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The right way to ask for referrals from clients

Advisors often shy away from asking clients for referrals because they do not want to burden or alienate them, writes Christopher Crawford of Buffalo Funds. He offers pointers to help ensure advisors are asking the correct way, including making sure clients are satisfied before asking for a referral and keeping…

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Exec looks to dispel misconceptions about LTC combo products

Steve Schoonveld, head of linked-benefit product solutions at Lincoln Financial Group, seeks to correct several misconceptions about annuity and life insurance contracts that include long-term-care benefits, starting with the idea that they lack inflation protection. He also makes the case that they should be called combination products rather than hybrids,…

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Focus on consequences when selling men LTC insurance

Men tend to ignore or feel indifferent about risk, making it difficult to sell them insurance, including long-term-care insurance, writes Harley Gordon of the National Academy of Elder Law Attorneys. Gordon suggests focusing the conversation on consequences for loved ones, rather than risk to oneself. InsuranceNewsNet Magazine

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April 24th Self-Directed Power Lunch Recap

Welcome to the relaunch of our popular Self-Directed Power Lunch (SDPL) meetings. At our SDPL meeting on Tuesday April 24th 2018,  co-host Leizer Gewirtzman, CPA ChSNC (Financial Advisor and Chartered Special Needs Consultant at Mass Mutual) did a superb job addressing questions related to financial planning for a family member…

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May 18th Self-Directed Power Lunch Recap

Welcome to the relaunch of our popular Self-Directed Power Lunch (SDPL) meetings. At our SDPL meeting on Thursday, May 18 2017 co-host Peter Holmes CLU, ChFC, RHU, REBC, CASL (Life Insurance Consultant at The Guardian Life Insurance Company of America) did a superb job addressing questions posed and shared a…

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New Disability Insurance Market Data: Key Sales Opportunities

Individual disability insurance sales posted new annualized premium (NAP) numbers not seen since the 1990s. The 2015 total NAP exceeded $392 million and the year-over-year growth rate of 5.8 percent is more than twice as much as a typical annual growth rate of 2 to 3 percent. The number of…

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Millennials favor mutual funds; experts say there are things they should know

Fidelity Investments' 2016 Millennial Money Study shows mutual funds are the favored investment of the 60% of the group with retirement accounts. When investing in mutual funds, millennials need to consider their investment time frame, maximize tax efficiency, evaluate fees and focus on the long term, experts say. U.S. News…

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How to frame risk conversations with clients

Advisors should explain to clients that zero risk is nonexistent in investment, writes Carl Richards, director of investor education at the BAM Alliance. "No matter the choice, people are just trading off one risk for a different risk," Richards writes. InvestmentNews (9/9) 

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Commentary: Recognize the value of networking

Networking gives professionals a chance to learn how other people operate and to gain perspective about their career experience, making it "similar to benchmarking," writes Brian Murphy of Willis Towers Watson. Employee Benefit Adviser (6/27) 

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Virtual reality could be the future of financial advice

Technology increasingly lets advisers meet clients in a virtual environment, writes Lex Sokolin, chief operating officer of Vanare. "Virtual reality will allow the advisor to literally take a client on a journey through a simulated financial model, made understandable and empathetic by triggered simulations," he writes. ThinkAdvisor

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