financial tools

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  Legacy planning with IRAs

  By Philip E. Harriman  |  March 6, 2013

  Leaving heirs an IRA could create a legacy of fees, taxes and, potentially, debt.

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  Don’t play the numbers game

  By Philip E. Harriman  |  February 12, 2013

  Focus on your clients, not closing.

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  Financial wellness programs boost retirement outcomes

  By Paula Aven Gladych  |  February 1, 2013

  More companies are embracing financial wellness programs instead of basic financial education because of the bottom line benefits these plans offer.

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  Four questions, one answer: life insurance

  By Kurt Fasen  |  January 30, 2013

  Besides offering a death benefit, whole life can often solve many of your clients’ most common financial problems. Here are four examples.

• Social media and your clients

  By Philip E. Harriman  |  December 1, 2012

  Email is not a substitute for face-to-face meetings.

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  Trust before the sale

  By Maria Wood  |  November 28, 2012

  Economic conditions make annuities an attractive investment option. But unless you gain a client’s trust, a sale is no slam-dunk.

• Are you overlooking those who may need you the most?

  By Charles K. Hirsch, CLU  |  October 1, 2012

  Three top producers explain how they thrive by focusing on the needs of middle-income clients. Let their example be your guide to success in this vastly underserved market.

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  Reaching and teaching the middle-market masses

  By Charles K. Hirsch, CLU  |  September 26, 2012

  Three producers skilled in serving the middle market share their tips for meeting and educating prospects.

• Who can solve the boomer retirement crisis? The insurance industry.

  By Tom Hegna  |  June 1, 2012

  Market upheavals have left many nearing or in retirement shell-shocked. But with annuities, a comfortable retirement is possible.

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  Who Can Solve the Boomer Retirement Crisis? The Insurance Industry.

  By Tom Hegna  |  April 3, 2012

  Market upheavals have left many nearing or in retirement shell-shocked. But with annuities, a comfortable retirement is possible.