I’m sure most of you saw Dateline NBC last Sunday. After talking with carriers, wholesalers and advisors, what struck me the most about “Tricks of the Trade” was not the piece itself, but the industry’s reaction. No one panicked. No one reacted aggressively. The industry was grounded, confident and self-assured, which is why I continue to be proud to be a part of this community.

With that said, the best advisors have always been and will continue to be the ones that see to their clients’ needs regardless of their own personal gain. Senior Market Advisor will continue to encourage our readers to be this kind of advisor. We should pay attention to the points made by the Dateline piece and promise ourselves that they will not be able to find ammunition to do it again. Anything less is a disservice to everyone in the industry.

For more information on “Tricks of the Trade,” go to Dateline NBC, or read industry responses from Allianz, NAFA and NAVA. And be sure to read Senior Market Advisor’s suitability series in the December 2007 and the February 2008 issues online. To learn more about this subject and our coverage of it, check out our Market Conduct & Suitability eNewsletter.