Senior Market Advisor May 01, 2011
Cover Story
Boomers: At the retirement crossroads
If you're the kind of person who spends a lot of time traveling, you're likely able to recite the standard air safety demonstration spiel, complete with drooping oxygen masks and wing exits.
Feature
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The boomers are coming - again
Yes, the boomers are coming. In fact, millions have already punched their retirement ticket and millions more would have followed if
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Why family matters
Understanding the role family considerations play and how to plan for a client's family circumstances can increase your value as an advisor.
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Annuity update: The changing landscape of FIAs
Here are some of the reasons advisors are recommending and selling more FIAs these days.
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Develop the mindset of a champion
Matt has been a successful financial advisor for 16 years. Although he has maintained a good book of business, he has not grown that book for several years.
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Advisors: How to overcome price objections
Most of us know in our bones that if a client objects on price, the problem is not really price. Conventional wisdom says the problem is value.
Industry Speaks Out
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Straight talk on life settlements
Oftentimes confused with viatical settlements, life settlements are the sale of a life insurance policy by a policy owner for less than the face value but more than the cash surrender value of the policy to a third-party investor.
Up Front
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Long-term care's rallying cry: Get over it!
It's 75 degrees under a cloudless sky and a hot desert wind rips a man's hat from his head outside the Tropicana Hotel before slapping it against a taxi cab windshield.
That's Life
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Gift of love: A story of mom
May means Mother's Day, and in our family, it also marks the birthdays of both my mother and me.
LTCI Insider
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Beating the high cost of waiting
One of the secrets in this industry is a factor called "the high cost of waiting."
Annuity Advisor
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Index annuities show strength in hard times
Some index annuity bashers have suggested that people can do the same thing an index annuity does by putting most of their money in a long-term certificate of deposit and the rest in an index fund.
Marketing Playbook
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Coping with call reluctance (part 3)
Our series on the topic of call reluctance and aversion continues with two further types of people particularly anxious about making cold calls to find new business.
Ethics in Action
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How bad leads can crash good reputations
Reputation is as delicate as a butterfly's wings. It follows that a small event distantly related to your business can have a huge impact on your reputation.
The Motivated Seller
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Let's shake on it
Is your handshake style helping you create rapport or sabotaging your sales and costing you thousands of dollars per year?
Seniors Speak Out
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When was the last time you had a thorough financial review?
We have a review every three years to make sure we're still where we want to be. And whenever we have some sort of major change, we will go and meet with him.
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How concerned are you about the federal budget deficit?
I am concerned, of course. It is a terrible situation that the country's gotten itself into.
Vitals
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Advisor goals: Values are the DNA of vision
Values are the DNA of fulfillment. When one lives their values, the fulfillment of their values generates positive feelings and positive beliefs.
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3 ways to boost your advisor business
Many people falsely think that asking implies weakness and sets one up for potential rejection.
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Larry Winget: On tough (financial) love with clients
How to make more money. You can't. That's right, you can't make more money. You can only earn more money. You aren't the Treasury Department and you don't get to print it up when you need it. Money must be earned.
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5 ways to perfect your advisor pitch
Why are you better than the rest?
Red Flag Reminder
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What not to say when selling fixed annuities
In selling fixed annuities, as with any financial product, the messages you convey in advertising and personal conversation are crucial.
Source List
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Life settlements brokers and funders source list
If you'd like to submit your company information for inclusion in next month's source list, selling systems, please contact Charlene Harris at charris@seniormarketadvisor.com.
Advisors Speak Out
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Take action and master the media
We just interviewed Suze Orman about her new book "Money Class." She was named by Forbes as one of the "World's 100 Most Powerful Women" and as one of Time's "100 Most Influential People."
The Close
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How to help clients cope with the national debt
Don't confuse the debt with the deficit. The deficit is the measure of what comes in versus what goes out on an annual basis.
Feedback
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In response to "Distracted advisor tip: Empty your mind in 7 steps"
There are sayings I keep in mind during my work day. "Do first things first, second things not at all." This makes sure I don't put off urgent business, regardless.
Special Features
2013 Outlook As we move into a transition year, check out LifeHealthPro's conjectures for the life, annuities, health and disability markets.
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.
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.
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.
