Opinion: Despite sales increases, life insurance needs to evolve Life insurance products need to be easier to understand and purchase, Ron Herrmann writes. Insurance companies can help the industry by offering products that meet each market’s needs and then providing brokers and advisers the resources and expertise to explain the…
Commentary: “Outside-the-box” solutions can help insure some clients Considering a range of options can help advisers find solutions to difficult scenarios, whether it’s an older client facing high premiums for term life insurance or someone who’s considered high-risk, writes Gregory Schwabe of First American Insurance Underwriters. Finding creative solutions is…
Commentary: Financial planning needs to be tailored for the client Taking the time to learn about clients and understand them is key to coming up with the right financial plan for them, writes Tim Maurer of Financial Consulate. In initial consultations, asking open-ended questions and listening are more important than…
Report: 29% of clients withhold financial information from advisers A Securian Financial Group survey found that 29% of respondents said they hold back some financial information from their advisers. Among those respondents, more than half described the information withheld as too personal, 45% said it was irrelevant and 20% said…
How to speak your clients’ language Financial advisers should avoid industry jargon when speaking with clients, and instead adopt the language associated with their clients’ professional backgrounds, said Keith Johnson of Curian Capital. Johnson also encourages advisers to include both partners in the discussion when meeting with couples, and to…
Survey: Clients say they need 5 years before making a referral Many financial advisers think their clients are comfortable making a referral after two years of working together, but clients say it takes five years, according to a white paper from Prudential Financial. Clients also appreciate a written financial plan…
Do’s and don’ts of adviser tweets Financial advisers who share useful links via Twitter should add a comment to prevent their tweet from looking like spam, experts say. They should also remember that Twitter is just a gateway to deeper communication. “The idea is to create interest and demonstrate expertise…
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