Survey: Advisers are pulled in opposite directions by young investors, retirees Financial advisers say they often find themselves simultaneously managing volatility in the stock markets for their younger clients and bond markets for their retired clients, according to a survey by Natixis Global Asset Management. “U.S. advisers face a juggling…
Long-term-care insurance issues are on NAIC’s fall agenda Three proposals involving long-term-care insurance are scheduled for consideration by the National Association of Insurance Commissioners’ executive committee and its plenary body this fall. They are the Long-Term Care Premium Rate Increase Model Bulletin and forms that feature long-term-care blanks for the…
Report seeks to predict business models for advisers Cambridge Investment Research looked into the question of what business models financial advisers are likely to follow by 2025. Researchers concluded that the three most promising models are the family specialty office, the team approach and the open or virtual team model….
Rehearse to keep your confidence while selling Kelley Robertson suggests a strategy for keeping your confidence in selling when you need it the most. “The next time you need your confidence to be at its highest, preview the situation in your mind beforehand,” he recommends. “If necessary, rehearse what you…
Register for the December free webinar “Year-End Client Strategies” Join NAIFA member and Million Dollar Round Table Top of the Table adviser Keith Gillies from 2 to 3 p.m. Eastern time Wednesday, Dec. 4, as he shares personal insights and proven experiences. Learn how to engage your clients, familiarize yourself…
Experts: New ideas can help sell life insurance to younger people Millennials grew up with different concerns than Generation X and baby boomers did, and therefore don’t have the same view of life insurance, said Mike Maddock, CEO of Maddock Douglas. Insurers must present information differently to members of the…
Give your clients what a computer can never give them Computers have their uses but assuring a person of a secure financial future isn’t one of them, writes author and professional sales speaker Joanne Black. “[T]op salespeople don’t just ‘check in’ with their clients,” she notes. “They develop strong relationships…
Display of confidence is key in sales Salespeople must demonstrate confidence to be effective, sales trainer Kelley Robertson writes. “Decision-makers want to do business with salespeople who are confident — and the higher up the corporate food chain you go, the more important this concept becomes,” Robertson writes. “Senior executives…
Complete LinkedIn profile to stand out with clients Completing a LinkedIn profile is critical for advisers to improve their visibility, to make the best use of their network of contacts and to find new business, writes Caitlin Zucal of RegEd. Financial-Planning.com/The Web-Savvy Advisor blog (11/18)
Editorial: Clients need guidance on long-term care Discussing long-term-care options with clients is an uncomfortable topic for many, but it’s a conversation clients and advisers need to have, this editorial argues. InvestmentNews (free registration) (11/17)
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