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- Are You Ready to Join a Study Group?
Use this checklist to see if this method of sharing ideas with others?and growing your practice?is for you.
- Bring Products to Life With a Story
Here's a $10 million example of how storytelling can be put to work in your business.
- High-Touch Means Clients for Life
Developing a systematic approach to getting to know your clients allows you to cement your relationship and grow a referral-based business.
- How to Succeed
A kind heart and a good attitude can take you to new heights of success in your personal and professional lives. Here are seven ways to succeed at work and in life.
- Attracting the Affluent
Want to grow your business by 50 percent? Then it’s time to put a plan in place.
- Common Annuity Planning Mistakes
Knowing what they are and how to avoid them will help keep you and your client out of trouble.
- Your Best Prospect
He’s right at your fingertips, in your client file,
and his name is Mr. Business Owner.
- Ten Ways to Find Inspiration
Your next marketing strategy should be a creative team effort from start to finish.
- Securing the Next Generation
For years, you’ve asked your clients how their children are doing; it’s time to turn this friendly chitchat into serious dialogue.
- Are You a Referral Wimp?
You’ve avoided asking for referrals, for fear that you’ll come across as pushy or desperate—now’s the time to take action.
- Sales Ideas from the Top
From the “calculator” sale to the small-business owner “assist,” this article has a tip for just about anyone.
- Let Me Share a Story
Showing how someone benefited from owning a long-term care insurance policy will help you seal the deal.
- Speak the Language
of the Affluent
These five scripts will help you get the
conversation started with your affluent
prospects and clients.
- Tee Time
The golf course is a wonderful place to spend four hours of quality time with affluent women clients.
- To Boomers’ Health
Accurate projections of health-care costs are critical for your clients’ retirement planning.
- Delegating Effectively
Defining your staff’s roles and consistently handing off work to the right person are must-dos for business success.
By Gina Pellegrini
- Why Income Planning Is Key
You need to be in this market to
set yourself apart.
- Reach New Heights
The Million Dollar Round Table meeting in Denver inspired, motivated and delivered great ideas for running a more successful business.
- Pick a Position
Want clients to think of you first and prospects to find you fast? Go beyond branding and learn how to position yourself for the business you want.
- Getting Ready for LIAM
Learn what you need to do to prepare for Life Insurance Awareness Month, an important public-relations campaign now in its fourth year.
- Surprise and Delight
When you gather intelligence—when you ask questions and really listen to the answers—you’ll discover your prospects’ “passion points.”
- Lessons From a Young Advisor
For Paul Adams, the keys to success are professional development—and a healthy dose of humility.
- Saving America’s Heritage
One farmer made it his business to help others save their family farms.
- Spreading the Word
This former journalist developed his networking skills on Capitol Hill. As a financial planner, those skills are at the heart of his success.
- Vision Through Action
When Bryan Nakamoto entered the industry full-time four years ago,
he knew this much: If he just kept working, he’d succeed. By Lisa Singh
- Charitable Giving With
There are two basic ways you can help clients use permanent insurance to support the charity of their choice.
- Dealing With Divorcing Clients
Make your clients’ lives easier by being there for them during this difficult transition.
- A Gentle Reminder
Ethics training is important, even if you’re sure you always do the right thing.
- Planning for Peak Performance
Carefully planning and tracking your days and quarters can make the difference between an OK practice and one that thrives.
- Referral Radar System
This system will help you gauge whether a prospective referral partner is a keeper or a dead-end.
- Identifying Referral
Your email inbox is full and so is your voicemail—who in the bunch could be your next top referral partner?
- Seven Stress-Busting Strategies
Why not use these simple-to-implement ideas to fine-tune your approach to work—and life?
- Untying the Knot
Divorce financial analysis will help divorcees determine goals
and cash-flow needs.
- Determining the Appropriate Amount of Life Insurance
Ensure you are properly meeting your client’s needs by understanding
which approach to employ.By Glenn E. Stevick Jr., CLU, ChFC, LUTCF
- A DI Action Plan
The need couldn’t be clearer, and the opportunities greater, for selling DI insurance—here’s your chance to reach this largely untapped marketplace.
- Mind Reading 101—Really!
It all begins with understanding how two “mental filters” work when your prospect or client is sitting in front of you.
- Staying Organized on the Go
Advisors weigh in with their tips for managing business wherever they are.
- Building a Portable Office
Trying to cram your office into your briefcase? Get it right from the get-go before you get up and go.
By Helen Thompson
- The Right Questions
You can’t talk people into buying, but you can listen them into it. Questions are your greatest selling tool.
- The Only Referral Script
You’ll Ever Need
MDRT legend Tony Gordon gives you his two-part approach.
- Telling Your Story
Sometimes you need to connect with a prospect in a more emotional way—that’s where your “story” comes in.
- Work Less, Make More
Take a few minutes from your busy schedule to read through this article, and you will discover what has eluded many of your fellow advisors: the ability to decrease your workload and increase your income.
- Time to Think Differently
Reaching the new DI insurance buyer requires that you explore new strategies.
- Don’t Do What Comes Naturally
If you want to grow your business, try exploring nontraditional markets.
- Ten Tips for Networking
These helpful hints have led to a steady stream of referrals for one advisor.
- Planning for the Future
Your client earns too much to have a Roth IRA? Not for long!
- Ideas From the Top
NAIFA’s leaders share some time-tested ideas that have helped their businesses thrive.
- Another Idea From the Top
You scored that all-important meeting with a prospect. A NAIFA trustee weighs in on how to start building trust at the beginning.
- What’s Your Plan?
David Newman dispels some myths about business plans and explains why you can and should write one.
- What’s Your Plan? Part 2
Once you understand why you need a business plan, here’s what to include in the plan.
- Working With Today’s Investors
Make a difference with your clients by helping them focus on their long-term goals and buttressing their financial plan against the inevitable market dips and drops that the future holds.
- Advanced 20-Point Days
A daily system for success, formulated by an industry master.
- The L-Factor
Get more referrals from your centers of influence by being more likeable.
- Overcoming Your Fear of Prospecting
Are you one of the 95 percent of advisors who hate to prospect? Lynn Vincent features several advisors who have come up with innovative ways to keep the prospecting pipeline full.
- The Pension Protection Act
Discover the many opportunities it
offers for annuity sales.
- Pick Me
Here are six factors that influence a prospect’s decision to do business with you.
- Successful Prospecting: It’s in the Mail
Direct mail is successful when prospects read it. Here’s one very effective way to make sure they do.
- Practice Makes Perfect
The beauty of a Michael Jordan shot was backed up by thousands of hours of practice. Learn from the greats, and start incorporating these “best practices” into your daily routine.
- Time-Saving Tools
Check out these three gadgets, which just may free up a bit of your day.