August 2008 Table of Contents

The finalists

This year's five finalists for Senior Market Advisor's 2008 Advisor of the Year share common traits - a commitment to compliance, a successful track record of sales and an enthusiasm for community involvement.

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Columns

Up Front
The great SEC debate
As I write this, it's been a couple of weeks since the Securities and Exchange Commission voted 3-0 to define equity indexed annuities as securities and I have noticed something pretty quickly: whichever side of this debate you've taken, you're not taking it lying down.
That's Life
The best by association
Our senior clients deserve the best. As trusted financial advisors, we strive to give them the best counsel and solutions for their individual needs. Of course, being the best is not always easy.
Coach's Corner
There's a new coach in town
Since this is my first month writing the Coach's Corner column I thought it would be a good idea to tell you a little about myself. Before I do, I'd like to thank Kelly Shaw who has been writing this column for over two years.
Profitable Practice
Focus on the 'right' objectives
Many financial advisors tell me that they suffer from sleep disorders.
LTCI Insider
A useful terminology guide for LTCI
Q. I want to pursue financial planners as referral sources. What key words should I be using when I talk to them, and what information would it be helpful for me to provide to show them that I am a credible resource for their referrals?
Annuity Advisor
The biggest aren't always the best
An investment study recently found that investors generally do not select the lowest cost investment.
Ethics in Action
Managing ethical dilemmas in tough times
Everywhere you look today, people are being squeezed economically. Gas is approaching $5.00 per gallon (and may already be there by the time you read this).
The Motivated Seller
How would customers rate your service?
Rendering exceptional customer service is both a responsibility and a smart business decision.
Compliance Watch
DRA changes, mixed bag for consumers
On June 2, 2008, further amendments to SB 483, California's attempt to implement the Federal Deficit Reduction Act of 2006, were made.
The Close
Taking the Olympic spirit to your practice
This month China will host a historic Olympic Games in Beijing. When I think of the Olympics, three major themes come to mind: Excellence, Competition, and Unity.

Departments

Feedback
SEC hearings prompt much soul-searching
AFTER BEING in the insurance sales side for 19 years, my license will be grandfathered in eight months.
Seniors Speak Out
Do you prefer to work with an independent agent or a captive agent?
We've worked with both. To tell you the truth, sometimes it comes down to the person you deal with.
When purchasing an investment or retirement product, do you prefer learning how the product works or learning how it solves your problems?
I'm a retired engineer and the way my brain works, I want to know how something works. Obviously, I want a product that fits my needs, but I have to know the nuts and bolts of it to know if it's something I want to buy.
Vitals
Institute adds board members
The ING Institute for Retirement Research announced it has added eight board members from the academic field and the retirement industry to bolster its mission of examining the new retirement dynamics.
Business succession help available
Fewer than 10 percent of closely held businesses, usually small companies, pass on to a third generation and only 30 percent even pass on to a second generation, according to Sun Life Financial.
LTCI rates up slightly
A long term care insurance policy that provides benefits for three years or longer, offering approximately $115,000 in current benefits and a compound inflation option that increases benefits by 5 percent each year.
Consumer LTCI education lacking
Conventional wisdom says human beings gain in knowledge and experience as they grow older, and that holds true for many of life's challenges.
Life sales down in first quarter
Annualized life insurance premiums grew by 1 percent in the first quarter of 2008, according to LIMRA International, but the small uptick belied the overall numbers.
What have boomers learned?
"Despite their desire for a significantly better retirement lifestyle, most boomers are not following their parents' example of financial discipline and are not taking the necessary steps to achieve their own lofty retirement goals."
Some nest eggs go untouched
A Nationwide study has found that 57 percent of current retirees are living on Social Security and company pensions alone, leaving retirement savings untouched for fear of running out of money.
New Products
Genworth expands LTCI product reach
In states with Long Term Care Partnership Programs, LTCI policyholders are able to protect more of their assets under states' Medicaid spend-down requirement.
Clients get choice of inflation protection
Choice is something Americans have come to expect, whether it's at the ice cream shop or at their financial advisor's office.
New index annuity rolled out
Allianz Life Insurance Co. of North America has introduced a fixed index deferred annuity that delivers positive indexed interest whether the market during the crediting period was up or down.
Red Flag Reminder
FINRA cracking down on use of ghostwritten material
Are you providing clients with published information about investing that you didn't actually write?