Senior Market

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  7 secrets to selling annuities

  By Maria Wood, Daniel Williams  |  March 14, 2013

  Having a tough time selling annuities? These experts have the answer.

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  Safety-first mentality leads seniors, boomers to annuities

  By Maria Wood  |  January 9, 2013

  Weary after years of stock market upheavals, seniors and boomers want safe money products.

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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.

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  On Longevity Risk, Annuities and Johan Santana

  By Maria Wood  |  June 20, 2012

  What does a no-hitter have to do with lifetime income for your clients? Quite a lot, actually.

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  Do Advisors Need to Videotape Annuity Sales?

  By Maria Wood  |  May 11, 2012

  With the Neasham decision hovering over the industry, a group of experts suggested that advisors may need to record their sessions with senior clients.

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  Does the Public Need Lessons in Annuities?

  By Maria Wood  |  February 23, 2012

  The head of Prudential Annuities says the industry must do a better job of educating the public about retirement solutions.

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  The J.C. Penney Way

  By Maria Wood  |  February 8, 2012

  Will cutting fees increase sales of annuities and other financial products?

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  Tough Times for Annuity Providers

  By Maria Wood  |  January 20, 2012

  Low interest rates remain the biggest challenge. That’s the assessment of Ernst & Young’s Doug French.

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  Checking Into Annuities

  By Maria Wood  |  January 13, 2012

  Yes, there are similarities between hotels and annuities. Both have evolved to meet changing consumer desires.

• Selling to women, part 2: It's not an 'Oprah' episode

  By Maria Wood  |  June 7, 2011

  When it comes to selling financial products to women, it's all about building a relationship and getting to know what's important to your potential customer.