VA Sales Keepin' On
Sep 01, 2005
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...
The Trouble With Annuities
Sep 01, 2005
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...
An Advisor's Guide to Long-Term Care
Aug 01, 2005
There is one thing that can be deadly medicine to the financial health of even well-prepared clients: long-term care. This year, the number of men and women over the age of 65 who will need long-term care will hit nine million, or about 3 percent...
The Great Insurance Race
Aug 01, 2005
Those who have trouble getting excited by insurance products should note the following: A recent study by LIMRA International, a Windsor, Conn.-based research and consulting firm, showed that 44 percent of U.S. households say they need more life...
Annuity Alternatives
Jan 01, 2005
It's a rare event indeed when an IRS ruling is cause for celebration, but such was the case in April when the tax-meisters made some alternative deferred-compensation funding investments more tax friendly. Specifically, the IRS ruled that an...
The Rep's Ugly Friend
Oct 01, 2004
A Morgan Stanley advisor sat at his desk a few months ago, reviewing his professional life. During the late 90s boom, he had been trading millions of dollars a day. When, like many reps, he crashed to earth in the boom's aftermath, he had to re...
A Fitting Problem
Sep 01, 2004
THE QUESTION WHAT NEXT? is an expression of exasperation but also one of hope as if so much has already happened that it can't possibly get worse. With all the scandal that's buffeted the securities industry, it's understandable if reps are...
The Great Handoff
Jan 01, 2004
The Scottish poet George MacDonald wrote, Age is not all decay; it is the ripening, the swelling of the fresh life within, and financial advisors familiar with the intricacies of life insurance know what he means. As people age, their perspectives...
Life Insurance and the Well Rounded Rep
Jan 01, 2004
It's an unfortunate fact of life that a worthwhile goal usually requires copious sacrifice. You can't be a pro football player, for instance, without spending untold hours pumping iron. A surgeon doesn't get to the good part of his job before...
Why You Should Care About Long-Term-Care Insurance
Dec 01, 2003
Consumer Reports recently released a study that concluded, for most people, long-term-care insurance is too risky and too expensive. True as this may be, many people still find the idea of life without this safety net far more frightening than its...
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