building coulumn

Commentary: Bull market shouldn’t stop prospecting

It is a misconception that prospecting for affluent clients is more difficult in a bull market because their investments tend to be performing well, writes columnist Matt Oechsli. He argues their loyalty to advisors is based on the service they receive, not on market conditions. WealthManagement

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Advisor: Pre-retirees should focus on annuities, pensions, other income sources

Rather than focusing on their account balances, people preparing for retirement should take a hard look at how to make the most of various income streams, including annuities, pensions, Social Security and returns from savings and investments, according to investment advisor Shane Brosnan. "The goal should be to provide what…

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long-term-care-insurance-planning

Annuities can help fund seniors’ home-care costs

A recent survey shows the majority of seniors would prefer to receive long-term care in their own homes, but this often comes at a high cost. Jennifer Cray, a partner at Investor's Capital Management, notes that while long-term care insurance can be expensive, annuities with long-term care riders provide a…

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Webinar Invite: Selling LTCi Online Thursday, Nov 30, 2017

YOU’RE INVITED Join us for a webinar: November 30, 2017 at 11:30 AM PST / 2:30 PM EST | Register Now Episode 1 Future of LTCi If you haven't registered yet, please join us for an informative webinar to learn how to sell LTCi without leaving the comfort of your…

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Eszylfie Taylor

How a self-proclaimed “product seller” tripled his income by addressing his clients’ needs

Through decades of work with advisors at all stages of their career, we’ve found a consistent theme among the success stories: The advisors who thrive don’t sell a product; they solve a problem for their customers. Just ask Eszylfie Taylor, who has used this philosophy to become a Million Dollar…

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Court delays arguments on challenge to Labor fiduciary rule

The US Court of Appeals for the District of Columbia Circuit has delayed oral arguments in a lawsuit brought by the National Association for Fixed Annuities challenging the Labor Department's fiduciary rule. The court granted the postponement to wait for a decision by the US Court of Appeals for the…

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Annuities offer a way to cope with low interest rates

Debra Repya, a chartered financial consultant and life underwriter, discusses the challenges facing investors in the prolonged low interest rate investing environment. She suggests that retired or conservative investors consider fixed and variable indexed annuities. U.S. News & World Report

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time

4 Year End Sales Strategies Advisors Can Implement Now

My favorite adage is that “business doesn’t slow down during the holidays, you do.” Many advisors submit to the limiting self-belief that their business has to stall in the holidays.If you think in abundance, then there will be abundance, simple as that. Year-end production starts with the right mindset. Once you have…

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Expert discusses suitable and unsuitable IRA investments

Financial expert Michael Kahn analyzes the investments best suited for an individual retirement account. He recommends stocks and most types of bonds but notes municipal bonds and annuities are not appropriate. Kiplinger online

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ebusiness

SEC official discusses agency’s plans for protecting small investors

A Securities and Exchange Commission official provided more details on the aims of its newly formed Retail Strategy Task Force, whose broad intention is to increase protection of Main Street investors. Lara Shalov Mehraban, an associate regional director for enforcement at the SEC, said the task force will focus on…

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