Senior Market Advisor May 01, 2010
Cover Story
The boomer expert: How to connect with boomer clients
As the first of nearly 76 million baby boomers reached Social Security age last year,
Inside the Boomer Mind
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All boomers are created differently: Selling to boomer segments
When it comes to their money, the only constant we see in boomer behavior is their desire to maintain "control" over their financial future.
Advisors Speak Out
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Rethinking referrals: When seminars don't work
For advisors looking to transform the new business process, professional partnerships are the future and a solution to seminar stalemate.
Feature
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Making the case for life settlements
While many of your clients may be unaware of the benefits of cashing in an unwanted or unneeded life insurance policy, the life settlements field continues to provide a concrete investment solution when existing coverage no longer meets their needs.
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Fixed index annuities: The product that sells itself
A record year for fixed index annuities might make it seem like the most bulletproof offering in your portfolio. But FIA-focused advisors know there are six proactive keys to continuing their sales success.
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It's a family affair: Selling LTCI to parents and adult children
By getting a prospect's adult children involved in the long term care insurance sales process, you can help clarify some of the lingering objections to coverage.
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Life settlements: Prudent investment or risky proposition?
Seven important considerations when deciding if life settlements are appropriate for your clients.
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To securitize, or not to securitize: Defending your business from 151A
Interested in taking the plunge and becoming securities licensed?
Up Front
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The real cost of health in retirement: Calculating the unknowable
Retirement health costs may actually require somewhat less than conventional wisdom dictates.
That's Life
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Time to reassess your retirement situation
Common wisdom says to stay invested with a portfolio allocation that fits your risk tolerance. But, if funds must be withdrawn to pay bills, this can cause the portfolio to fail years from now.
Coach's Corner
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How free advice can cost your business
Recently, I was spotted in an audience by a CEO who is familiar with my work and knows that some of what
LTCI Insider
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Getting to the bottom of the CLASS Act
The CLASS Act definitely impacts the LTCI sale. How will this affect my business, and what do I tell prospects?
Industry Speaks Out
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Four ways to create "raving fans" and build your business
Make no mistake, clients are your biggest asset.
Annuity Advisor
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Index annuities for the "new normal"
I collect actual index annuity return data. Although not every product and carrier is included, based on the data I have,
Marketing Playbook
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How to cope with problem people (part 1)
Have you ever had "one of those days" in relation to an encounter with a difficult prospect, client or even staff member?
Ethics in Action
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Social networking: Nirvana or nightmare?
While social networking sites are a marketer's dream, they're also rife with potential compliance issues.
The Motivated Seller
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Feedback: Improve sales with honest criticism
Some of life's most important lessons come from truthful feedback on your performance.
The Close
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Marveling at the modified endowment contract
Our industry has a product that is underutilized and underappreciated.
Feedback
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In response to "Even with Medicare, seniors pay and pay"
This is ridiculous for the upcoming seniors! I am totally against this bill and will veto it OUT
Seniors Speak Out
Vitals
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So you wanna be a sales rock star?
If you want to be the "one" who reaches the pinnacle of success, expect to work harder than the others.
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Use a punch list for knock-out networking
To maximize your ability to network effectively, it helps to develop your own punch list that can be followed as you navigate through the process of meeting new contacts.
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Ten trends in wealth management
Asset growth strategies and increased communication are among trends identified by tech-provider SunGard.
Red Flag Reminder
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FINRA pushing for greater broker transparency
Bottom line: If advisors have nothing to hide, they have nothing to fear from enhanced disclosure requirements.
Source List
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2010 life settlements source list
Click here to view the 2010 life settlements source list.
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.
