Annuities
Annuity news and analysis, including coverage of annuity market regulatory, compliance and legislative issues.
A new open, a new close
By Brian AndersonThis is where the greatest similarity exists between my former and current positions. SMA has a very strong sales and marketing focus, bringing readers the best content that advisors can use immediately in sales development. And 2007 looks stronger
January 01, 2007
Lead generatorsLeads. Advisors must have them to survive. They are the lifeblood of any successful business. Without them, advisors have a couple of choices: Spend more time on the golf course or milk their existing book of business for all it's worth - which
January 01, 2007
All leads are not created equalSonny Waldron likes to talk about leads. In fact, Waldron turns an old sales axiom on its ear. He claims nothing happens until a lead is generated; not, as popular wisdom says, until a sale is made. And Waldron says too many advisors spend too much
January 01, 2007
Built for the futureGreg Hammond and Scott Iles are in for the long haul. They are relatively young for senior advisors - both are 38 years old - but the age factor has not at all hindered their clients' confidence in their abilities. Rather, it has tended to give
January 01, 2007
Confessions of a VA CriticIn the mid 1990s, I published a widely cited research study, jointly with Dr. Steven Posner, on M&E fees in variable annuities.
December 31, 2006
A new open, a new closeThis is where the greatest similarity exists between my former and current positions. SMA has a very strong sales and marketing focus, bringing readers the best content that advisors can use immediately in sales development. And 2007 looks stronger
December 31, 2006
What determines renewal rates?Regulatory financial requirements mean most of the money in a carrier's investment portfolio is in bonds with very little stuck in stocks, real estate or other investments. But a carrier can alter the quality and average maturity of its bond
December 31, 2006
Lead generatorsLeads. Advisors must have them to survive. They are the lifeblood of any successful business. Without them, advisors have a couple of choices: Spend more time on the golf course or milk their existing book of business for all it's worth - which