‘Independence, dignity, control’: three ‘hot buttons’ when discussing long term care|
The greatest threat to a person’s wealth, according to long term care authority Karen Henderson, can be summed up in one word: longevity. “Living too long is a threat to your wealth,” Henderson, CEO and founder of the Long Term Care Planning Network, said during a presentation on the topic Monday during the NAIFA Career [...]
5 Resolutions for Your Business in 2013|
No matter what the potentially game-changing information is that is coming out of Washington, D.C., or China, there are winning strategies that not only endure but should be part of every workplace’s culture.
5 Things Great Leaders Do|
Are you a great leader? How do you know? What would your staffers say? What would your own supervisor say?
A Clothes Encounter in the Business World|
The Queen of England is reported to have told Prince Charles: “Dress gives one the outward sign from which people can judge the inward state of mind. One they can see, the other they cannot.” People judge us by the way we dress. In all situations, business and social, our outward appearance sends a message.
Advisors Want Romney, But Expect Victory for President Obama|
When it comes to what advisors are the most worried about, their concerns are not gas prices, interest rates, unemployment, or the housing market…
Agents and Advisors Set for NAIFA San Antonio Sep 28|
Tax reform, healthcare and financial services regulatory reform on the agenda
Americans Make Finances a Low Priority for 2013|
“It’s alarming that Americans’ willingness to ignore financial planning in their New Year’s Resolutions continues to go up year after year,” says Katie Libbe, vice president of Consumer Insights for Allianz Life.
Annuity Sales Rebound|
Total annuity sales were $56.5 billion in the second quarter of 2013 — nine percent higher than the first quarter of 2013, but one percent below 2012 results, according to LIMRA’s second quarter 2013 U.S. Individual Annuities Sales survey.
Are You a Woman of Influence?|
A recent Allianz study reveals the profile of a more financially empowered woman.
AT’s 4 Under 40: Nominations Now Being Accepted for 2013|
Nominate a rising star now!
Be Prepared for Life Insurance Awareness Month|
Each September, the LIFE Foundation coordinates Life Insurance Awareness Month (LIAM). It’s an industry-wide educational campaign aimed at encouraging all Americans to take stock of their life insurance needs. The resources in LIFE’s Producer e-Kit will provide you with everything you need to put together an effective LIAM 2013 marketing campaign. The Marketing Guide provides [...]
Big Presentation: Big Ideas in Sales, Prospecting and Marketing|
During NAIFA’s general session on Monday, Sept. 10, Anthony Morris spoke during NAIFA’s Big Ideas presentation. Morris, a financial services industry speaker, taught the audience new ways to become top advisors in their fields, especially when he knows, “Building your business is not easy.” Beginning with the job description, Morris gave four ways to connect [...]
Big Presentation: Gather Prospective Clients with Ease|
Robert E. Krumroy, a NAIFA member for 39 years, spoke during NAIFA’s Big Ideas Presentation on Monday, Sept. 10, about the importance and hardships of prospecting. Krumroy, CLU, ChFC, said, “It’s harder to attract prospects today than any time in history.” The “Age of Skepticism” began with telemarketing, then with advertisements, and the majority of [...]
Breaking Through Your Business Plateau|
Move past stopping points to reach a new level of success.
Building A Virtual Office|
Steve Plewes, CLU, ChFC, did nto get into the financial services industry thinking he would have a virtual office. More than 30 years ago when he first started, the concept of going virtual was unheard of. But by thinking outside the box, he took the leap to create a more efficient, profitable and higher-touch practice [...]
Business Is Improving but Owners Have No Plans to Spend|
American business owners are optimistic about the health of their businesses but lack confidence in the economy, according to new research from Principal Financial Well Being Index: Business Owners.
Call for Entries for 2013 realLIFEstories Program|
This annual program seeks to gather and publicize compelling stories of the role insurance has played in helping families and businesses in times of great financial need. Insurance agents can send in their success stories about disability income or long-term-care insurance. Four winning stories, chosen by an independent panel of judges, will be featured nationally in the fall of 2013.
