Up Front
What you hold in your hands is the first issue of Senior Market Advisor’s new design.
I won’t point out every little tweak and tuck in this column, but will let you turn the pages and experience what we believe are improvements to a...
That's Life
“Men’s natures are alike; it is their habits that separate them.”
— Confucius
Complex generation. Heterogeneous group. These are not historically the titles we’ve come to associate with baby boomers. But, as various...
Coach's Corner
Last month I introduced myself so you could get an idea about my background and marketing strategies. This month begins a series of articles regarding public seminars, which can be the cornerstone of success in building your business.
The first...
Profitable Practice
In the middle of a very fine publication called Senior Market Advisor is the word “market.” Just what does that keyword imply? It is possible there might be more to be discovered in the word “market?” Have we lost our vision...
LTCI Insider
Q. I sell LTC insurance in an area with a lot of veterans. I know the Veterans’ Administration will pay for LTC coverage in certain situations, which certainly affects my sales. What kind of coverage does the VA provide?
A. The...
Annuity Advisor
I cannot tell you what the stock market will do tomorrow. But I can tell you if you are age 50 today and put $100,000 into any number of fixed annuities offering guaranteed lifetime withdrawal benefits (GLWBs), you will receive an annual lifetime...
Marketing Playbook
Have you ever wondered why your closing ratio on seminar buying units never exceeds 40 percent? The reason is in the numbers. Twenty-five percent of seminar attendees are “plate-lickers” — many seniors actually look for seminars...
Know More
Back in April, “Dateline NBC” aired a segment called “Tricks of the Trade,” which exposed questionable sales practices that some agents and advisors have employed to sell equity indexed annuities and other products to...
Practice Management
Do you ever wish you were more successful in the financial services industry? Do you ever find yourself wondering why others have $10 million to $20 million in production while you only have $5 million or less?
If you want to get over that...
Ethics in Action
Watch out for the word “yes.” Saying “yes” too often can lead you to spend too much money, grow too fast or take too many financial risks. It can even ensnare you in unethical or illegal business practices that get you thrown...
The Motivated Seller
The person who coined the phrase “time is money” must have been a sales rep paid on commission. In the selling profession, that old cliché rings true. If you are not talking to a prospect or customer, you’re unemployed.
How...
Compliance Watch
Q: You are a registered representative with a FINRA-registered broker-dealer. You also have your own business, John Smith and Associates. You create a Web site and set up email under that name. Can you do this? You also have your own fixed business...
“You bring into your life whatever it is you are clear about.”
—Susan Scott in “Fierce Conversations”
Success. Many financial advisors go about getting it as if they expect it to be here right now. Yet, success...
The Close
Our country is being challenged by a dramatic transformation that has never happened before. We are transitioning from a world of young people to a world of old people. Eighty percent of all the people who have ever lived past age 65 are still alive...