'm considering marketing to veterans. Is that a viable market and, if yes, how do I reach them?
Annuity Advisor
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Aging does affect seniors' decision making
I was asked to speak at the NAIC fall conference in Washington on the topic of senior decision making.
Marketing Playbook
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Good questions help pre-qualify your prospects
Many producers promote senior dinner seminars to gain leads.
Ethics in Action
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Compliance traps: Don't kick the can
Booby traps have been a part of war for centuries.
The Close
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The long term care tsunami
Recent Medicare cuts indicate a pressing need for LTCI, and a great opportunity to inform your clients.
Contributors
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What is the biggest selling mistake you can make?
Losing a sale typically has far more to do with a failure to build trust and rapport than it does with issues of products or price.
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Seniors concerned about health care
Seniors concerned about HEALTH CARE
Seniors Speak Out
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When it comes to news and issues affecting your retirement, where do you go for information?
I talk with my advisor. When my husband was alive he kept up with the finances and the news, but since he passed, I get most of the news I trust from my advisor.
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In what way does your financial advisor excel the most, and what areas need the most improvement?
I would say his honesty.
Vitals
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"Why social networks won't build your business"
This article is loaded with the absolute truth!
Red Flag Reminder
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Sweeter compensation spells danger for registered reps
It's a lucrative, but dangerous, time to be a registered representative.
Prospecting
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Put the "social" back into social media
The rise of social media sites such as Facebook, Twitter, MySpace, YouTube and LinkedIn
Lead Generation
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12 best places to buy lists for direct mail
Magazine publisher's subscriber list
Source List
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2009 Single Premium Life Source List
2009 Single Premium Life Source List
