Senior Market Advisor May 01, 2009
Cover Story
Just say no to objections
There are numerous reasons for clients and prospects to say "no" to advisors these days.
Feature
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What's new with annuity products?
A continued economic slide has made customization and consumer-friendly developments crucial when creating both new fixed and variable annuity products. Here's a snapshot of the newest trends.
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Are you linked in?
Online social networking sites are part of the future of marketing your services to a new, Web-oriented generation. Getting ahead of the curve will help keep your business vital and open the doors to younger clients.
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Back to Basics
Improve your knowledge of long term care by concentrating on the key elements of this valuable but complex product and what its features mean to your clients.
Special Section
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Define, review, focus and ... avoid showers
Jim missed his quota last year because of unexpected customer cancellations.
Tip of the Day
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More e-mail marketing plans that work
1 Plan for holidays and special occasions. Many marketers cash in big on holidays.
Up Front
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Are you a "trusted" advisor?
I attended the Life Insurance Conference in Orlando earlier this spring. One session title that caught my attention, making it a must-see, was "Advisors for Life?"
That's Life
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Build a stronger financial future
Though most everyone has wrapped up the 2008 tax season by now, it is important to continue meeting regularly with our clients about how tax policy in Washington affects them at home.
Coach's Corner
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Avoid your personal recession
I was at dinner with colleagues as each of us tried topping the other with stories of job loss and economic failure and the "did-you-hear" kind of rumors that steam up a conversation.
LTCI Insider
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Emphasize caregiving in the LTCI equation
I'm targeting baby boomers for my LTCI sales, and I'm realizing that caregiving is an important issue for this group.
Annuity Advisor
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The guilty prospect
The couple that you saw a year ago is sitting across the table once again.
Marketing Playbook
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Delivering a memorable presentation (part 2)
Andy Rooney of "60 Minutes" has built his reputation on his image as the guy next door.
Practice Management
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Achieving your goals (part 2)
In last month's article, we examined the importance of setting goals.
Ethics in Action
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Attracting clients in dicey times
It's no secret there's overwhelming uncertainty in the air right now, which has resulted from unprecedented change.
The Motivated Seller
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The ripple effect
We have all had the experience of throwing a stone in a pond and watching the waves ripple across the surface in ever expanding, concentric circles.
The Close
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Take an "emotional" interest in your clients
Most of the wealth of this country is concentrated with our seniors.
Seniors Speak Out
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What is the best advice you ever received from your advisor?
Drawing up a comprehensive plan to get me out of debt. I made bad investments back in the 90s ... I thought I was some kind of wheeler-dealer with property.
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How did you meet your advisor?
"At a seminar. We got some mail that invited us to a retirement seminar. Our advisor spoke about how he could take care of our money and help us outlive it. He went into more details than that, but it's where we met."
Red Flag Reminder
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SEC warns financial firms of government impersonators
The Securities and Exchange Commission is warning financial services firms about con artists who may use the names of actual SEC employees to mislead potential victims.
Marketing
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Workers would opt out of Social Security
39% of workers 50 and older would rather not contribute to Social Security even if they couldn't take advantage of the benefits once they are eligible.
Prospecting
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3 sales funnel myths that will block qualified propects
Sheer activity matters Prospecting activity is important, but what really matters is that you feed the right people
Lead Generation
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Oh, I forgot to mention...
So, you're doing everything right, but still... business is slow.
