Senior Market Advisor March 01, 2009

Free Product Information

Feature

  • Sell the need not the policy

    By Ed Mccarthy

    Long term care insurance is a challenging product. It provides a solution to a relatively straightforward problem, which is the need to fund long term care. Policy features and options can be quite complex, however, and it's easy to start

  • Beat the Big 4

    By staff writer

    Ask people what a human life is worth and they'll most likely say something like it's "immeasurable" or "priceless." Now try asking how much life insurance that person needs to protect their

  • Stay connected especially in tough times

    By Mont Levy

    There is never a bad time for good communication. For independent financial advisors, communication is one of the cornerstones of a good practice. Good communication leads to satisfied clients. Satisfied clients tell their friends and family. They

  • By staff writer

    Guide to Navigate SEC 151A

Up Front

  • Build trust with clients

    By Daniel Williams

    It is no secret that among many consumers, there has been a huge loss of confidence in the markets as well as in financial institutions and experts. With that in mind, I've been in touch with industry and sales experts of late, picking their

That's Life

  • New administration, new impact on clients?

    By Philip E. Harriman

    As President Obama and his administration have taken office, they are faced with the worst financial crisis since the Great Depression. Some economists think that the planned stimulus package to revive the economy is a risky decision since we are

Coach's Corner

  • Keep compliance in mind for seminars

    By Craig Randall

    Before I continue, I want to tell you about an article I read regarding compliance issues. If you're doing public seminars on a regular basis, it's likely that at some point a regulator will get one of your invitations and you will be

Profitable Practice

  • "Let me check with my advisor..."

    By Fred Cowley

    "Let me pass your proposal by my current advisor ... to see what he thinks." When you hear this statement from your prospective client, what do you think it means? You are excited beyond measure. Why? Because, in your mind,

LTCI Insider

  • More hot tips on LTC prospecting

    By Margie Barrie

    Prospecting is an important part of the LTC sales process. It must be ongoing so that we have a steady pipeline of contacts. Bill Good's book "Hot Prospects" contains excellent prospecting advice. Here is some more helpful

Annuity Advisor

  • Do regulators want to end fixed annuities?

    By Jack Marrion

    FINRA and the North American Securities Administrators Association won the index annuity battle and persuaded the SEC to call index annuities securities by saying they would do a better job of determining when an index annuity sale is

Marketing Playbook

  • How to sell to affluent seniors (part 2)

    By Kerry Johnson

    How do you hunt for big game? Forget your hard-sell, "29-different-techniques-to-a-close" routine. Elite income earners ask lots of questions. They also are not as self-consumed as the characters on "Dynasty" and

Practice Management

  • More ways to maximize on CRM systems

    By Richard Berry

    Do you ever wonder about the appropriateness of the filters you've selected for your direct mail marketing leads? We periodically send the names and addresses of our clients to our direct mail marketing firm. For a small fee, we're able

  • Becoming president of your own world

    By Scott Halford

    It's about that time when the politicians and, well, everyone make their first big judgment of the new U.S. president -- the first 100 days. It seems an absurd and random bar to expect someone to change everything that's wrong in

Ethics in Action

  • Due diligence? Get serious (Part I)

    By Steven McCarty

    "Due diligence." Now that's a quaint term! Since 1933--when Congress passed the Securities Act--financial firms have been conducting research on the companies whose equities they sell. They don't do this out of the

The Motivated Seller

  • Your attitude is your altitude

    By John Boe

    Selling in today's challenging and turbulent market place requires focused goals, a healthy work ethic and an optimistic outlook. While we are not always able to choose our circumstances, we can and must control how we respond to life's

The Close

  • The opportunity of a lifetime (part 2)

    By Van Mueller

    Our customers' investments will have less-impressive returns in the future. We can help them achieve better results. Reducing or eliminating income taxes will maximize the net benefit of their investments. Income tax planning is beneficial

Seniors Speak Out

New Products

  • Whole life

    By staff writer

    Liberty Mutual's single-premium policy is well suited for wealth transfer. Its single premium immediately purchases a death benefit that is larger than the original payment (in some cases, the benefit will double the single premium). Features

  • Universal Life

    By staff writer

    National Life's new variable universal life product is a market-sensitive contract which provided flexibility of death benefit and premiums, combined with tax-deferred growth of cash values to the market performance of the sub-accounts. New

Red Flag Reminder

  • Beware unlicensed "specialists"

    By Steven McCarty

    Millions of Americans have lost their homes in the current foreclosure crisis. Millions more stand to do so in the future. But they should think twice before doing business with so-called mortgage modification specialists. Such entities, regulators

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