Advisor Today Blog

Leveraging Strategic Alliances to Get More Referrals

Here are five steps you can take to effectively leverage the relationships you have with your strategic alliances. 1. Paint a picture of your ideal client to your referral partners. If you can’t clearly paint a picture of your ideal client, how can others know who to refer to you? If you are not clear about who your ideal client ...

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Total Annuity Sales Improve in Second Quarter 2014

Total U.S. annuity sales reached $61.4 billion in the second quarter of this year, improving eight percent from prior year, according to LIMRA Secure Retirement Institute. In the first six months of 2014, total U.S. annuity sales increased 10 percent, compared with sales in 2013. “This is only the second time we have seen quarterly sales over $60 billion since ...

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Americans Underutilizing Permanent Life Insurance

As longevity and the cost of living continue to increase, Americans may be overlooking a key opportunity to strengthen their financial foundation. Despite the many advantages of permanent life insurance, only 22% of Americans currently own a permanent life insurance policy, a fraction of the 66% who have savings accounts, according to Northwestern Mutual’s 2014 Planning and Progress Study. In ...

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Women More Concerned about Money in Retirement Than Men

A LIMRA Secure Retirement Institute survey reveals that among consumers aged 50 -75 with $100,000 or more in household income, women are more likely than men to be concerned about running out of money in retirement (46 percent vs. 35 percent). As more workers are expected to fund their own retirement, women may be expressing concern for several valid reasons. ...

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MDRT Big Ideas Workshop: Does Ringo Starr Move His Drum Set After a Gig

Greg Gagne told attendees at NAIFA’s Career Conference and Annual Meeting that owners of financial planning businesses need to focus on what they do best and delegate the rest. “If we want to be more successful, we have to pay people to do things we shouldn’t be doing,” he said. The owner should work on the business rather than in ...

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NAIFA Legislative Forum

The NAIFA Government Relations team provided their annual legislative update to attendees at NAIFA’s Career Conference and Annual Meeting. Agent Licensing NARAB II is legislation that will create a national, not federal, insurance licensing program. Under the proposed legislation, producers must be licensed in their home states, pay the licensing fee for every other state in which they are licensed, meet ...

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Dr. Susan Waters: CEO Report

SmileTrain is a cause very close to the heart of NAIFA CEO Dr. Susan Waters. The charity provides sustainable care to children in developing countries in need of corrective surgery for cleft lips and palates by promoting partnerships between local doctors and hospitals. In her CEO Report at NAIFA’s Career Conference and Annual Meeting, Dr. Waters used the example of SmileTrain ...

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Life Happens at 20: Your Most Successful Campaigns

Life Happens, formerly known as the Life Foundation, celebrates its 20th anniversary next month. In this workshop, panelists Brock Jolly, Ryan Pinney and Van Muller shared some of the ways they use Life Happens materials to educate clients and grow their businesses. All three use Life Happens materials throughout the year, not just during Life Insurance Awareness Month. The suggestions ...

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Flirting With the Uninterested: Innovating in a “Sold Not Bought” Category

Maria Ferrante-Schepis in her Saturday main stage presentation told NAIFA 2014 attendees that businesses must continually be open to change and innovation. Businesses that don’t change aren’t likely to survive. In what Ferrante-Schepis calls a “Napster moment,” named after the music-sharing web site that lost out to the more innovative Apple, businesses that are not open to change are likely ...

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The Inner Game of Prospecting

Prospecting remains a critical skill for those wishing to succeed in the insurance and financial services industry, said Connie Kadansky in her educational workshop, “The Inner game of Prospecting: How to Overcome Sales Call Reluctance.” One survey found that 70.8 percent of advisors said they are getting most of their business through direct prospecting. Prospecting may be even more effective ...

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