Top Producers Know This: Character, Persistence and a Great Sense of Humor Never Go Out of Style
Confused and Unprepared|
A large number of American workers remain unaware, confused and unprepared for looming changes to their benefits coverage.
Creating Emotion in Your Interviews|
Emotion produces the motivation to take action on your sales recommendations. Read on to find out how you can create emotion in your interviews and how powerful it can be in motivating your client to take action on your recommendations.
Current Tax and Year-End Insurance Planning Opportunities|
Despite the benefits, financial advisors often miss the opportunity to speak to their clients about the important role life insurance products can play, according to a survey conducted by Saybrus Partners, Inc.
Current Trends in Insurance|
With ongoing tax law changes, product enhancements, insurance carriers entering or leaving different markets and new riders, how do you keep up with all of these changes? NAIFA members who attended one of the 2012 NAIFA Career Conference and Annual Meeting Workshops on Monday received some help in keeping up with these changes from Mike [...]
Deadline Approaching for the Four Under Forty Awards!|
You have only a few days to submit your nominations for Advisor Today’s 2013 Four Under Forty Awards, which recognize outstanding NAIFA members under the age of 40. All nominations must be received by May 1, 2013.
Despite Party Affiliation, Transition Boomers United in Concerns about Retirement|
With the presidential election just a few weeks away, a new survey is shedding some light on Americans’ retirement outlook.
Disability Firm To Be Visible at NAIFA Meeting|
Disability insurance carriers and distribution firms have been talking about the need to bring new blood into disability insurance sales.
Do You Know What Your Customers Want?|
Research shows 90 percent of business owners don’t.
Do You Take More Than You Give Or Give More Than You Take?|
By recognizing these elements and trying to practice the principles of giving and taking in equal measure, you can revolutionize your own workspace, no matter what position you may have.
Don’t Miss the NAIFA 2012 Career Conference & Annual Meeting|
Each year NAIFA members come from across the nation to enhance their professional development, connect with colleagues, tend to the governance of your association and support the advocacy and political action work that is protecting your industry.
Don’t Be the Cobbler!|
It is once again the time of year when our industry brings national attention and awareness to the importance of life insurance by celebrating Life Insurance Awareness Month.
Engaging Clients on Facebook|
Avoid common pitfalls when using this popular social media site.
February Marks LIFE’s Annual “Insure Your Love” Awareness Campaign|
Valentine’s Day is a day for people to celebrate their love for each other. That’s why every February, the LIFE Foundation asks people to look beyond the traditional gifts of chocolates and flowers, and to show their loved ones that they care through the selfless gift of life insurance.
February’s National Insurance Awareness Campaign|
Valentine’s Day is fast approaching, and keeping with the theme is the LIFE Foundation’s national awareness campaign: Insure Your Love.
Few Americans Own LTC Insurance|
According to recent research from the LIFE Foundation and LIMRA, paying for long-term care services is a top financial concern for the majority of consumers today; yet, few of them say that they own long-term-care insurance, the very product that can provide them with a financial safety net to help pay for their care.
Financial Advisors Optimistic for 2012|
Nearly all advisors surveyed in early February said they expect a positive return of the S&P 500 for 2012.
Five Ways to Get Referrals Without Asking|
Keep these tips in your back pocket and watch your business grow.
For Many Consumers, Life Insurance Is More Important than Ever|
In support of Life Insurance Awareness Month, ING U.S. recently released findings from a new consumer study that underscores striking disconnects in attitudes and behaviors toward life insurance.
Free NAIFA Webinar: Mastering the Art of Telephone Prospecting|
Nothing beats having a real conversation with a prospect. But when you reach prospects, you have less than 30 seconds to interest and engage them. Make a mistake and there are no second chances.
Free Webinar: Take Your DI Sales to the Next Level|
To help you prepare for Disability Insurance Awareness Month next month, LIFE is sponsoring the free, hour-long webinar, “Take Your DI Sales to the Next Level.”
