Looking At Long-Term Care
May 01, 2006
For advisors who haven't considered long-term care insurance for their clients, now might be a good time to take a look.
Addition by Division
May 01, 2006
Providing clients going through a divorce with the right insurance can put spouses in a better frame of mind and business in an advisor's book
Scary Story
Apr 01, 2006
Advisors need to pay closer attention to their errors and omissions insurance than they generally do, or risk suffering the consequences
The Four Win Strategy
Feb 01, 2006
A growing number of Americans are saving more money than they're likely to spend in their lifetimes. For advisors, it's a good time to talk to such clients about endowing a college scholarship, getting their name on a hospital wing, donating an...
The Clash of Perception and Reality
Nov 01, 2005
One of the largest inhibitors of insurance sales is a perception gap between clients and advisors. The gap is highlighted in the findings of two separate studies, one by this magazine in conjunction with The Hartford and the other by the Life and...
Ducking the VA Storm
Oct 01, 2005
Can the folks who market variable annuities and have gotten slammed by regulators for how they line their pockets in the process force the industry that the products to roll back prices and simplify mind-boggling fee schedules? Can they, in fact...
The Advisor's Safety Net: LTC Insurance
Oct 01, 2005
As the baby boomer generation slouches toward retirement age, advisors who serve them are in an increasingly precarious position. One problem is that the boomer clients are in the process of shifting from asset-accumulation to asset-withdrawal...
Insurance and the Generation Gap
Oct 01, 2005
Those searching for evidence of the brokerage industry's progress towards true wealth management need look no further than registered reps' evolving attitudes towards life insurance. Reps historically have been reluctant to sell life insurance...
Play Time Is Over for Citizens
Oct 01, 2005
Citizens Financial Group is punishing its brokerage force for targeting elderly bank customers in the sale of its high-risk variable annuities. How? By taking away the things brokers love: Red Sox playoff tickets, limousine trips to Mohegan Sun...
Calling in a Specialist
Sep 01, 2005
The story of insurance sales in the brokerage industry is one of untapped potential. According to a recent survey by Registered Rep. and The Hartford Life Insurance Co., 69 percent of registered reps are licensed to sell life insurance products...
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