When Salespeople Can’t Sell
Pity the poor salespeople of our world. All that confidence and energy, boldness and bravery in a landscape of gimlet-eyed...
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They’re In the Money: Treat Every Client Like They’re HNW
Consider for your approval the case of Andrew Altfest. We might describe him as a son of the pioneers, in this case Lewis and Karen...
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Spooky Stuff: Can Horror Movie Characters Scare Insurance Unbelievers into Action?
You have a client; they need insurance; they won’t sign the dotted line. There’s tested ways to get through to them: case studies...
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A Special Relationship: Making Rich Clients Happy in Ways the Other Advisors Won’t
They’re the customers of most financial advisers’ dreams: top-level executives enjoying multi-million-dollar incomes. There are a...
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Where Have All the High Net Worth Clients Gone?
Traditionally, the aged and the rich have headed south to avoid the icy winds of winter, flocking to Florida to work on their tans...
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Danger Zone: Talking to Clients Who Lack LT Healthcare Coverage
It may not be a comfortable subject to broach with reluctant clients, but there’s no reasonable – or responsible – way to avoid the...
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The Under-Insured Generation: Millennials Living on the Edge
LEAD SENTENCE The younger generation is usually perceived by people even marginally older as irresponsible to the point of stark...
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How Elite Advisors Fully Capitalize on the Holiday Season
Want to capitalize on the holiday season? The secret can be boiled down to one thing—planning. Let’s walk through five...
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Advisors Are Source of Confidence in Face of Recession
According to a survey released Thursday by the Certified Financial Planner Board of Standards, over half of American adults expect...
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Will Talk of Impeachment Crowd Out Retirement Bills?
House Democrats are exploring the possibility of bringing formal articles of impeachment against President Trump. In the meantime...
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Counter Common Excuses Dads use to Avoid Getting Life Insurance
We’ve all seen them, the heart-rending GoFundMe pages soliciting financial help for a family facing the death of a loved one. A...
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Words You Should Never Say in Sales
The affluent can be delicate, and there are certain words that are pretty much guaranteed to have a negative impact. Use one of...
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Coffee: The Way to Your Prospects’ Hearts
America runs on coffee. It’s the most popular beverage in the country. According to Euromonitor, Americans imbibed 88.8 gallons of...
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Pre-Election Estate Planning
If the Democrats win in 2020, they’ll likely try to pass estate tax reforms. Many in the party have already spoken about increasing...
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Prospects Not Buying Life Insurance? Here Are Six Reasons Why
The majority of Americans know that they should have life insurance, but don’t have a policy. Life insurance may be something...
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Brain Teasers That Uncover Behavioral Bias
Some advisers are tricky souls: they ask clients cleverly loaded questions to reveal biases in their analysis. They aren’t trying...
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