From Ebb and Flow to G.R.O.W|
How many times have you had a terrific production month followed by a terrible production month? Take comfort in knowing that there is a way to consistently and sustainably make your business grow.
Gen Z – The Next Generation of Investors|
They are patient, collaborative and, contrary to popular belief, do not necessarily prefer electronic communication to personal connections. This is according to a new “Gen Z” survey conducted by TD Ameritrade Holding Corporation.
Get Ready for the NAIFA 2012 Career Conference|
President-Elect Rob Smith is ready for the NAIFA 2012 Career Conference. Are you?
Health Care Costs Projected to Increase More Slowly|
“Despite the lower trend, though, health care costs continue to outpace general inflation–creating difficult business decisions for organizations.”
Hispanics a Natural Market for Life Insurance|
According to a recent LIMRA study titled, “Financial Protection for Hispanics,” Hispanics offer a natural market for life insurance. “While the Hispanic population is complex — they come from many countries — they share a tendency to be young, with large families including children and extended family members,” says Nilufer Ahmed, senior research director, LIMRA [...]
How Men and Women Think of Retirement|
Although they face the prospect of living more years in retirement than men, women nearing retirement underestimate how much they will need to pay for their future health care costs even more so than men nearing retirement, according to a Nationwide Financial survey.
How to Avoid Failing Elegantly|
Here are a few leadership mistakes that put your team in danger of failing elegantly, and some remedies to get them back into the winner’s mindset.
How to Build a Solid Business Foundation|
It’s never too late to create your 2013 marketing plan and to celebrate your successes, identify your gaps and resolve any challenges that are keeping you from achieving your goals.
How to Succeed, No Matter What|
Marvin LeBlanc, author of the Amazon bestseller “Come Hell or High Water: Life Lessons from Hurricane Katrina: Facing Life’s Greatest Challenges, No Matter What,” inspired NAIFA conference-goers Sunday afternoon, Sept. 9, to succeed at life’s challenges and always be significant. LeBlanc, an insurance agent in Louisiana, lost his home, office and income in 2005 when [...]
HRAs Celebrate 10th Anniversary|
Health reimbursement arrangements (HRAs), which are an integral component of many organizations’ consumer-directed health-care plans (CDHPs), celebrated their 10th anniversary on July 15.
Industries That Need More DI Protection|
Employees who work in manufacturing, health care and education may be underinsured for the important financial protection they need if they are faced with a disability.
Insights in Investment Management|
Late last year, kasina, a strategy consulting firm in the financial-services industry, conducted its biannual Financial Advisor Vision survey of 2,521 advisors. Read on for the study’s findings…
Insurance Industry Pay Increase Budgets Remain Stagnant|
“Until it is clear how healthcare reform will ultimately affect insurance providers, employers in the industry will likely continue to take a guarded approach to offering increases.”
IS 70 Is the New 65?|
At the beginning of National Save for Retirement Week, a Swiss Re survey reveals what many Americans suspect—they most likely will be working well into their Golden Years. The Risk perception survey shows that 57 percent of American workers expect to retire from work beyond the age of 65–or to never retire. Nineteen percent of [...]
Keep Life Insurance Awareness Month Going All Year|
The LIFE Foundation created Life Insurance Awareness Month (LIAM) for the month of September to highlight the importance of life insurance. On Monday, Sept. 10, Warren Barhorst, LUTCF, founder and CEO of Iscential, spoke at length of the importance to make every month Life Insurance Awareness Month, and to have that continuous awareness motivate your [...]
Learn to Lead with LILI|
“Kudos to NAIFA for developing such a course! LILI ranks at the top in helping prioritize what is important in life, and achieving one’s self-determined definition of success.”
Leveraging LIFE’s Resources|
The marketing materials developed by the LIFE Foundation can be a great help in our business. I myself didn’t have a full understanding, until recently, of the breadth and depth of LIFE’s marketing tools, such as the online calculators and the all the resources available for Life Insurance Awareness Month (LIAM). As a third-party trusted advisor, LIFE provides resources for use in educating and marketing insurance to prospects and clients, so check them out.
