Addressing Longevity Risk

Know how to best mitigate your clients’ financial risks in living to a ripe old age. My friend, Cavett Robert, founder of the National Speakers Association, took a question from the audience. A young man raised his hand: “Mr. Robert, may I ask, please, how old you are?” Cavett, impeccably dressed with perfectly creased slacks … Continue reading

Disability Insurance Forum: Disability Insurance Knowledge = Disability Insurance Sales

By Eugene  Cohen,  Ellen M. Crowe,  Jack B. Schmitz & Michael A. Sileo, Jr. for the October 2012 Issue of BrokerWorld Magazine Q: What led you to specialize in the DI market? Jack Schmitz: Other than being born into the business and wanting to continue by dad’s vision, the focus on helping business owners protect their financial lives … Continue reading

The Case For Special Needs

Planning for the disabled can be a tricky—yet rewarding—practice area for advisors. There are more Americans with disabilities than you’d probably think. One commonly quoted number says one in six American families is touched by a disability, which can range from disorders such as autism to a physical disability to Alzheimer’s disease. And by some … Continue reading

100 Best Sales and Marketing Ideas 2012 (71-80)

What’s working from working advisors Our Annual 100 Best List is 100 percent reader-generated and offers insight into what’s working for working advisors today. Whether you’re looking for insight on referrals, generating leads or simply listening to your clients, this latest list has all the information you’ll need to grow your practice. In addition, this … Continue reading

100 Best Sales and Marketing Ideas 2012 (61-70)

What’s working from working advisors Our Annual 100 Best List is 100 percent reader-generated and offers insight into what’s working for working advisors today. Whether you’re looking for insight on referrals, generating leads or simply listening to your clients, this latest list has all the information you’ll need to grow your practice. In addition, this … Continue reading