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By Larry Klein |
September 6, 2011
Seminars are the most effective way to tap into the lucrative senior market.
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By Larry Klein |
March 22, 2011
Most producers get referrals by asking their clients for the names of any acquaintances who may need their services.
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By Larry Klein |
February 1, 2007
You spend all week marketing and giving sales presentations about prospects' financial assets. You gain the trust of your clients and prospects. Yet you gain only part of their business. Why not gain it all? Insurance sales and securities
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By Larry Klein |
January 1, 2007
You likely receive scores of invitations to seminars and teleconferences purporting to boost your success. But how do you know which are worthwhile and which will waste your time? Seminars put on by product-oriented companies are obviously held
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By Larry Klein |
October 1, 2006
Many professionals seem to think seminars don't work. "It's too much of an investment of time and money." "The payback is not worth it." The truth is, however, when done correctly, seminars work. Therefore, ther
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By Larry Klein |
August 1, 2006
Tips for conducting an ethical seminar for senior prospectsIn case you haven't heard, the SEC, NASD, and some state insurance departments are after seminar promoters who target seniors. Could your whole marketing approach disappear? Regulators
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By Larry Klein |
July 1, 2006
You've been repelling prospects since you got into the business. If you need proof, compare the number of prospects that have become clients to the number of prospects that have not become clients. I suspect it's at least 10 to 1, which
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By Larry Klein |
July 1, 2006
The problem of poor insurance sales is multifaceted. First, agents typically operate from a "needs analysis" -- how much insurance does the family need given their financial commitment for education, retirement, support, etc.
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By Larry Klein |
May 1, 2006
By the time you read this, President Bush will have approved significant restrictions to the Medicaid law, which leads to an opportunity for financial advisors and insurance professionals. These restrictions are intended to stop abuse of the
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By Larry Klein |
April 1, 2006
A basic principle in estate planning that few advisors understand -- and even fewer investors know about -- is the ability to split the value of any asset into two parts. One part of the asset is the lifetime value of that asset, and the