LIFE Announces 2013 realLIFEstories Winners|
The LIFE Foundation has announced the winners of its 18th annual realLIFEstories Client Recognition Program. This program honors licensed insurance professionals who have demonstrated exceptional dedication to client service, and through their insurance advice and assistance, have helped families in times of great financial need. In addition to recognizing the work of these agents, the [...]
LIFE connects love, life insurance with February campaign|
LIFE urges producers to spread the word about the connection between love and life insurance. With Valentines Day approaching, it’s time to engage in “Insure Your Love,” an industry-wide public education campaign that reminds Americans of the need to protect the ones they love through proper life insurance planning. “Insure Your Love” is built around [...]
Life Insurance Awareness Month|
September is Life Insurance Awareness Month, the public-relations and marketing campaign spearheaded by the LIFE Foundation to encourage all Americans to take stock of their life insurance needs and buy the insurance they need for themselves and their families.
Life Insurance Owners More Upbeat Than Those Without Coverage|
Owners of life insurance report more fulfillment and optimism in their lives than those without coverage, according to findings from the Keep Good Going Report, sponsored by New York Life.
Life Insurance Premiums Experience Positive Growth|
Individual life premium grew 4 percent in the second quarter, resulting in a 6 percent increase for the first half of 2013, according to LIMRA’s Individual Life Insurance Sales Survey.
Long-Term Care Costs Up Again|
LTCI products are more important than ever for your clients. A new survey provides additional information regarding various types of LTC in the U.S. and a detailed breakdown of costs by region.
Lost Sales Leads|
Four common problems and how to correct them.
LTCI Industry Expected To Pay Billions in Claims by 2032|
The nation’s long-term-care insurance companies are expected to pay $15 billion annually to policyholders a decade from now and more than twice that amount in 2032, when today’s 60-year olds reach their 80s.
LTCI Industry Pays $6.6 Billion in Benefits|
Some 264,000 individuals were receiving long-term-care insurance benefit payments as of December 31, 2012, according to a report from the American Association for Long Term Care Insurance.
LTCI Is Sold, Not Bought|
When it comes to long-term-care insurance, thinking outside the box and adopting a less conventional selling system will result in increased sales. The saying “telling is not selling” is particularly true in our business, and producers will often learn this lesson the hard way when emailing a quote, sending out a product brochure or supply a premium price over the phone. LTCI needs an explanation of all its moving parts—therefore, it needs to be agent-delivered.
MDRT Offers Succession Planning Podcast to Advisors|
MDRT is making one of its exclusive Talk segment podcasts addressing successful succession planning strategies available to all advisors.
Members-Only Webinar: The Affordable Care Act – Next Steps|
Join NAIFA staff members Diane Boyle, Vice President, Federal Government Relations and Matt Solak, Program Manager Government Relations for the latest developments on the Affordable Care Act and its impact on you and your clients since the Supreme Court ruling.
Military Families Confident In Financial Planners|
At a time when defense downsizing is bringing new challenges to the lives of active-duty service members, financial planners are continuing to earn the trust of their military clients.
Mining for Sales|
If your disability income sales are not coming in as fast as you would like them to, don’t despair. The following idea by Ryan Petersen with Petersen International Underwriters will help you get more of your existing clients to sign on the dotted line.
Missing an Opportunity|
Financial advisors often miss the opportunity to speak to their clients about the important role life insurance products can play in financial planning, according to a recent survey by Saybrus Partners, Inc.
More Consumers Use the Internet for Research|
“With two-thirds of Americans conducting searches online, it is not surprising that the number of people seeking information about life insurance and annuity products online has increased more than 60 percent over the past six years,” said Mary Art, research director, LIMRA technology research.
