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By Robert O'Connor
Despite market changes, advisors continue to rely heavily on their existing client base and on referrals. But they still see involvement in community activities as one of the best ways to reach potential customers.
Donald Ray Haas, CLU, ChFC, CFP, MSFS
While making such a transition may prove to be prudent for many insurance professionals in today's highly competitive financial services arena, it's not the right practice strategy for everybody. Read on, however, and you might just be surprised at how the following considerations could very well apply to your current career path.
Jeffrey T. Wilkie, LUTCF
How often do we hear stories about agents who have no time to prospect for new clients because they are kept busy with referred leads that come from their existing clients? Could it be that these particularly successful agents are following a process that allows them to spend more time selling than prospecting?
Janet Arrowood
The federal government is proposing sweeping tax changes, including changes to the death tax. Although these death tax changes may eliminate estate taxes at the federal level, they may increase other taxes..
Ron Hauenstein, CLU, ChFC
Tax preparation: the nation's annual reality check.
Dennis R. Merideth, CLU, ChFC, NAIFA president
During the last 15 years, our industry survived nerve-testing litigation with its ensuing compliance regulation, mergers and acquisitions, demutualizations and often sharp criticism in the financial press. Many traditional career companies have either made a conscious decision to get out of the agency-building business or are no longer developing viable agencies by default, as they continue to employ recruiting and training techniques that "sort of" worked in the past, but certainly don't work today.
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