Senior Market Advisor February 01, 2009

Free Product Information

Feature

  • Making the most of winning IRA strategies

    By David F. Royer

    As you talk with your clients in this still relatively new year, you're most likely hearing very similar comments and seeing common emotions in them: uncertainty and fear. Using your expertise and experience, you have an opportunity to calm

  • Playing by the rules

    By David Port

    To play by the rules, you have to know the rules. For many advisors, that means becoming familiar with such imposing documents as the FINRA Manual, a sprawling and still-growing amalgamation of legalese (posted online at finra.complinet.com) that at

  • The positive power of alliances

    By staff writer

    As the erratic financial markets continue to consume the investing public's attention, it becomes especially important for advisors to use innovative ways to build their businesses. Advisors may not recognize that the ever-evolving world of

Up Front

  • A change for the better

    By Daniel Williams

    We always ask for feedback from our readers and have picked up several ideas from subscribers that will help us improve our content. Most recently, we received some very useful information regarding our annual Readers Choice Awards. These

That's Life

  • Hard times call for connection with boomers

    By Philip E. Harriman

    In the past year, troubling financial news has generated great concern among baby boomers as many have watched the value of their retirement accounts plummet. As trusted financial advisors, how do you attract boomers to your business and provide

Coach's Corner

  • The psychology of people placement

    By Craig Randall

    Let me tell you about an article I read recently in the Wall Street Journal. The article was talking about the major brokerage firms and their clients with $1 million or more being managed by the firm. They said that just over 80 percent of these

Profitable Practice

  • "Oh, my aching back"

    By Fred Cowley

    When asked, most potential clients do not know what their two most critical financial challenges will be as they age in place. The first challenge is "running out of money before we run out of life." The second is "running out of

  • Are you a Client Relations Management expert?

    By Richard Berry

    Computers ... you either hate them or you love them. Client Relations Management (CRM) software is critical to effectively conducting seminars and converting prospects to customers. There are numerous systems available, from simple spreadsheets

LTCI Insider

  • Hot prospects begin by getting your act together

    By Margie Barrie

    Q: I need help with prospecting so I can get more qualified LTC prospects in the pipeline. Can you provide some suggestions? A: Prospecting is a very important part of the LTC sales process. For best results, it must be ongoing so that we can

Annuity Advisor

  • Want a sale? Harness your client's anger

    By Jack Marrion

    This column is an excerpt from Jack Marrion's new book "Sell More Annuities: Change Buyer Behavior" Fear is a proven marketing technique that is also used successfully by annuity providers. Today, it'd go something like:

Marketing Playbook

  • Marketing to affluent seniors (part 1)

    By Kerry Johnson

    According to the Wall Street Journal, there are 2.7 million people in the United States with a net worth of $1 million or more, part of a 8.7 million worldwide population of millionaires. Americans with investment assets of more than $30 million top

Practice Management

Ethics in Action

  • Sharks swirling: E&O-proof your business now

    By Steven McCarty

    It's no secret that 2008 was a financial bloodbath. Millions of investors lost trillions in net worth. And hundreds of thousands more Americans have lost their jobs and with them, their ability to stay afloat financially. Well, you know what

The Motivated Seller

  • Pushing all the right buttons

    By John Boe

    When was the last time you asked for the order and your prospect told you that they wanted to take it home and sleep on it? Unless you're selling mattresses, that's not the kind of response you were hoping to hear! When frustrated by an

The Close

  • The opportunity of a lifetime (part 1)

    By Van Mueller

    Previously, I've identified challenges your customers will face in the future. I promised to provide strategies to overcome and take advantage of those challenges. Insurance and financial professionals have knowledge and products that can

Seniors Speak Out

New Products

  • Universal/indexed universal life

    By staff writer

    Lincoln LifeReserve Lincoln Financial Group's pair of new offerings for both UL and IUL are accumulation-focused, completing the company's product suite transition to comply with the 2001 CSO table, effective Jan. 1, 2009. New

  • Immediate annuities

    By staff writer

    Securian IncomeToday A single payment immediate annuity, Securian's IncomeToday (issued by Minnesota Life) is geared at the boomer and retiree communities' needs of guaranteed income. In return for a lump-sum payment of $25,000 to $2

  • Deferred annuities

    By staff writer

    RBC 3+3 MYG RBC's new multi-year guarantee deferred annuity is a true six-year walkaway product, with low surrender charges. Features include full accumulation value, paid at death, plus low surrender charges and guarantees tied to a

Red Flag Reminder

  • Help your clients avoid new investment scams

    By staff writer

    Recent stock market volatility and declining yields on CDs and other fixed- income investments are bad news for two reasons: first, they erode client retirement assets and income and second, they unleash more and increasingly devious investment

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