My Father’s Passing|
On July 2, 2013, my father, Thomas Smith, passed away at the age of 68 on his 47th wedding anniversary. I wish to share this with you not as a tale of woe, for eventually all of our fathers will pass, but as a tale of observances and what we need to do as insurance advisors (and human beings) to better connect with our clients and families when they lose a loved one.
NAIFA 2013: Dr. Will Miller Discusses “Refrigerator Rights”|
Psychologist Dr. Will Miller gave a thought-provoking and often hilarious presentation from the Main Stage at the 2013 NAIFA Career Conference and Annual Meeting in San Antonio this morning. Dr. Miller used the concept of “refrigerator rights” – a circle of friends and family close enough to an individual to comfortably go through the person’s [...]
NAIFA Member Is Managing Director at Saybrus Partners|
“Steve’s extensive sales, marketing and distribution experience is a great fit for Saybrus as we continue to forge strong, successful partnerships and build our third-party life insurance business,” says Edward W. Cassidy, managing principal, Saybrus Partners.
NAIFA Podcast: What It Takes to be Successful|
Listen to veteran producer Ike Trotter as he reviews his illustrious career and describes the path he took on his way to the top.
NAIFA Statement on the Election|
“With a NAIFA member in every congressional district, NAIFA stands ready to build new relationships and strengthen existing connections in order to establish a basic level of understanding among all members of Congress about the value of insurance protection and financial planning.”
NAIFA Treasurer: Dues Increase Does Not Cause Membership Loss|
Fellow Members, I say this often, but I can’t say it enough: I’ve never been more proud to be a member of NAIFA, and I am proud to serve as your Treasurer. Our association’s reach and influence continues to grow and make a difference in our profession. Members of Congress and state legislators know more [...]
NAIFA: The Voice of the Independent Advisor|
At NAILBA 31, IMOs and BGAs experienced why NAIFA continues to be “The Voice of the Independent Advisor.” See how NAIFA helps independents protect their business, grow their business, and make more money.
Nearly Half of Small-Biz Owners Not Ready for Hurricane Season|
A Travelers Insurance questionnaire posed to small-business owners who recently attended the U.S. Chamber of Commerce Small Business Summit shows that most are at risk in the wake of a potential disaster.
New Report Examines LTCI Claims|
The largest long-term-care insurance claim paid totaled $3 million, while the largest claim that is still being paid to an LTCI policyholder has exceeded $1.7 million in paid benefits, according to a report from the American Association for Long-Term Care Insurance.
No Retirement Planning for One-Third of U.S. Women|
Although women are more concerned about the potential risks they face in retirement than men, a new study by LIMRA found that fewer women had completed any of the basic retirement-planning activities.
November is Long-Term Care Insurance Awareness Month|
Seven out of 10 people aged 65 and over will require long-term care at some point during their lives, and more than 40 percent will need care in a nursing home, according to the U.S. Department of Health and Human Services.
Opportunities in the Voluntary Market|
Thirty percent of U.S. employers with 10 employees or more say they are considering the idea of adding a new voluntary option within the next two years, according to a LIMRA report titled, Voluntary Worksite Benefits: Penetration and Market Potential (2011).
Outlook for 2012|
2012 won’t be boring. Be ready to take advantage of opportunities and avoid the downdrafts. And consider whether this combination of events might cause a “tip” in the market that has had virtually no upward movement since 1999.
Passion is Required for a Winning Culture|
Tips for making passion a mandatory part of company culture.
Planning for Long-Term Care|
Genworth’s 2013 Beyond Dollars: A Way Forward study, highlights the fact that adequately planning for long-term care can potentially save money and reduce the stress that is faced by caregivers. In fact, families could save nearly $11,000 annually if long-term-care plans were made earlier. The study, which surveyed a total of 1,208 caregivers and care recipients, also found [...]
Podcast – Expand Your DI Practice|
Want to sell more DI insurance? Then listen carefully to this podcast, which offers some best practices for selling this valuable product from NAIFA President-Elect John Nichols.
