Senior Market Advisor June 01, 2013
Features
100 best sales & marketing ideas: 11 client appreciation tips
Boost client loyalty and overcome every prospect objection with these top-of-the-line client appreciation tips.
Cover Story
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100 best sales & marketing ideas: 11 tech tips
How effective is your website, really? Do you have the ideal balance of high-tech and high-touch? Our experts can tell you.
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100 best sales & marketing ideas: 9 social media tips
If you build a strong social media presence, will they come? Not unless you follow these best practices.
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100 best sales & marketing ideas: 11 ways to build your brand
You can glean a lot from a good marketing organization and the right internal team — and from those H&R Block ads.
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100 best sales & marketing ideas: 9 ways to build strategic alliances
The right professional ties have become the golden ticket to more sales. Here are nine ways to meet the Centers of Influence you need.
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100 best sales & marketing ideas: 9 classic sales ideas
Whether you prospect on the golf course or over the phone, the most important thing is how you position yourself.
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100 best sales & marketing ideas: 11 ways to educate clients
Prospects thirst for financial knowledge more than you might realize. Here are the best ways to reach them.
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100 best sales & marketing ideas: 11 ways to get more referrals
Do you know your local pharmacist? How about your clients' kids?
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100 best sales & marketing ideas: 9 reasons direct mail still works
Think Twitter and other tech darlings have entirely overshadowed direct mail? Think again.
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100 best sales & marketing ideas: 9 old school ideas that still feel new
Sometimes a sales surge is simply about outsmarting your competition.
Feature
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Why "internal marketing" might be the industry's best-kept secret
Jennifer Landon is a small-town producer who consistently sees big-time client loyalty, thanks to a heartfelt, holistic marketing strategy.
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This market is mine
Want to be the go-to advisor in your town? These three advisors have found the keys to owning their own backyard.
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Social Security insecurity: How advisors can help
Many Americans are confused about this vital retirement income program. And that’s a huge opportunity for senior market advisors.
Up Front
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3 LIMRA takeaways—Bourbon Street edition
Death, insurance and thoughts on economic and emotional recovery are just a few of the things seen and overhead at LIMRA’s annual life insurance conference.
Ethics in Action
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When advisors churn, clients get burned
Despite compliance departments’ diligent efforts, advisors continue to succumb to the allure of product churning. Why?
Annuity Insider
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Haters are going to hate on commission disclosure
Do commissioners really matter when you are buying an annuity…or a Mini Cooper?
Marketing Playbook
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How to sell the way people want to buy
The surprising truth is that many salespeople stop pushing long before the prospect feels pressed.
Your Practice
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Do you attract new business, or pursue it?
If you want clients to come to you, give them multiple reasons — and many ways to find you
The Educator
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How to “own your market”
By putting yourself squarely on the client’s agenda, you make yourself very different from your competition — and that's a good thing.
LTCI Insider
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An agenda for referrals
This straightforward system is the best way to feel comfortable asking clients for referrals.
The Close
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Do you want to pay taxes now or later?
Most Americans do not understand the progressive nature of income tax law. That's where you come in.
Feedback
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Letters
I am not at all sure that an agent who recommends a deferred indexed annuity with an income rider, to be activated in year one, is doing anyone a disservice. And I don’t see why you would assume that to be the case. Have you considered the following scenario?
Seniors & Boomers Speak Out
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What’s the most creative marketing technique ever?
Consumers recently chimed in to tell us what have been the most creative marketing techniques they’ve ever encountered when being sold annuities and insurance.
Advisors Speak Out
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Into the mind of the baby boomer
The boomers don’t want their parents’ rocking-chair retirement.
Industry Speaks Out
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The answer: Now
The question: When is the right time to be selling long-term care insurance?
Red Flag Reminder
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Are background checks becoming an IA registration requirement?
Massachusetts is the latest in a small number of states that check advisor criminal records before issuing a license.
SMA In Brief
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SEC’s social media update: What not to report
Five things you don’t need to tell FINRA about.
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Will Americans work forever?
When polled recently, Americans said they did not feel financially secure and that they plan to retire much later in life.
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.
