Senior Market Advisor August 01, 2010
Cover Story
The Finalists 2010 Advisor of the Year
Every year the selection process for the Advisor of the Year has interesting twists and turns and the finalists, while holding onto their unique qualities, take on a common theme as well.
Inside the Boomer Mind
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Boomers fear retirement more than death
We've all played the "would you rather" parlor game of picking between hideous choices.
Feature
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Finding the funds for LTCI
Qualified prospects who think they can't afford the premiums for LTCI coverage can be convinced otherwise if you work with the following moderately creative financial strategies.
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Making the most of leads
You could say sales leads are a lot like nuts. Often, after a little tree shaking, they fall out of the tree and right into your lap.
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10 steps to sell more variable annuities
Interested in gaining more traction in the lucrative but challenging world of VAs? Follow these basic but fundamental strategies and you'll get far more interest from your prospects.
Up Front
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How to end prospecting and referral challenges
Recently, I had the opportunity to hear prospecting and referral guru Dan Allison speak at MDRT in Vancouver.
Advisors Speak Out
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Three easy steps to solve social insecurity about the Internet
What is one of the newest, hottest, cheapest and fastest-growing ways to communicate with and attract new clients?
That's Life
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Sales strategy: Bring real value to your clients
Advisors have been given a unique opportunity to bring real value to their clients after having been maligned for many years.
LTCI Insider
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Six more steps to getting LTCI referrals (part 2)
How can I improve my process for getting referrals from clients, since these are the easiest and best leads to develop?
Marketing Playbook
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Sales tips: Why the first four minutes matter (part 2)
Last month, we began to talk a bit about the sociological process involved in very quickly establishing rapport with a new client
Ethics in Action
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Ethics update: Time to take an oath
Would you sell an 85-year-old widow an annuity with a long surrender period?
The Close
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The wonderful invention called life insurance
Our industry has lost sight of what an amazing invention life insurance is.
Seniors Speak Out
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How did your relationship with your financial advisor come about?
It was a referral. A guy I work with invited me to tag along with him to an event his advisor was throwing.
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What kind of marketing tends to best attract your attention?
I don't really like any marketing that I can think of.
Industry Speaks Out
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SEC 151 faces a double-whammy in Washington
Court order, plus likely passage of financial reform bill, expected to quash annuities regulation
Vitals
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In Response to: referral-based selling
In response to "Three tips to boost referral-based selling"
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Best Sales Steps to Motivate Action
The following eight steps are part of a technique that I have developed specifically to appeal to a prospect
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Unemployment for seniors still rising
Unemployment for seniors still rising
Red Flag Reminder
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Ethics update: Don't take shortcuts to credibility
FINRA is once again warning advisors with securities licenses that using ghostwritten communication materials may violate NASD Rule 2210.
Prospecting
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Clients: Love them or leave them
They nickel-and-dime you, don't return phone calls, threaten to take their business to another advisor, make unreasonable demands yet
