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Clients want trustworthiness and solutions

A survey from marketing firm Lone Beacon found that clients value trustworthiness from their financial advisors and want the messaging they get from them to offer solutions to improve their financial well-being. The survey also found that clients prefer written articles and reports for financial information but tend to favor…

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Annuities fared better than other retirement assets in Q1

Annuity reserves declined 7.3% in the first quarter of this year, compared to the fourth quarter of 2019, but the drop was smaller than any of the other retirement asset classes, according to a report from the Investment Company Institute. During the same period, total retirement assets dropped 12% and…

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Setting ambitious goals can lead to better results

Financial advisors who set more ambitious goals are more likely to strive to reach higher standards, writes business coach J.J. Peller. He lays out a process for setting goals, including organizing them into one-, three-, five- and 10-year goals and starting with the longer-term goals. Full Story: ThinkAdvisor

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Pandemic exposes gaps in financial planning

The coronavirus pandemic has exposed clients’ financial planning gaps, including a lack of liquidity, a lack of tax planning and a need to update estate plans, financial experts said during a roundtable discussion. Another look at financial plans also can present opportunities, such as converting traditional IRAs to Roths, evaluating…

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Staying connected with clients important in pandemic

It’s important to stay connected with clients during the pandemic and reconnect with clients you haven’t heard from, writes marketing consultant Carol Schiro Greenwald. She offers tips for setting up calls, making them meaningful and following up. Full Story: WealthManagement

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Prospecting tips for advisors

There’s no real silver bullet to find clients, but there are effective prospecting techniques for advisors willing to put in the time and effort, writes Bryce Sanders of Perceptive Business Solutions. Cross-selling, referrals and social prospecting are among the best ways to find clients, Sanders notes. Full Story: ThinkAdvisor

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Report: Life insurance applications up 5.2% in May

Life insurance application activity was up 5.2% in May compared with a year earlier, according to a report from MIB. The increase was driven by younger age groups, where application activity rose roughly 7%, while application activity among those 60 and older declined nearly 2%. Full Story: ThinkAdvisor

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8 financial wellness topics to cover with clients

Financial advisors can use the coronavirus pandemic as an opportunity to work with their clients on financial wellness, writes Steve Gresham of Whealthcare Solutions. He offers eight areas to focus on, including estate planning, health care spending and living transitions. Full Story: Financial Advisor

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Expert: Interest in annuities rises when markets fall

Older investors tend to place an emphasis on recent market performance, leading to more interest in annuities right after the stock market falls, according to Michael Finke, director of the Wealth Management Certified Professional program at the American College of Financial Services. “[P]art of the advisor’s job is to get…

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Moody’s: Higher death benefits pose little risk to insurers

Increased death benefits due to the coronavirus are likely to have a relatively small effect on life insurers, according to analysts from Moody’s Investors Service. “[T]he potential claims impact of increased death benefits will be relatively small and poses a lesser risk to life insurers than the secondary market impacts…

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