10 reasons millennials want to work with you
By Aaron L. Hammer, LUTCF Millennials are going to continue to dominate the workplace. As they enter their peak earning years, it’s important that we’re able to communicate with them and...
Tag Archives: insurance for individuals
This is why clients shouldn’t try to be amateur financial mechanics
By Theodore S. Rusinoff, CFP Sometimes a prospect’s lack of trust can delay the implementation or even identification of a plan. Often, the prospect broadcasts that lack of trust by acting...
Help your clients plan for their income in retirement
By Clay Gillespie, CFP, CIM In my practice, I deal with clients who are retired or close to being retired. For marketing purposes, my No. 1 prospect is someone five years...
The impact of a disability waiver
Wallene T. Leek, LUTCF, LTCP, was new to the financial services profession in 2001 when she met a young woman named Kelley at church. Kelley was just getting started in...
Gaining money, time and financial freedom through critical illness insurance
By Godfrey Phillips, FChFP, J.P. A major traumatic illness creates special problems and forces you to change priorities. It brings about increased stress and anxiety, massive medical bills, employment issues, home...
Adjusting to change in India and finding opportunities
In the midst of change, opportunity abounds for life insurance sales and retirement planning in India, predict top financial advisors there. “India is going through a demographic shift,” said MDRT member...
One powerful question to ask clients about retirement
It doesn’t matter if it’s a younger client or an older client. It doesn’t matter if the client has a lot of large assets or more modest ones. During the...
Basic essentials to address in clients’ retirement
How can you boil down the big concept of retirement into smaller pieces? In his 2016 Annual Meeting presentation, “4th generation retirement planning,” Guy E. Baker, MSFS, CLU, identified three...
3 ways to open up the conversation about income replacement products
Everyone knows they are going to die, but they’d like to believe they won’t ever get seriously ill or injured. It is difficult to talk about income replacement products that...
Clients care about your skill, not your age
Michael DeVivo As a 24-year-old advisor, Michael DeVivo didn’t know if an older prospect with considerable wealth would take him seriously. So when the now-30-year-old, one-year MDRT member from Downers Grove,...
