Contents
CONTINUED
www.AdvisorToday.com • www.naifa.org
EXPERTISE
MANAGING YOUR PRACTICE
18 FINANCIAL PLANNING
What Retirees Want
They want financial expertise—
and a healthy dose of retirement
counseling. — Greg Salsbury
34 NAIFA ADVOCACY
Another Look at OFC
NAIFA’s Policy Formation Com-
mittee has helped clarify all sides
of the issue.—John Davidson
22 BACK TO BASICS
Taxation of Group
Term Life Insurance
Learn the IRS rules so you can
answer your prospects’ questions.
—Kirk Okumura
88 TECHNOLOGY
Blog Your Way to
Success
Use your blog to position yourself
as an expert and form deeper
relationships with your clients.
—Preeti Vasishtha
SALES/MARKETING
76 SALES IDEAS
Closing the Sale
The following ideas will help you
seal the deal.—Julie Britt
26 MULTILINE
Should P/C Insurers
Be Concerned?
Although it will be a profitable
year, profits will be down com-
pared to last year.
— Preeti Vasishtha
78 SALES AND MARKETING
Get Picky About
Prospects
Don’t waste your time on un-
profitable clients who drain your
resources. —Julie Britt
89 TIME MANAGEMENT
Free Tools to Help
You Manage Your
Time
These web services will free up
some of your time and enhance
your organizational skills.
—Preeti Vasishtha
IN EVERY ISSUE
8 IN CONTEXT
10 VIEWPOINT
12 OP-ED, ETC.
14 PRODUCTS PLUS
36 NEWS AND TRENDS
68 NAIFA NEWS
30 92 THE LIGHTER SIDE OF LIFE A QUESTION OF ETHICS 86 ONE-MINUTE MOTIVATION
Revisiting Client Lessons From 94 ADVISOR’S MARKETPLACE
Confidentiality Autumn Leaves 95 ADVERTISER INDEX
Behavior that was considered Choose to let go of the “dead
ethical in the past is being ques- 96 BACK PAGE
leaves” and clear the way for
tioned today. —Frank C. Bearden growth. —Allyson Lewis
32 realLIFEstories
Youth Is No Excuse
Help your young clients accept
their mortality and arrange for
their survivors’ needs. —Julie Britt
PAGE 78
PAGE 92
28 LAWS AND ESTATES
Using the Annual
Exclusion
This technique is often over-
looked, but there are many ways
to use it as part of your client’s
estate plan. —John J. Scroggin
82 MDRT CORNER
DI Makes a
Difference
A business owner discovers the
benefits of disability income insurance after a catastrophic accident.
—Julie Britt
