January 2002 | Advisor Today Articles

January 2002 Advisor Today Articles Online

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Cover Story: What Women Want

When selling financial products and services to women, gender is a factor.

By Maggie Leyes

Making the Transition: What's Your Clients' Risk Tolerance

Don't be afraid to prescribe the right medicine.

By Donald Ray Haas, CLU, ChFC, CFP, MSFS

Managing Money: Focus 2002

Achieve success by developing a business plan and staying abreast of industry changes.

By Janet C. Arrowood

LSOL: Art and the Zen of Insurance

Here's some paternal wisdom that's still working.

By Ed W. Ramsell II, CLU

ViewPoint: Crisis Management

By Arthur D. Kraus, CLU, ChFC, NAIFA CEO

All of us know it is insurable, as long as the crisis hasn't begun. All of us know that the insuring of earning power gives us the freedom to do whatever we wish in our financial lives because we have met our financial responsibilities to ourselves, our families and others who have a financial stake in us.

E2E: The Smart Way to Sell Annuities

Direct mail is one of the best methods to create a steady flow of annuity prospects.

By Wilma G. Anderson

Working Knowledge: How Much Life Insurance is Enough?

There are two common methods for calculating the answer.

By Richard A. Dulisse, CLU, MSFS, LUTCF

Web Exclusive: GAMA Lamp 2002 Preview

The multiline sessions are sure to teach, inspire and motivate.

By Lucretia DiSanto Jones

Web Exclusive: How to Capitalize on the Trust Opportunity (Part II)

Lauterbach's presentation at the 2001 NAIFA convention highlighted the players, processes and advantages of setting up a trust for your clients.

By Jeffrey R. Lauterbach

Bob Nelson's 1001 Ways to Reward Employees (Workman Publishing, $10.95)

Short Takes — Web Exclusive: A Little Praise Goes a Long Way

By Bob Nelson

Full-Length Version: Taking One Day at a Time

Relationships are the most important element in business today.

By Lucretia DiSanto Jones

Web Exclusive: Nine Ways to Make Your Clients Fall in Love with You

By Katherine Vessenes, CFP, JD

Vessenes' PowerPoint presentation from the 2001 NAIFA Convention and Career Conference outlines what clients are looking for in an advisor and how you can build a trusting client-advisor relationship. It also includes a sample presentation used to show clients the value of professional financial advice. For more information on this presentation, visit Vestment Consulting at www.vestment.net.

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