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ABOUT FSO |
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About NAIFA |
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| FINANCIAL
PLANNING
The Day Mañana Came by Jim McCarty CLU, RHU, LUTCF, RFC Several years ago a verse from a popular song promoted the thought that "mañana is only a day away". Today, there are those, however, who are quick to point out that tomorrow actually never comes, but rather, it is always today. In reality, tomorrow does come, whether we are prepared for its arrival or not. ADVISOR MARKETING Grow Your Business By Staying In Touch With Your Clients by Martin R. Baird One of the best ways you can grow your business is by staying in touch with your clients and prospects. This article has a couple of marketing rules of thumb that show how important regular client contact can be. SELLING SKILLS  20 Ways To Derail A Successful
Sales Careerby Bill Brooks Professional selling is a career to which many are drawn and few are successful. In fact, professional selling could be the most difficult profession in the world. Given that reality, let's examine what I call the "20 Dumbest Things Salespeople Can Do To Derail Their Careers." HIGH-PERFORMANCE When Your Associate Fails You by Norm Trainor A clients plan to grow his business by bringing on an advisor and good friend had been backfiring. But before terminating the relationship he came to me for advice. THE STRESS DOC Maximizing the Productivity and Psychological Benefits of Incentive Travel Programs by Mark Gorkin, LICSW The Stress Doc reflects on both the value of Incentive Travel/Corporate Rewards Programs for high achievers and the restorative and creative opportunities when taking an "incubation vacation." He provides some tips for maximizing both. Enjoy the ride. ADVERTISING How To Use The Right Kind of Advertising To Improve Your Insurance Business! by Ken Varga Keeping your name, your agency's name or the types of products or services you offer in front of your prospects is only part of the formula. If you can't get your prospects to take some type of action, you're not maximizing the effectiveness of your advertising. |
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COMMUNICATION
THE TRUSTED ADVISOR It's Not About You - It's All About Them by Bill Bachrach In a practice genuinely focused on clients rather than on production, referrals make all the difference. In the best interests of both, you'd better let your clients know it. WEALTH PRESERVATION Do Financial Advisors Really Advise? by Ray Chodos and Adam Chodos, JD, CPA The financial services community has become an amalgam of what used to be viewed as distinct specialties defined by the products and services offered. Perhaps as the baker and butcher are gone in favor of the supermarket, the insurance salesman, stockbroker and alike are now financial advisors. While the initial image may have altered via the new vernacular, and lines of delineation blurred, most commissioned sales producers are ultimately seen as "what they do" by their clientele. ADVISOR TODAY Avoiding the Pitfalls in VAs  by Janet
C. ArrowoodVariable annuities (VAs) can play an important role in your clientís investment portfolio, but there are also potential pitfalls you need to beware of. There are definite near-term tax advantages with any annuity product but taxes are only deferred, not avoided. As a result, the ultimate impact of future taxes must be considered. There are also major suitability issues to be addressed, as well as many payout options that involve annuitization or withdrawals. In addition, there are distribution plans that need to be made. THE MARKETING COACH Marketing Local Reality by John H. Melchinger "Ya gotta know the territory!"-a great song from the 1957 hit musical The Music Man by Meredith Wilson, starring Robert Preston, said what every savvy marketer and salesman know. Private practice marketing is mostly local. Keep this in mind. |
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