particular product

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  Social media: Look, we're doing it!

  By Corey Dahl  |  March 27, 2013

  Three success stories from the industry’s social media frontline.

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  Bad bosses

  By Steven McCarty  |  February 27, 2013

  Should you fight or flee from black hats?

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  IOSCO report details suitability principals

  By Warren S. Hersch  |  January 21, 2013

  Intermediaries need policies and procedures to distinguish between retail and non-retail customers, says the report.

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  Defining the sales process, part 1

  By Lloyd Lofton  |  January 3, 2013

  In its broadest sense, selling is the process that brings about a desired change in the behavior of prospects using needs-based techniques.

• Do you really know your client?

  By Jim Brogan  |  December 1, 2012

  It’s all about what the client wants, not the products you sell.

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  How well do you know your client?

  By Jim Brogan  |  November 30, 2012

  The time you spend listening to your client is the most valuable part of the sales process.

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  Alternatives on the March: Bringing Private Vehicles to Public Space

  By John Sullivan, AdvisorOne  |  November 28, 2012

  The founders of CAIS saw the opportunity in the move to independence. They’re capitalizing on it with the first global alternative investment platform for advisors

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  Regulators warn on unsuitable annuity sales to senior vets

  By Maria Wood  |  October 4, 2012

  Some organizations are promoting the sale of deferred annuities to elderly veterans, warn the GAO and NAIC.

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  How to succeed in the middle market by really trying

  By Tyler Petersen  |  October 1, 2012

  Young producer Tyler Petersen explains why hard times nearly forced him to quit the industry, but he overcame the adversity by mixing a strong sense of purpose with discipline and commitment.

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  How to succeed in the middle market by really trying

  By Tyler Petersen  |  September 19, 2012

  Young producer Tyler Petersen explains why hard times nearly forced him to quit the industry, but he overcame the adversity by mixing a strong sense of purpose with discipline and commitment.