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    How to Help Clients Leave a Legacy (Without Using a Stretch IRA)

    Posted by Bill Jackson J.D. CLU on Wed, Feb 12, 2020 @ 12:00 PM

    When clients think about leaving a legacy for their children, they have several choices. In the current environment there is a high probability the earmarked asset is an IRA account. With the passing of the SECURE Act, that could pose a problem. Here’s why:

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    Tags: IUL (indexed universal life insurance), Inherited IRAs, best sales techniques

    How Do You Define the Value of Financial Advice for a Naysayer?

    Posted by Mark Triplett, CEO of Triplett-Westendorf Financial Group on Wed, Jan 29, 2020 @ 12:00 PM

    For every delighted client you have, there are plenty of consumers out there who will never seek financial advice because it’s just not on their radar and there are others who actively avoid financial help. And then you have those who go out of their way to put down the services those in our industry provide... 

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    Tags: coaching, best sales techniques

    3 Negative Beliefs Many Prospects Have About Financial Professionals

    Posted by Partners Advantage on Wed, Sep 06, 2017 @ 12:00 PM

    Since the industrial revolution, traditional selling has been trained and practiced by almost every industry and business model known to mankind. It appears many of us have been taught to sell in a very similar way, but this traditional sales approach has begun to present some serious problems.

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    Tags: prospecting, sales techniques, best sales techniques

    How to Present Concepts to Prospects Who are Interested in Details

    Posted by Partners Advantage on Thu, Jan 19, 2017 @ 05:53 PM

    For many years the approach to conveying a specific or broad topic was done by what is called a concept presentation. This approach gave the presenter the ability to discuss or highlight a specific product feature or planning technique without going into specific details. Now clients are looking for detailed information on their own before visiting with a financial advisor.

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    Tags: prospecting, sales techniques, best sales techniques

    FOR PRODUCER USE ONLY. NOT FOR USE WITH CLIENTS.

    This content is for informational and educational purposes only and is not designed, or intended, to be applicable to any person's individual circumstances. It should not be considered as investment advice, nor does it constitute a recommendation that anyone engage in (or refrain from) a particular course of action.