Advisor Today | September 2001

September 2001 Advisor Today Articles Online

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Cover story: Getting and Keeping Customers

By Robert O'Connor

You need to adopt a high-tech, high-touch approach if you want to attract new clients and successfully manage your existing customer base.

Making the Transition: Redefining Retirement

Donald Ray Haas, CLU, ChFC, CFP, MSFS

While it's true that some employers match employee contributions or contribute a low percentage to defined-contribution plans and that Social Security may continue to provide a small portion of retirement income, the combination of these two sources of income is probably not enough for your clients to live comfortably.

Managing Money: Modern Maturity

By James P. Ruth, CFP

If you are 50 or older, you recognize the title of this article as the name of the bimonthly magazine of AARP. Somehow, AARP gets your name in its database and starts mailing you stuff in your late 40s in anticipation of your reaching the coveted "elder" status. My first reaction to this early mailing was denial.

E2E: Protecting Intellectual Capital

Edward Tafaro

Intellectually rich companies tend to be highly dependent on the human capital of one or two key leaders who drive shareholder value. Virtually all corporations respond to this risk by securing keyperson life insurance.

The Lighter Side of Life: Policy Is the Best Honesty

Arthur Koplin

Being an insurance agent sometimes means having thick skin.

ViewPoint: The Woody Tradition Lives

Arthur D. Kraus, CLU, ChFC, NAIFA CEO

His spirit of sharing continues at NAIFA.

Early in my career, there were those times, and many of us had them, when I thought success was never going to come my way. Sometimes it seemed that fate had obscurity planned for me. Then Woody would arrive on my desk and give me encouragement to continue with increased effort.
Thank you, Woody. I wish I had written you or called you before you left us.

Web Exclusive: Home Base in Cyberspace

By Jim Robinson, RHU, CLU, ChFC, CFP, MSFS

(Full-length Version)
Advisors increasingly need a nonaligned online community from which to reach out to customers. Here is what one such cyber-community might look like. This article contains a significant amount of material not found in the print version of Advisor Today.
Sidebar: Loose Talk about Tight Cyber Security

Web Exclusive: Memoirs of a Life Insurance Agent

By John Lee, CLU

Is the golden era of the life insurance agent over? Retired agent, John Lee, leads us through the past 50 years in the business.

Web Exclusive: From Acorns to Oak Trees

By Bruce W. Etherington, CLU, ChFC

(Excerpt from the MDRT Annual Meeting)

Your top clients' financial position five years down the road will determine the success of your business.

Read a collection of classic Back Pages from the late Benjamin N. "Woody" Woodson, CLU

Web Exclusive: Poor Investment (May 1987)

Web Exclusive: Unshrinkable Asset (September 1989)

Web Exclusive: Optimist's Outlook (Dec. 1989)

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