Podcast: Enhancing Your Value as a DI Broker|
The Standard’s Michael Klachesfky explains health and productivity management practices used by many forward-thinking employers, and how disability income insurance brokers and agents can help their corporate clients maximize these practices and enhance their value.
Podcast: Using Social Media to Enhance Your Web Site|
In this podcast, two Securities America, Inc. experts Kirk Hulett and Chris Hall explain how you can use social media to make your website work harder.
Prospecting: Be Nice, Think Big, Stop the Excuses|
Robert Krumroy, CLU, ChFC, held an educational session on Monday, Sept. 10, to teach NAIFA members new methods on prospecting and gathering possible clients. “Insurance today is all about prospecting, not selling,” Krumroy said. The big rules of prospecting are: be nice, think big and stop the excuses. You must continue relationships with your current, [...]
Reasons for Disability Claims in the Workforce|
A study by Unum reveals some reasons for long-term disability claims.
Retirement Income Opportunity to Hit $22 Trillion by 2020|
“There is a huge opportunity for the financial services industry to help Americans identify how much income they will need in retirement, develop a plan for investing their portfolio to generate income, while continuing to grow their assets.”
Sales Idea: Turn Your Knowledge into Sales|
We often come up with a wonderful idea but don’t have a plan to do anything with it. This concept forces you to do something with it. It will definitely generate appointment sales and referrals.
Selling Disability Insurance: Leverage May’s Consumer Awareness Campaign|
May is Disability Insurance Awareness Month. It’s the perfect time to boost your sales of disability insurance by taking advantage of these tools:
September is Life Insurance Awareness Month|
Life Insurance Awareness Month (LIAM) is an industry-wide educational campaign aimed at encouraging all Americans to take stock of their life insurance needs. The resources in the three sections of LIFE’s Producer e-Kit will provide you with everything you need to put together an effective LIAM 2012 marketing campaign.
Serving up etiquette: Tips for business dining|
Knowledge of your product or service is crucial to the success of the meeting, but so are manners.
Seven Strategies for Referral Success|
Be sure you’re doing all you can to attract clients through referrals—the way they prefer to meet you. These seven proven methods will help you stay on the right track.
Shopping for Insurance at Work|
According to a recent LIMRA study, “More and more people are turning to their place of work to get the financial products they need.”
Small Bets and Super Trends|
Use small bets to achieve growth and avoid big failures.
Small Businesses to Use Advisors to Help Manage Benefits|
Ninety-four percent of small businesses believe the need for an outside advisor will increase or stay the same in the next two years, according to a recent LIMRA study. In particular, LIMRA found that firms with 10 to 24 employees, companies that are still establishing themselves, and those that are actively looking to expand are [...]
Small Businesses Upbeat About Finances|
Despite this upbeat attitude, even the most positive of the small business owners who were surveyed worry.
Social Security, Retirement and Taxes|
Robin Mueller, motivational speaker and insurance industry insider, explained during his workshop at the NAIFA Career Conference and Annual Meeting that recent changes to Social Security laws create situations for advisors to interact with clients A recent law change eliminated the government’s practice of sending paper Social Security statements. This creates an opening for advisors, [...]
Speaking at Service Clubs|
Boost your business by presenting informative and entertaining speeches.
Taking Your Multiline Agency to the Next Level|
How do you take your practice to the next level? Everything starts and ends with teamwork. During an educational workshop on Monday, attendees received some helful hints on enhancing their multiline practice from Kenneth Quach, CLU, ChFC, CASL, a producer with State farm. Quach has been an MDRT, Chairman’scircle and Lone Star Leader, as wll [...]
Tap into the Power of Thanks|
In many organizations, employees go through their days assuming that their coworkers, and especially their bosses, don’t notice or appreciate all of the hard work that they do. If that’s the way they feel, employees won’t have any true motivation or dedication, and productivity will be mediocre at best. In the midst of an already [...]
Teens Take Action|
According to new study, teenagers are taking action in planning for college costs, helping parents both research how to pay for school and contributing to the family’s college savings fund.
