Senior Market Advisor November 01, 2010
Cover Story
A day in the life: father-daughter financial superheroes
It's been said that the brutal reality about being in commission-based sales is that you wake up every morning unemployed.
Advisors Speak Out
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Create a memorable brand and dominate your market
We have found over the years one of the most fun parts of our job as financial and estate planners is marketing.
Industry Speaks Out
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How big do you want to become?
Financial advisors are entrepreneurs who have chosen to be in financial services.
Inside the Boomer Mind
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Relationships are not long term anymore
For years, the experts in sales strategy have recommended, taught and evaluated financial advisors and agents on their ability to develop long-term relationships with clients.
Videos
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Video: A day in the life: father-daughter financial superheroes
Video: A day in the life: father-daughter financial superheroes
Feature
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The Essential Guide to LTCI
What lies ahead for the somewhat embattled world of long-term care insurance sales?
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Crossing over: Opening the doors to new selling opportunities
Your professional knowledge of annuities can open the doors to selling other like-minded products.
Up Front
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The 10,000-hour rule: What elite advisors, Bill Gates and the Beatles have in common
I recently finished reading the book Outliers by Malcolm Gladwell, who is also the author of The Tipping Point and Blink.
That's Life
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Time-tested tools give peace of mind to your clients
During election times, people across this great nation become engaged in the political process by focusing on the role of government.
LTCI Insider
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New LTCI campaign hopes to raise public awareness
Yes, finally! A group of major industry experts in the LTC field have banded together to launch a new campaign
Annuity Advisor
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Myopic planners, inflation and immediate annuities
In a financial planning magazine an advisor correctly pointed out that if one buys an immediate annuity at age 65, and inflation averages 3 percent.
Marketing Playbook
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'Social proof' and the speed of trust (part 1)
Recent research has shown that 55 percent of why your prospects decide to buy is based on your office space
Ethics in Action
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The truth lantern: What to do when clients lie
In ancient Greece, the famed philosopher Diogenes walked the daylight streets with a lantern in search of an honest man.
The Motivated Seller
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Engage your prospect's learning style
The successful outcome of your next sales presentation will be determined largely by your ability to do two things well
The Close
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Creating a financial dialogue with your clients
Those who read this column and attend my speeches know the consistent theme I deliver is that Americans must take responsibility for their own lives.
Feedback
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In response to "Ideas for cultivating your 'A' clientele"
These are all great ways to cultivate your relationship with your clients and will help you become more referable.
Seniors Speak Out
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Through which media channels do you prefer to receive your financial information?
I am bombarded with data from financial institutions every hour of every day.
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What issues would you like to cover in a meeting with your advisor?
My advisor has been talking to me about long-term care insurance, but I can't afford it.
Vitals
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10 client questions every advisor should ask
Use these 10 questions to find the most well-rounded financial solution in each client scenario.
Red Flag Reminder
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Senior best practices: The focus of new fed report
The Securities and Exchange Commission, Financial Industry Regulatory Authority and North American Securities Administrators Association
Marketing
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More tips and tricks to help you connect
Act like a good listener. Don't let your body image betray you.
Source List
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Whole life source list
Whole Life 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.
