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...
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...
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...
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...
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...
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...
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...
Despite the recent onslaught of negative regulatory and media attention to variable annuities, sales of these products have not suffered. In fact, they have continued to grow over the past three years, even as sales of fixed annuities have slipped...
For registered reps, annuities, one of the most lucrative and complex items in an advisor's repertoire, can appear to be a cure-all for clients. Clients seem to love them, because of the guaranteed income even if they don't understand them. Many...
