NOTE:
Although effort has been made to make the following editorial highlights as accurate as possible, content in Advisor Today is subject to change without prior notification.

For a complete description of the columns scheduled to appear in Advisor Today in 2004, please consult our Media Kit.

JANUARY 2004
Winning the War for Tomorrow’s Clients
This article will focus on effective strategies for marketing a wide range of financial services to consumers who are 35 years old or younger.

Entering the 401(k) Market
To supplement their income and protect existing clients, many advisors are looking for ways to provide 401(k) services to their clients. This article will explore the nuts and bolts of entering the 401(k) market.

Editorial submissions for this issue due: Nov. 17, 2003

FEBRUARY 2004
Technology
In today’s fast-paced business environment, an increasing number of advisors are using technology to effectively manage their clients’ affairs, operate their practice and provide a broader range of services. This article will explain how they are accomplishing this rewarding but challenging task.

Annuities—Then and Now
This article will highlight the most recent developments in annuities and demonstrate how they can be used effectively in today’s volatile financial landscape.

Editorial submissions for this issue due: Dec. 15, 2003

MARCH 2004
Referrals
For many advisors, the key to a profitable practice is the ability to obtain high-quality referrals. Find out what works and what does not in the fine art of referral marketing.

Specialty Markets
There is big business in selling insurance to consumers who do not fall into conventional underwriting categories. This article will describe the various policies designed for these consumers and what advisors need to achieve success in this market.

Editorial submissions for this issue due: January 15, 2004

APRIL 2004
Selling to the Mature Market
Seniors and Baby Boomers control most of the wealth in the U.S. today. This article will describe the unique skills necessary to penetrate the heart of this lucrative market.

Fitting In or Opting Out
Some agents go from one agency to the next until they find the one that is most appropriate for them. This article will help them decide when they have found the right fit—or when it is time to leave.

Editorial submissions for this issue due: Feb. 16, 2004

MAY 2004
Coaching
Today, many leaders are seeking the wisdom and success strategies provided by a personal coach. This article will explain how coaching can help financial advisors gain the focused concentration they need to balance their lives and move to the next level of success.

Investments—Key Strategies for Success
In today’s volatile markets, it has become increasingly difficult to help clients accumulate and preserve wealth on a consistent basis. Find out the strategies used by top producers to attract qualified clients, work with other professionals and manage a profitable practice.

Editorial submissions for this issue due: March 15, 2004

JUNE 2004
Marketing to the Middle Market
Marketing is the lifeblood of any successful practice. Learn the best practices used by top producers to attract and retain a segment that is sometimes overlooked—the middle market.

Closing the Sale
Every advisor knows nothing happens until they close a sale. Here are some of the most effective strategies for persuading your prospects to sign on the dotted line.

Editorial submissions for this issue due: April 19, 2004

JULY 2004
Long-Term Care Insurance
Sales of long-term care insurance continue to grow at a rapid clip—presenting a wide range of opportunities for the savvy advisor. This article will describe the methods, strategies and techniques used to sell long-term care, including how to prospect, present and close a sale.

Five Under-40 Agents to Watch
They may be young but they are already on their way to success. Find out how these advisors did it and their plans for achieving even greater heights.

Editorial submissions for this issue due: May 14, 2004

AUGUST 2004
Selling Life Insurance Today
Selling life insurance has once again moved to the top of the list for many advisors, thanks to recent market volatility. This article will present some new and not-so-new ways of selling one of the oldest financial products.

MDRT 2004 Annual Meeting Coverage
The article will highlight steps to success from the meeting that attracts the best and the brightest in insurance and finance—the 2004 MDRT Annual Meeting.

Editorial submissions for this issue due: June 15, 2004

SEPTEMBER 2004
Seminar Selling
Many advisors are finding out that conducting a seminar for prospects and clients is the wave of the future. This article will outline the tools, techniques and systems that will help the advisor succeed in seminar selling and point out the most common pitfalls and mistakes.

Advocacy
For many NAIFA members, one of the key member benefits is the unique ability of the association to enhance the legislative and regulatory environment for agents and advisors. This article will describe how NAIFA accomplishes this challenging task.

Editorial submissions for this issue due: July. 15, 2004

OCTOBER 2004
Retirement Planning
Millions of Americans will soon turn 60 and face head-on the diminishing role of Social Security and pension plans in providing retirement income. They will also have trillions of dollars in inheritance money—and a need for guidance on using this money. This article will explain how advisors can help their clients and prospects plan for their retirement with confidence.

Do Not Call—One Year Later
This article will describe the effect of the do-not-call rulings on the telemarketing practices of advisors—and the challenges and opportunities that lie ahead.

Editorial submissions for this issue due: Aug. 16, 2004

NOVEMBER 2004
Worksite Marketing
Worksite sales have grown tremendously in recent years, but only a small portion of this market has been tapped. This feature will explore the latest developments in worksite marketing and offer great ideas for breaking into this important market.

NAIFA’s Convention and Career Conference Coverage
NAIFA’s Convention and Career Conference is known for its ability to provide the most effective strategies for building a profitable practice. This article will highlight some of the best ideas from the industry’s leading producers.

Editorial submissions for this issue due: Sept. 15, 2004

DECEMBER 2004
Ten Characteristics of High-Performing Advisors
The industry’s high achievers share many qualities—from excellent sales skills to proactive thinking to efficient resource management. This article will highlight 10 best practices of some of the world’s top producers.

NAIFA Year in Review
This article will highlight NAIFA’s victories and challenges—and the major steps the association has taken in building a strong foundation on which to move forward.

Editorial submissions for this issue due: Oct. 15, 2004

For more information on the different columns and departments, News & Trends, Products Plus and Expert to Expert, please see the complete media kit under the “Advertising” drop down menu on this website.

EDITORIAL SUBMISSION
Please see “Contribute to Advisor Today.”

ADVERTISING
Each monthly issue of Advisor Today provides news and ideas for a large and dedicated audience of insurance and financial advisors. To receive a media kit or more information regarding advertising in Advisor Today, call 800-247-4074 or email John Boyle.

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