Senior Market Advisor October 01, 2009
Cover Story
Are you ready for the future?
The past year has shown us that past performance is no indication of future success. With that said, we've put together what we think are important trends we could all be facing in our industry.
Feature
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The Future of Marketing & Sales
Advisors turn to e-media and new technology to reach their target audience.
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The future of life insurance
Is there any reason that clients shouldn't be able to buy their life insurance online, like they...
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The future of annuities
Income and security are hallmarks of a new, back-to-basics wave of annuity products.
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The Future of LTCI
The long term care industry continues to evolve. Senior Market Advisor asked several producers an...
Up Front
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Another SMAX in the books
Who said that independent advisors are lone wolves?
That's Life
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How do life settlements affect your clients?
Sometimes clients no longer need their life insurance policies or can no longer afford to continue them, especially as they recover from the economic crisis.
Coach's Corner
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Is this your job, or is this your calling?
If you're happy and you know it ... so do others.
LTCI Insider
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Using surveys to generate LTCI referrals
I need to generate more referrals but feel uncomfortable asking for them. Can you suggest a method to encourage my clients to provide them?
Annuity Advisor
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Seniors: Coping with the death of retirement
An agent told me a story of a retired client who formerly had an investment portfolio worth a little over $4 million, from which he was withdrawing $200,000 a year.
Marketing Playbook
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Gain new clients in a volatile market (Part 1)
You pride yourself on the fact that most of your clients had not lost a penny before March of 2009 and likely will have positive returns in 2009.
Ethics in Action
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Beware the ticking E&O time bomb
Full disclosure: Since 2008, National Ethics Bureau has been sponsoring affordable errors and omissions insurance for low-risk advisors.
The Motivated Seller
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Don't settle for "good enough"
From luxury automobiles to high-tech electronics, the phrase "made in Japan" is synonymous with quality and reliability.
The Close
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Winning by not losing
Enormous challenges are ahead of us.
Seniors Speak Out
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If your advisor threw a client appreciation party, what kind of party would you be most likely to attend?
Oh, that's a good question.
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What, if anything, would you change about the way you prepared for your retirement?
It might sound crazy to most, considering the economy the past year, but when I was younger, I wish I had taken more risks.
Red Flag Reminder
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Beware of unethical reverse mortgage cross-selling
Reverse mortgages are growing in popularity, no surprise given retiree worries about their future retirement income.
Marketing
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Quit the waiting game
Many advisors envision a perfect sales world, a world in which your phone constantly rings with interested and qualified sales prospects just waiting to work with you.
Prospecting
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Diets don't work, and neither does inconsistent prospecting
If you've ever lost weight on a fad diet and quickly regained the pounds as soon as you returned to your usual way of eating, you know that diets don't work.
Lead Generation
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Questions to ask a list vendor
Is it a complied list (from phone books or directories---such as all veterinarians or all roofing contractors; or from government files such as people having drivers licenses, or property owners), or a response list...
Source List
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Medicare Supplements Source List
Read the detailed 2009 Medicare Supplements source list.
Inside the Boomer Mind
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The move to safety
Some recent studies, including one by consulting giant McKinsey Co., provide evidence that the investing mindset of all generations is going through an important and lasting shift away from risk and high returns to safety and downside protection.
