May 2002 Advisor Today Articles Online
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Speak
no DI, Hear no DI, See no DI
(Cover Story)
By Richard Weikart, CLU, ChFC
Disability Income Insurance: The reluctant sell Most advisors don't sell it -- and leave a lucrative market untapped.
Is
Anybody Listening?
(Making the Transition)
Donald Ray Haas, CLU, ChFC, CFP, MSFS
Keeping your ears -- and eyes -- open when a client is speaking pays big dividends.
Ensuring
the Best Solutions
(Managing Money)
James P. Ruth, CFP
No possibilities are overlooked with a comprehensive checklist.
Home
Office Exposé
(LSOL)
On the art of dealing with familiar corporate types.
Ed W. Ramsell II, CLU
Americans
Need Advice
(ViewPoint)
Arthur D. Kraus, CLU, ChFC, NAIFA CEO
Winnie
the Pooh and the Fee-Based Advisor
(Expert to Expert)
You must first change your attitude before you start charging fees for your services.
Leo J. Pusateri
Funding
Your Client's Estate Plan
(Expert to Expert)
By: Yves Meheut, FLMI, CLU, ChFC
IRAs, deferred annuities, municipal bonds and highly appreciated assets may help address some of your client's cash flow issues.
The
LTC Wake-Up Call
(Health Insurance)
By Stephen A. Moses
Three-quarters of Baby Boomers falsely believe that they are prepared for retirement. It is your job to help them get serious about retirement planning, and an important part of that is LTC insurance.
Hardiness
Training
(Sales Solutions)
By Michael H. Kahn, Ph.D.
Stress can undo the most consummate professional. Pacing yourself to deal with stress is a key component to ongoing success. Get tips to help you keep stress at bay.
A
Matter of Trust
(Working Knowledge, Part II)
By Richard A. Dulisse, CLU, MSFS, LUTCF
CRTs provide an ideal mechanism for transferring highly appreciated assets in an estate. Part two of this article covers charitable contribution deductions, taxation of trust distributions and wealth replacement trusts.
Martha
Stewart, CFP?
(Media Watch)
By David Connell
Martha Stewart is not just about gardening, cooking and planning the perfect wedding. She is also giving advice on saving for a home and buying insurance. Find out if that's a good thing.
Staying
the Course
(Advisor in the Spotlight)
By Lucretia DiSanto Jones
MDRT member R.J. Kelly discusses shifting from selling personal insurance to business products. Kelly has made the transition and knows the rewards and pitfalls of conquering new markets.
Expertise
at Work
(Short Takes)
By Leonard Cavallaro
In an excerpt from Advisor Today's 300 Best Sales Ideas, Cavallaro discusses the importance of knowing the ins and outs of disability policies.
Education
Savings Made Easier
By Kirk Okumura
Did you know that a 529 plan allows clients to contribute up to five times the annual gift exclusion without incurring a gift tax? As a complement to "Legacy Planning With College Savings Plans" on page 26, read up on 529 plans.
Seven Steps to Better Cyber-Marketing
By Lynn Vincent
Your website can be a powerful marketing tool-if you know how to leverage its power correctly. Take a quick "refresher course" on cyber-marketing to see if your efforts are on track.
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