Wanted: Products for Increased Income

December 14, 2016

To help address the risks caused by inflation, many Americans are looking to financial products that not only provide guaranteed income in retirement, but also offer the opportunity for their income to increase. This is according to a study by Allianz Life Insurance Company of North America, which explores Americans’ perceptions of the rising cost of living. While eight out of 10 respondents expressed interest in a product that offers income for life, an even higher percentage (86%) said th...

So You Want to Build a Good Client Relationship?

December 14, 2016

Early in my career, I received a phone call while on the other line. I quickly jumped to the incoming call and told the client I’d call him back. But I never did. I’d become distracted with more calls and paperwork, and by the time I remembered, I figured the client would call me back. He didn’t. Instead, he stopped working with me. This was a swift way to learn the most important aspect of communicating with your client: trust.   To help advisors become even better stewards of the relati...

23 Ways To Improve Your Sales Performance

November 30, 2016

By  John Graham Too many salespeople either fail completely or never really succeed because they think that selling is about them. It isn’t. It’s about customers—and customers only. Here are 23 ways to improve your sales performance by becoming more focused on your customers: Look for the demons and the dreams . In other words, be alert to a customer’s hopes and fears—what they want to gain and what they don’t want to lose. That’s what they care about--not a sales pitch. ...

If Insurance is Your Profession, Then Politics is Your Business

November 30, 2016

By Ashley C. Corbally When I first entered the insurance and financial-services industry, I didn’t grasp the gravity of the legislative challenges the industry faces every day on both the federal and state levels. Whether it is fighting for our place in the advisory world, overcoming misconceptions about our integrity or advocating on behalf of our clients to ensure they have access to affordable services, I was naïve, to say the least. About a year after joining NAIFA, I was asked ...

Performance+ Purpose 2016 Offers Strategies for a Profitable Practice

October 13, 2016

By Ayo Mseka NAIFA’s Performance + Purpose Conference held last month in Las Vegas provided attendees with the tools, strategies and techniques they need to take their practices to higher levels of success. For members of the Young Advisors Team, the conference was also an opportunity to learn from the best in the business and network with industry giants.   The conference featured a number of new programs designed to deliver more experts, more sharing, and more participation among at...