November Book of the Month — “22 Keys to Sales Success” Here are the 22 keys that can help any financial professional make more money, work less and maximize his or her potential. Industry leaders James Benson and Paul Karasik combine their personal experience with the shared wisdom of the…
Survey: Most life insurance purchases via employer come from Generations X, Y Generations X and Y represent three-fourths of workers buying life insurance through their jobs, a LIMRA study says. People who buy life insurance offered by an employer are more likely to be single and first-time buyers of such…
Register for the Nov. 20 YAT-focused Advisor Solutions free teleseminar, “Relationships Under Management” The financial-services industry is a people business. If you cannot establish a solid connection with people, it becomes more challenging for you to set appointments, close new clients and maintain existing ones. Being able to manage relationships…
November Book of the Month — “22 Keys to Sales Success” The publication “22 Keys to Sales Success” offers 22 keys aimed at helping any financial professional make more money, work less, and maximize his or her potential. Industry leaders James Benson and Paul Karasik combine their personal experience with…
CFP Board wants to bring more young people into financial planning The number of certified financial planners exceeds 70,000, but the CFP Board of Standards is taking steps to attract younger talent to help meet the demand for planning services, said Kevin Keller, the board’s CEO. The standards for becoming…
Advisers use charitable giving to engage with children of clients Advisers can form connections with clients’ children through charitable giving by making donations in a child’s name on special occasions and inviting clients to participate in charitable works, says Paula Feinberg of Raymond James & Associates. Advisers also recommend inviting…
Commentary: Advisers can build business via meaningful partnerships Financial advisers can obtain referrals that will help expand their businesses by partnering with other financial professionals, such as accountants and insurance agents, as well as lawyers, writes Paul Saganey of Integrated Financial Partners. InvestmentNews (free registration) (10/19)
Outsourcing can benefit female advisers, experts say Female advisers say they have seen benefits from outsourcing work such as business planning and marketing. Some also seek to complement their expertise with the help of financial professionals in other areas, such as 401(k) and defined-benefit plans. InvestmentNews (free registration) (10/7)
Commentary: Use social selling to help clients meet their needs Advisory firms can tap into “social selling” to build rapport with clients and educate them about products that can help meet their financial needs, writes Bruce Milne of Socialware. SmartBrief/SmartBlog on Finance (9/16)
Commentary: Advisers grow their practices by adhering to goals Advisers who tend to win over new clients are the ones who plan a specific number of sales calls every day and make them, no matter how they feel on a particular day, writes sales trainer Sandy Schussel. National Underwriter Life…
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