Mar 08

Ask These Questions When Your Clients Are Ready to Retire

When a client or prospect is ready to retire, they’ll need access to his or her assets to fulfill their income needs. Flexibility is critical during this time. Having a diversified portfolio of investments which they can use is essential for retirement income strategies. It also is important to find out how much income they actually need.

Here are several more...

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Oct 19

Consider This Fresh Solution to Market Complacency

Markets are at an all-time high. Bond funds have taken a hit due to rising interest rates, and all a cash position will do for your client is practically guarantee a loss, due to taxes and inflation. So, where do we go from here if we have baby boomer clients hoping to protect what they’ve made over one of the greatest bull runs in history?

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Jan 05

4 Reasons Why You Need to Start Selling Life Insurance

As an external life insurance wholesaler, I often call on registered investment advisors to learn about their business and see how we can make life insurance products work for their clients. Occasionally during these calls, advisors object to selling life insurance, because they claim it isn’t a focus for their strategy. When I ask, “Why not?” the usual excuses...

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Sep 22

Here's the Secret to Understanding Your Client's Perceptions

When it comes to finances, every one of your clients makes 100% rational, informed decisions, right? They act after weighing the pros and cons of each option, thoroughly considering relevant variables, and finally coming to a rational, intelligent conclusion. Right?

Even if you're new to the retirement planning business, you're probably laughing at me right now....

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Apr 21

Funding College with an IUL - Expand Your Business Through Supplementary Services

College funding is a big market. When advisors focus on this market, they’re often conducting late-stage planning for parents with children in high school where they’re using life insurance to eliminate assets off of the family balance sheet, so to speak.

Some advisors may use ‘College Planning’ as a throw-in service to attract prospects, but what they’re really...

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