The Best – And Most Basic – Marketing Tool|
When it comes to marketing yourself and your practice, honesty never fails.
The Best of Times?|
On Monday mornings, prospects are too busy. On Friday afternoons, prospects are gone. Don’t want to bother the prospect by calling too early? They’ve probably left the office by mid-afternoon, and by the middle of the week, they’re very busy. So what should an advisor do?
The BRICs Story Is Not Over For Investors|
American investors seeking sustained growth in their portfolios should follow in the footsteps of Starbucks and continue to look to the BRIC countries (Brazil, Russia, India and China), says Nigel Green, the chief executive of the deVere Group, an independent financial advisory group.
The Future of Wealth Management|
The vast majority of wealth managers plan to add more products through third-party offerings in the near future, according to a new report from Ernst & Young LLP.
The M.O.O.D. of America|
Lincoln Financial Group has recently released new findings from its recent M.O.O.D. (Measuring Optimism, Outlook, and Direction) of America study, which show a high level of empowerment and a positive outlook on the future among respondents who own life insurance.
The Many Uses of Permanent Life Insurance|
While 50 percent of U.S. households say they want more life insurance, 30 percent of them still have no life insurance policy. To help make consumers aware of all that life insurance has to offer, Penn Mutual shared these four ways permanent life insurance can be used:
The More Things Change…|
Generation X is all grown up—and its members are behaving just like their parents.
The NAIFA Quality Award: Apply Now!|
For generations, the NAIFA Quality Award has been a symbol of dedication to client service, ethics and excellence.
The Nuts and Bolts of Estate Planning|
Ike Trotter, financial advisor, spoke to NAIFA audience members about the importance and misconceptions of estate planning. The problems with the general opinion on estate planning are: – It’s only for the wealthy – It focuses entirely too much on death Trotter submitted a five-step approach on what agents must do to change their clients’ [...]
The Principles of Effective Closing|
You can acquire the ability to close sales and, through practice, you can perfect it.
The Profile of an LTCI Buyer|
First-hand experience with the challenges of financing long-term care for loved ones, as well as testimonials of hardship resulting from a long-term-care event, are the primary motivators for purchasing long-term-care insurance, but consumers are hungry for more education on this type of coverage, according to recent research from Mutual of Omaha.
The Right Time to Ask for a Referral|
Ask value-seeking questions and assess personality types to determine when the time is right.
The Secret to Enjoying a Long and Active Life|
Conventional wisdom has usually sided with the impression that those who retire the earliest—those between 55 to 60 years of age, live longer than those who retire later. Wrong.
The True Path to Sales Success|
Closing a sale requires that you focus not on your prospect’s needs, problems or pain, but on what he wants. Whether it’s prospecting or closing the sale, sales trainers tell us that we must be prepared to overcome objections.
The Ultimate Resolution for Financial Advisors|
Successful advisors know that New Year’s resolutions are merely the first step in the process. It is actually the implementation of goal-related activities that lead you along the journey to your desired destination. Here’s how to get there.
The ‘Wisdom’ of Borrowing for Small Business|
Borrowing money is often a necessity for growing and expanding a new business, but it’s also one of the least understood parts of business management. So, what is the best way to go about it?
Three Easy Ways to Start an LTCI Conversation|
November is Long-Term Care Insurance Awareness Month, making it the perfect time to reach out to your clients to start an LTCI conversation. And it’s not as hard as you might think.
Top 5 Happiness Tips for Business and Sales Professionals|
Certain keys, while applicable to everyone in creating a life of long-term happiness, are particularly relevant to the sales professional.
Trends in Income Annuities|
Study shows companies are adding features in hopes of attracting more customers.
Trends in Voluntary Benefits and Resolutions for 2013|
As we approach the end of 2012, many health insurance agents and brokers are thinking about upcoming trends in the health insurance industry and what they should consider in 2013.
Turning Goals Into Reality|
During Monday’s General Session of the NAIFA 2012 Career Conference and Annual Meeting in Las Vegas, attendees received some valuable information on how to turn their goals into reality from Norman Levine, CLU, ChFC, CSA, who proudly announced that this is his 65th year in the life insurance business. Levine is an internationally recognized speaker, [...]
Upgrade Your Referrals|
When it comes to referrals, focus on quality instead of quantity
Use LIFE to Build Your Practice|
In a panel discussion on Tuesday, Sept. 11, three advisors described how they use LIFE’s education and marketing materials to use in their practice and emphasize the importance of Life Insurance Awareness Month (LIAM). Beginning with Paul L. Farr, he told the audience that clients like to buy, but don’t want to be sold to. [...]
Use realLIFEstories to connect with clients during LIAM|
Here are 4 ways to make realLIFEstories work for you during LIAM and beyond.
Using Kindle to Generate Free Leads|
The goal is not to sell books, but rather to generate leads from Amazon’s huge customer base.
Using LinkedIn to Generate Referrals|
Many advisors are using LinkedIn to identify prospects on from their clients’ profiles. Have you found the right words to have a comfortable conversation with these folks without sounding sales-y? Using LinkedIn is a viable strategy, but you need to proceed with caution.
Using Social Prospecting to Grow Your Business|
Client appreciation and referral events need not be expensive. The key is handling all the details to the extent that your guests really notice them. Read on for a down-to-earth guide on prospecting through referrals.
Want the Best Business Card Ever? Write a Book|
Business owners obviously want to grow their business and see it flourish; some people want to build careers as speakers. But often, there’s something deeper driving us and we may not even be aware of it.
Wealthy Investors Increase Use of Social Media and Mobile Technology|
A growing number of wealthy investors are using smart phones for talking, texting, and emailing, and are spending more time on Facebook, LinkedIn, YouTube, and even Twitter. This is according to new research from the Spectrem Group…
Welcome to the Advisor Today Blog|
From the best minds in the industry, the Advisor Today Blog brings you the tools, ideas and techniques you need to build and enhance your financial practice.
What I’ve Learned about Selling for a Living|
After 26-plus years as a successful salesperson, here is what I know to be true about sales.
What Producers Want|
By Ayo Mseka A Life Insurance and Market Research Association (LIMRA) study finds that more than a quarter of producers consider the financial strength of an insurer one of the two most important factors in 2011. The study, What Producers Value: From Companies and Independent Intermediaries in 2011, examined the types of service and support [...]
What to Expect in 2013|
As 2012 comes to a close, investors are looking forward to 2013 and forecasting the potential direction of the economy and financial markets…
What Will Really Make You Happy?|
Some people claim that happiness is all in your DNA or bank account. The truth is that happiness is largely a matter of everyday choices and actions. There are straightforward, well-researched and effective things every one of us can do to create greater happiness in our lives and in the lives of those we care about.
Why Some Sales Strategies Don’t Work|
Find out why they create problems—and how to fix them. Have you gone to one of those big bookstores and looked at all the books promising a solution to your challenges as a salesperson? If you have, then you know that they all provide essentially the same strategies.
Why Would Anyone Want to Continue to Cold Call?|
Cold calling has reportedly died. No one cold calls anymore and it doesn’t work. Is this true?
Women and Younger Investors Lack Financial Literacy|
According to the first financial literacy flash survey (conducted by AdviceIQ, in recognition of Financial Literacy Month) women and individuals under the age of 45 are much less knowledgeable about personal finance than male and older investors.
Workers on Uphill Road with Consumer-Driven Health Care|
Many are not prepared for increased costs, may not want control, and lack education.
You Can Fascinate!|
During a General Session at the 2012 NAIFA Career Conference and Annual Meeting on Sunday, September 9, NAIFA members learned how to fascinate their customers and co-workers by using their personality’s hardwired advantages from Sally Hogshead, motivational speaker and author of Fascinate. When you fascinate your prospects and clients, she said, you become most worthy [...]
|IT PAYS to be|