Taking a direct approach
Lead generation. No two words strike more of a sickly feeling in the hearts of most senior advisors. That's because a great many of you don't know how to tackle the problem. Certainly, you'd like to drive new leads to your business and believe that
Peace within the portfolio
Described as precision-guided investments by one expert, exchange-traded fund inflow rates continue their stratospheric rise. Combined domestic ETF assets reached $383.3 billion in the latest...
Break through LTCI objections
Thankfully, there are others who trudge in the same trenches and they're here to help. And if you're in need of some useful strategies in dealing with price and other common objections, you'll do well to digest the following. Qualify, qualify,
Know their demands
Is it better to ask more questions or fewer? Phone call follow-ups or e-mails? Monthly newsletters or a well-crafted Web site? While answers to those...
Get in front of mortgage backed securities
Ask a realtor in nearly any market in the United States and they're likely to echo some version of the same sentiment: The real estate...
Late but not lost -- Educational savings for the boomer investor
Planning for their children's college among baby boomers is akin to how they think about exercise: They're motivated around New Year's Day but it quickly...
Alternate funding for long term care
In a perfect world, a client would never show up at your office requesting that you cobble together a financial solution for them after they'd encountered some sort of problem. Often, however, that isn't the way it works. And if such a client shows
Thicker than water
Did you hear the one about selling long term care insurance? The punch line goes something like, "Better invite the whole family. No, really - everyone but the pets." We know what you might be thinking: The more people brought into the initial sales
More than just cheeks in the seats
It's a big night, the first of three seminar presentations you'll be conducting on consecutive evenings. The turnout is great, with at least 40 seniors sitting in the audience. Your hair looks good. Your mouth doesn't feel too awfully dry. Your
Are your clients' annuities ready?
If you take the time to look it up, the dictionary defines an annuity as "the annual payment of an allowance of income." Spin that into the broader world of the financial sphere, however, and you'll arrive at something Take that one step further