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I probably sound like a squeaky wheel when I introduce questions of credibility. The thing is, I've been working in the financial/insurance industry since about 1986 and over all those […]
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If you read my column, you know by now that I focus intensely on the psychology of credibility and business relationships. In that vein, we're writing a new book […]
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Imagine that you are doing an annual review for a client who has planned long and well for retirement. This client is expecting to retire in five or six years. As […]
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What could Social Media possibly have to do with the economy and your business? Pay attention because the answer is enormously important: It is the perfect solution for right now. If […]
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For two decades, the U.S. retirement plan industry rode the momentum of a huge 401(k) wave. Now, it feels as if the wave has come crashing down. The frustration that employers […]
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Healthcare reform has become one of the most controversial and confusing issues of modern times. Even your best friends may not agree with your views. As the turf keeps shifting in […]
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Over the years, I've performed a rather rare service – a psychological analysis of marketing material. Doesn't it make sense? After all, your marketing is a written representation […]
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I have an old (eccentric) friend who runs a contrarian website. Surprising to me, it's grown in popularity so that it now attracts millions of visitors each month. Why is […]
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Rethinking Tax Deferral
Written by Rich White | Wednesday, July 01, 2009
For decades, tax-deferral has been one of the simplest and most powerful ideas advocated by financial professionals. It goes like this: "Why pay income tax now on money you don't need […]
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This article is an expanded excerpt from my new eBook Words That Sell. If you like what you see here, you'll go bonkers for the real thing. I've spent about 25 […]
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NOTE: I wrote my first marketing piece in 1979 for the Dallas Playboy Club. Ever since then, I've focused on the psychology that connects the offer to the reader. That […]
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It's no joke. Simplifi LLC is the firm introducing this "upgrade" to the financial services industry. It seems that they have figured out how to have a cartoon […]
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Author's Note: Many leading financial advisors and a growing number of investors are accepting the fact that we have entered a new era – one that may include below-average U.S. […]
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Author's Note:Many leading financial advisors and a growing number of investors are accepting the fact that we have entered a new era – one that may include below-average U.S. economic […]
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Part of the value in my articles is the research I share with you. Sometimes, these bits of wisdom […]
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Americans are skeptical, frightened, and unhappy with the insurance, financial and banking industries – and every person connected to them*. That's you. But why? Why are […]
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In your market area, thousands of people have bought variable annuities (VA) over the past decade. Many are hale and hearty retirees who plan to live a long time. But with […]
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Two months ago, the research organization LIMRA International surveyed 700 experienced financial advisors who work with individual clients. When asked about actions they have taken recently, 85% of the advisors […]
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Don't you agree: selling is easily the most important step in the business process. So, with that much responsibility, why do so many advisors continue to […]
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It seem as though every agency, advisory and branch in the country has gone beyond lean to the point of becoming anorexic. Still, we must compete, so we continue to […]
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Yours – Free!
Written by Michael Lovas | Saturday, November 01, 2008
NOTE: This morning I saw that Fidelity is about to lay off 4,000 people. Across America thousands of people are losing their jobs. To those people, […]
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In 1986, an article was published in TheFinancial Analysts Journal that changed the investment world. Three researchers – Gary P. Brinson, L. Randolph Hood, and Gilbert L. Beebower (collectively "BHB") […]
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Is it just us, or do all consultants have weird clients? I'm referring to the concerns and problems people come to us […]
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Can you relate to this? You're looking across your desk into the face of a couple who would be perfect clients […]
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Imagine that a client – a 42-year-old manager of a privately held company – calls you, concerned and seeking advice. He says: "I've been offered an opportunity to participate in […]
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