Senior Market Advisor April 01, 2012

A Study in Diversity

By Staff Writers

Senior Market Advisor continues its series about how diverse groups are making inroads in the industry. This month we look at the Hispanic community.

Hispanics in Insurance

By David Port

Latinos will make up a third of the U.S. population by 2050. Carriers are recruiting agents now to serve that market.

Q&A with Henry Vazquez

By Maria Wood

If advisors want to reach this growing demographic, they have to gain their confidence first says Henry Vazquez.

Marketing to the Hispanic Community

By Maria Wood

Reaching Latino prospects requires an insight into their lives that can only be gotten by person-to-person meetings.

The Estate Plan

By Ed McCarthy

As your clients age, they need more help in mapping out their financial goals.

The Estate Plan: IRA Rollovers

By Calvin Goetz

Sidestep tax traps. If a 401(k) rollover is not done properly, your client could be in for a big surprise.

The Estate Plan: Trusts

By David M. Schlossberg

Has the current estate tax climate ended the need for trusts? Let’s hope not, because there are still valid reasons advisors should have this structure in their arsenal.

President Obama and the tax-deferred annuity

By Daniel Williams

In the wake of President Obama’s 2013 budget, the Insured Retirement Institute (IRI) states “that ... it is concerned about several proposed changes..."

Letters

In response to "Lessons from my UPS guy"

What is your greatest fear?

You have to have a plan to get to the finish line. I’ve been fortunate. Before I retired I worked as a motivational speaker. I made money and I saved it.

Are you more optimistic now that the stock market has returned to 2008 levels?

I heard it had gone higher, but I still keep reading articles about the country having a “lost decade” like Japan.

Is gold the new black?

By Michael Ham

Gold has lost some of its luster, but security of one’s money never goes out of style.

‘Stop! Don’t forget to leave enough in the plan!’

By Ryan McKeown

How old your client is when he decides to roll over his 401(k) could determine whether the entire amount should be transferred.

Using Social Media? Better Check With The SEC

By Amy McIlwain

The SEC recently released a National Examination Risk Alert regarding investment advisor use of social media.

Gingrich, Obama give LTC answers

By Allison Bell

Newt Gingrich is the only Republican presidential contender who responded to a National Council on Aging (NCOA) candidate survey.

The 50+ Market

Maybe you thought your tax prep would get less complicated once you stopped working, but preparing taxes in retirement can be quirky.

Red Flag Reminder

By National Ethics Association

Don’t get burned by email fraud

The importance of mission buy-in by staff and clients

By Thomas K. Brueckner

Everything flows from how you treat your clients.

Sales magic, Part 2

By Kerry Johnson

People tend to fall into one of three categories in terms of how they think or process information: “visuals,” “auditories” or “kinesthetics.” Last month, we discussed visuals. Now, let’s take a look at auditories.

Create a Referral Guide

By Margie Barrie

As part of my plan to get quality referrals to high-net-worth prospects, you suggested last month that I provide referral sources with a Referral Guide. How do I create that?

Unlocking the IRA retirement vault

By Jim Brogan

Be more than a product pusher. Focus on the client’s retirement goals.

Getting started with indexed interest crediting

By Sheryl J. Moore

First understand the crediting method you choose for your client.

A simple way to explain a life insurance legacy

By Brian Heckert

Any senior can pass along a gift to their heirs with proper planning.

Reputation death, Part 5: Don’t be an agent of chaos

By Steven McCarty

Growth can only happen if you are organized.

Your financial success is closer than you think

By Van Mueller

Find the people you want to be like and follow their lead.