Senior Market Advisor April 01, 2010
Cover Story
Trends 2010: Simplified solutions and client-centered service
Our annual look at the newest trends in products and sales strategies suggests that simplified solutions and an old-fashioned, client-centered approach are the hallmarks for 2010 and beyond.
Feature
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An era of annuity innovation
Annuity structures have shifted in response to an embattled economy. A new era of simplified products with restructured benefits
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LTCI undergoes an evolutionary change
An increased campaign of public awareness for long term care insurance and advanced education for producers, coupled
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The science of sales and marketing
Tackling the world of financial planning with a more studious approach could make all the difference for a successful 2010.
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The many faces of life insurance
With the prices of life insurance policies dropping, new riders and legacy protection strategies are emerging as the best
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Change creates opportunity
Want to get your piece of the exploding IRA market? Learn how cash-strapped workers and retirees can stabilize their heavily impacted 401(k) savings with IRA rollovers and migration into safer money vehicles.
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Staying in tech-top shape
The right electronic tools can boost your productivity, but how do you know which products to consider? We quizzed three tech-savvy advisors to find the best solutions.
Industry Speaks Out
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My clients are concerned about the long-term safety of the institutions backing EIAs. What can I do to calm their nerves?
Insurance companies have an exceptional record of protection.
Up Front
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Everybody's angry ... about health care
That most famous face of the medical profession, Dr. Phil, is known for his down-home philosophies.
That's Life
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Taking control of our most personal need
Preventative care seems to have been left out of the health care debate.
Coach's Corner
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Four laws of attraction that keep on working
If you understand positive attractor behaviors, you'll be so different from the average negatively-wired person out there, that people will be drawn to you.
LTCI Insider
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Make your mark by serving associations
Making a connection with a professional association can be an easy source of multiple LTCI leads.
Annuity Advisor
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Playing hard to get can get you sales
A cultivated air of exclusivity may help draw more clients your way.
Marketing Playbook
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How to lose a sale (part 2)
Here are two more simple but potentially business-breaking mistakes that I've found to be common in the financial services industry. Are you following a similar path to self-destruction?
Ethics in Action
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Five commandments of social networking
It's hard to distinguish social networking hype from reality.
The Motivated Seller
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How to warm up a cold prospect
Here are seven easy tips to build rapport and break the ice with prospects.
The Close
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The miracle of life insurance and investing
Americans are facing a fiscal tsunami.
Seniors Speak Out
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How long have you been with your advisor?
Oh, I'm not sure. Probably 10 years.
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How has your financial situation changed since you've gotten an advisor?
The best thing, I think, is peace of mind.
Advisors Speak Out
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The Obama administration's plan to promote annuities
Of course he likes annuities. Guaranteed income means guaranteed taxation upon receipt of income stream and guaranteed taxation upon death to the beneficiary.
Vitals
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Financial advisors name their favorite products
It is amazing to me that there is no mention of annuities of any kind in the list of possible investments.
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Make this your game-changing selling year
In a recent Webinar survey I conducted, attendees identified the two biggest sales challenges they face:
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Americans lament financial fumbles
Like Monday morning quarterbacks who second-guess plays made on Sunday,
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Is it nagging or is it persistence?
To be perceived as persistent yet not a nag requires the mastery of the following skills.
Source List
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2010 reverse mortgage source list
View the 2010 reverse mortgage source list.
Inside the Boomer Mind
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The boomer bus is off the cliff
You can help restore boomers' attitudes about their financial health.
Red Flag Reminder
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New York producers face new compensation disclosure
Think you've got too many consumer disclosures to deal with?
