Senior Market Advisor September 01, 2009
Cover Story
2009 Advisor of the Year
Dave Williams believes in an old-fashioned approach: roll up your shirt sleeves and get to work. His philosophy is one where "there is no substitute for persistent, hard work," particularly when your focus is always on the client's best interest.
Feature
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Managing LTCI objections
LTCI prospects aren't shy to say they're afraid they'll never use their coverage, or that they're better off self-insuring. It's your job to logically and passionately explain that this is not always the case.
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Life insurance: The essential guide
While it's no secret the financial markets have taken hits in the past year, life insurance advisors are in a unique position. Read this special section to learn the key ways that safe products can turbocharge your practice.
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5 ways to gather customer testimonials
Surveys, advisory boards and putting clients first are on the list. Learn some of the top methods to get your clients to extol your virtues.
Sponsored Content
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Back to the drawing board?
A U.S. Court of Appeals decision calling for a substantial rewrite, plus continued lobbying and counter-regulations, have put 151A back in the spotlight--but the story is far from over.
Up Front
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Nest eggs on alert
More than twice as many retirees as last year report being worried about their financial situation and many are cutting spending or hiring financial professionals as a result.
That's Life
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Planning for the four seasons of life
Some might compare the years in our lives to the seasons in a calendar year. Financial advisors can help their clients build financial plans based on these important years of their lives.
Coach's Corner
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Building your clients' mental edge factor
There was a time when I could actually do a standing back flip.
LTCI Insider
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Avoiding the self-insurance trap
I work with many prospects who can afford to self-insure. Do you have a close to recommend that works in those situations?
Annuity Advisor
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Annuities let consumers be a little naughty
Buying a fixed annuity is a virtuous decision.
Marketing Playbook
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Stupid money mistakes seniors make (part 2)
Here are a few more of the traps your senior clients may find themselves in without the benefit of your financial guidance and counsel, and the ways to fix them.
Practice Management
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Did you know? Priority is singular
Multiple priorities consume our time--too much time.
Inside the Boomer Mind
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The death of retirement as we know it
All right, we get it already!
Ethics in Action
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How to make mistakes and win
"Mistakes."
The Motivated Seller
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How to train cats and salespeople
Which do you think would be harder to train, a cat or a salesperson?
The Close
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Lions and tigers and health care, oh my!
President Obama has stated that health care is a ticking time bomb.
Seniors Speak Out
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Do you have a living will?
When I first met with my advisor, it was part of our overall plan.
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What is it about your advisor that gives you the feeling that he or she lives by a "customer first" philosophy?
The thing I like about my advisor is she doesn't push products.
Red Flag Reminder
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Elder financial abuse in regulatory crosshairs
Advisors who worry about family members or outsiders victimizing their elder clients should welcome the recent alliance between the North American Securities Administrators Association (NASAA) and the National Adult Protective Services Association (NAPSA).
Prospecting
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Quantity versus quality
The age-old debate: Is one truly more important than the other? For sales professionals, the answer is unequivocally NO! Quantity AND quality are both important if you want to succeed.
Lead Generation
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Top lead generation mistakes
In a blog post on Eyes on Sales, John Doerr outlines 10 ways you may be misdirecting your marketing dollars when trying to increase your lead generation.
Source List
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2009 Universal Life Source List
Company Name: Acacia Life Insurance Co. - A UNIFI Company Phone number: 800-319-6903 Website: www.unificompanies.com Product name: Excel LifeValue UL Availability: All states Issue ages: 0-85; varies by class Minimum face amount: $50,000;
Special Features
2013 Outlook As we move into a transition year, check out LifeHealthPro's conjectures for the life, annuities, health and disability markets.
100 Best Sales & Marketing Ideas Whether you want ideas for referrals, generating leads or just listening to your clients better, we have the sales and marketing tips you need.
The Complete ELNY Saga For more than two decades, the Executive Life Insurance Company of New York (ELNY) has been bled for billions of dollars while languishing in a state-imposed purgatory.
Life Insurance A-Z This alphabetical-themed infographic will help your clients feel more comfortable discussing life insurance protection concepts.
2012 Advisor of the Year Through a very thorough nomination process we look to find a top producer who is a true cornerstone of a community.
Senior Survey 2011 In this special section, find out how seniors build their nest egg, make an estate plan, finance their health care and where they live.
