Sales Ideas

November 28, 2016
  • Beyond retirement: Prudential makes case for financial wellness Businesses increasingly recognize that financially stressed employees can be a drag on their operations – and the bottom line. Read more.
  • DOL rule faces certain death under President-elect Trump The much-maligned rule will likely be killed come January. Read more.
  • Using SPIAs as bond replacements in a retirement portfolio Substituting a SPIA for bonds in a retirement portfolio can eliminate or substantially reduce a client’s interest rate risk. Read more.
  • 10 things to say now about long-term care insurance Our LTCI Insider columnist says consumers who can buy the product today should. Read more.
  • Cash value life insurance makes Harbaugh college football’s top-paid coach This type of deferred compensation alternative appeals to talented leaders and executives. Read more.
  • Indexed universal life is now the preferred COLI product The insurance industry is seeing a resurgence in the company-owned life insurance market. With growth comes opportunity. Read more.

Sales Ideas

November 10, 2016
  • Financial planning that helps families avoid college debt This is how one advisor developed a strategic vision to help parents incorporate the cost of their children’s college education into the family’s comprehensive financial plan. Read more.
  • 18 scary retirement statistics These numbers show how frightened Americans are about their retirement readiness. Read more.
  • 3 new fears about the long-term care planning gap Lincoln Financial executives hope to see awareness month lead to action month. Read more.
  • 5 things you need to know about the future of life insurance The innovation needed to drive industry change is at long last taking root. Read more.

Five Great Sales Ideas

May 25, 2016
  1. What women want: Annuitizing retirement assets Women have different needs than their male counterparts when it comes to retirement.
  2. How to gauge the income tax consequences of an annuity transaction Each of these 15 common annuity transactions has a different income tax implication.
  3. 10 tips for making the most of your new-client appointments Advisors only have a limited amount of time with each new prospect and must know how to optimize that their time while earning trust and inspiring client confidence.
  4. Can fixed annuities and rising interest rates coexist? Annuity product innovations aim to stop clients from jumping ship as interest rates rise.
  5. Life insurance sales growth a priority for banks, credit unions Three in four banks predict that recurring premium life insurance products will be a much larger part of sales.

Sales Ideas

December 17, 2015
  1. Who needs more life insurance, James Bond or Homer Simpson? When asked which of six popular fictional characters is most in need of life insurance, consumers mostly got it wrong.
  2. What do you know about your prospects? We can bridge the gaps in behavioral compatibility in prospecting by first understanding the problem. Then we must focus on executing the solution.
  3. How insurance agents can stay relevant in an online world Google and other tech giants are redefining what it means to sell insurance, adding to the pressure today’s independent agents already face.
  4. 7 words insurance agents should never use In insurance sales, your choice of words can make the difference between getting the sale and having no opportunity at all.
  5. Social Security changes: What advisors need to know Now is the time to meet with clients and formulate a plan before a window of opportunity closes on April 30, 2016.


IRA assets expected to hit $12 trillion by end of decade

August 18, 2015

Aug 17, 2015 | By Marlene Y. Satter

Total IRA assets will likely reach $11.7 trillion by the year 2020, according to new research from Cerulli Associates.

The report, “Evolution of the Retirement Investor 2015,” looked at the following:

  • IRA rollovers (traditional, Roth, employer-sponsored)
  • retirement income (payout funds, variable annuities with guaranteed withdrawal benefits, target-date funds)
  • defined contribution (DC) plan participants
  • retail investors (preretiree and retiree)

It also looked at strategies for segmenting and influencing participant behavior.

Full Article

Sales Ideas

April 1, 2015
  1. How keeping a good paper trail protects you and your clients Good communication is good compliance, and good compliance demonstrates a high degree of professionalism.
  2. Here’s what young advisors really think about selling insurance Gen X and Gen Y advisors are reporting high levels of job satisfaction due to a number of factors.
  3. A retirement income strategy every advisor must know: Systematic withdrawals If there were such a thing as a “default” income planning strategy, systematic withdrawals might be it.
  4. LTCI: The new crop Carriers are coming up with ways to make coverage more affordable.

Ten Sales Ideas

March 19, 2015
  1. Know your value
    Have you brought value to your clients? Stay in touch so they’ll remember and want to share you with others.
  2. Securing the appointment: the value of a good script
    When setting an appointment with a new prospect, it is critical to come across in a professional manner.
  3. 9 ways to reach clients in a big city
    How do you compete in an over-prospected market? Join these 9 groups and start networking.
  4. 3 insights to help foreign national clients who own U.S. property
    Life insurance is one solution that can help protect non-resident homeowners from possible U.S. estate tax exposure.
  5. Are you qualified?
    Questions aren’t always objections. Recognize that your prospects may simply be trying to qualify you.
  6. How to aggregate IRAs
    Planning for large balance IRAs offers the possibility of using the after-tax distribution payouts as annual premiums for life insurance or LTCI policies.
  7. 2015 tax cheat sheet for advisors and their clients
    The tax items for tax year 2015 of greatest interest to most taxpayers include these dollar amounts.
  8. Working with the affluent retiree market
    If your goal for 2015 is to add fewer, but wealthier retirement planning clients, you have to read these tips.
  9. Giving to get: The secret to landing high-net-worth clients
    Here is a five-step action plan that you can use to get in front of wealthy, philanthropic leaders in your community.
  10. 3 surefire ways to earn a prospect’s trust
    You won’t get far in sales without your prospects’ trust. Here are some simple tips for earning it.