Trust Planning
Keep up with the latest developments in trust planning to help clients protect their assets for the benefit their heirs.
The number one sales key: Listen to your clients
By staff WriterWhen a client is denied the chance to discuss their needs, a sale is practically out of the question.
January 01, 2010
The Power of EmpathyThe fraud perpetrated by Bernie Madoff and abetted by Ezra Merkin, a money manager and financier, could succeed in part because the "weapons of influence"...
January 01, 2010
The Art of Communicating with ClientsWhy butt heads with irksome clients, when instead you can negotiate conflict: much less stressful and far more effective. In his handy book, Working with Difficult...
December 31, 2009
Keep your clients and get even moreIn the post-Madoff world, seniors are being clued in on the scams that might cause them to lose everything they have.
December 01, 2009
Danger & Opportunity: The Empire State's New POAEffective September 1, 2009 the New York State Power of Attorney Law (found in General Obligation Law, Article 5, Title 15 (Sections 5-1501 to 5-1514)...
November 30, 2009
What is the biggest selling mistake you can make?Losing a sale typically has far more to do with a failure to build trust and rapport than it does with issues of products or price.
November 11, 2009
Trust me: New alternatives to trustsAccording to Dana Shilling, if a trust is too complex, too expensive or creates tax problems, there are some alternatives to helping your client make the most of them:
November 11, 2009
Trust me: New alternatives to trustsAccording to Dana Shilling, if a trust is too complex, too expensive or creates tax problems, there are some alternatives to helping your client make the most of them: