Commentary: The SECURE Act – An Advisor’s Friend or Foe?
The passage of the SECURE Act opens new possibilities for your clients and your practice. Here is how to open the discussion with clients.
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Make Lifetime Learning A New Year’s Resolution
The way companies are doing business is changing rapidly. It’s no longer “business as usual.” We not only need to navigate the tsunami of change for our own businesses; we also must lead our clients through the same tsunami. Here are five simple ways to integrate lifetime learning into any busy schedule.
No, There Isn’t A New Way Of Selling In 2020
Marketing techniques may change but sales will always be sales.
The framework of client trust, like a building, requires a strong foundation. In this case, that foundation is questions. Every question causes an emotional reaction. To remove a negative emotional reaction, preface questioning by explaining the purpose for the questions.
In The Midst Of Chaos, Opportunity For Health Agents
The number of uninsured has gone back up and health insurance premiums have never been higher. More consumers than ever are saddled with health care debt and are being forced into bankruptcy. How can health agents help?
What Brokers Should Know About Family-Building Benefits
Dramatic shifts in family-building benefits place brokers in a prime position to deliver custom packages to their most influential client base. Employers have never been more competitive in their need to attract and retain top talent, offering inclusive benefits that are tailored to meet the needs of today’s evolving millennial workforce.
Life insurance can enable your client to pass on wealth while they are still alive.
Commentary: Ned Ryerson Is Just As Cool As Gordon Gekko
Apparently, my kids don’t go to school and brag about how their dad sells indexed annuities. Stocks and bonds are clearly more glamorous. I wonder if my kids have watched too many Ken Fisher commercials?
Single-Premium Pension Buy-Out Sales Top 3Q Sales Record
Year-to-date pension buy-out sales were $16.7 billion, more than 4% higher than the first nine months of 2018. There were 111 new buy-out contracts sold in the third quarter bringing the year-to-date total to 301 compared with 281 contracts sold in the first nine months of 2018. Half of the companies reported an increase in contracts sold.
Medicare Supplement Insurance: A Market Rich With Potential
By taking a data-driven approach to understanding who is in-market, agents can reach their prospects and customers at the right time with the right message, improving acquisition, placement, cross-sell and retention.
Are Criminals Endangering The Customer Experience?
The latest technology allows for easier and smoother business processes for consumers, but it also opens up new avenues for criminal activity. The very defenses that companies set up to combat fraudsters can negatively affect the customer experience that they work so hard to cultivate.
Bullying And Harassment: Should Insurers Look Deeper?
Given the rise of corporate reputations blowing up in personnel scandals, and the speed with which losses can be accelerated by social media, do insurance carriers need to take a deeper look at workplace culture and risk?
For Sales Success, Aim For The Right Of The Brain
Before a prospect will share anything – whether it is their time, money or information – they must receive something of value. The most valuable offering they could receive is a unique piece of knowledge.
How To Serve ‘Late Boomers’ In ‘The Age Of The Consumer’
As more consumers seek advice on how to pick the right Medicare health plan and incorporate those health care expenses into their retirement plans, the distinction between Medicare advisors and financial advisors will continue to blur.
Long-term care planning is definitely an uncomfortable topic. However, when a client reaches out to you later because they are suddenly facing a long-term care event, that conversation will be much more uncomfortable.
API Technology: The Questions Benefits Brokers Need To Ask
Application Programing Interfaces can help benefits brokers manage their employer-clients’ data. But brokers must be sure the API technology they select will meet their clients’ needs.
Be An Employer Resource By Knowing Paid Family Leave Laws
With a patchwork of policies to navigate, brokers have to provide guidance on the right mix of benefits while staying compliant with current laws. Although most employers offer a baseline of traditional paid leave benefits, such as paid time off and short-term disability, additional benefits can give employers the leg up they need to attract and retain top talent.
Prioritize vs. Delegate: Identifying Your Gifts
Working efficiently has become more important. To work efficiently, advisors must set priorities and delegate responsibilities that take away from their core activities.
Match Your Advice To Your Client’s Personality Type
Learn about your client’s personality quickly and adapt to the way they want to have information presented to them. Client personalities typically fall into four distinct categories: the driver, the intellect, the feeler and the amiable.
Americans Fear Coming Up Short In Retirement
The Protected Lifetime Income Index study, a recent survey of 3,119 adults by the Alliance for Lifetime Income, shows that a mere 28% of non-retired Americans have made an effort to determine their likely monthly income needs in retirement —perhaps the single most important thing people should be planning for.
