How can I determine the right products for my practice?

After a 22-year career as a currency trader I was looking for a change. Nick Liapunov and I had been friends for six or seven years, and we began to discuss the possibility of joining his team at Strategies For Wealth. After meeting the partners at Strategies, and learning the philosophies they abide by in their planning, I decided to join Nick’s team in November of 2012. The career change has been incredible! The work is fulfilling, my time is my own again and I have the chance to impact the lives of the clients I work with in a very positive and meaningful way.

 

So far, my business has been focused on life insurance and annuities. I have set up 529 accounts and some simple IRAs, but the bulk of my work is in life insurance and annuities. I have mostly worked with couples in their 40s or early 50s who care about their families deeply. I have begun to work with younger couples who have just started, or are thinking of starting, a family. The idea that I can be a valued and trusted resource for a family over a number of years really excites me.

 

Here’s my question for the experienced advisor: In the three years I have been an advisor, my practice has been focused on life insurance and annuities. I have done very little work in areas such as disability, long term care, group benefits, investments etc. Do you feel it is better to stay focused on a few products and become expert in those areas, or to become well-versed in as many areas as possible, increasing the number of income streams in my practice?