Advisor Today’s Podcast Series: Building a More Successful Practice

Make the most of your morning commute by listening to Advisor Today’s Podcast Series: Building a More Successful Practice. Learn how to attract high-quality prospects, target niche markets, create exceptional value and deliver the type of service that will wow your clients.

FOR QUICK ACCESS: Simply visit www.AdvisorToday.com, click the “download” button above “Past Podcasts & Subscribe,” and the podcast will start playing.

DOWNLOAD INSTRUCTIONS:

It’s also easy and convenient to use a podcast application, such as iTunes, to subscribe to our podcasts. Once you subscribe, the podcasts are automatically downloaded to your computer or mobile device as they become available. If you don’t already have iTunes, download it for free at https://www.apple.com/itunes. Then, complete the following steps from your computer or mobile device:

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32 Meet NAIFA’s New President

Paul Dougherty’s dedication to the profession and exemplary leadership skills will come in handy as he leads NAIFA toward a bright and prosperous future.

–Ayo Mseka

Feature

38 NAIFA’s 2016 Performance + Purpose Conference

If you weren’t in Las Vegas for this year’s NAIFA Performance + Purpose Conference, you missed a great event. Here are a few highlights of this important meeting.

–Ayo Mseka

MANAGING YOUR PRACTICE

13 I Love My Job, But I Don’t Want to Do it Forever!

Before you make your move, gradually transition your clients to another advisor or they might take their business elsewhere.

–Bryce Sanders

14 Building a Practice You Love

The key is to find a product or market you love and work exclusively in it.

–Brad Elman

15 The New American Dream Happiness and security are now valued more considerably than wealth, opportunity and moving up in one’s social class.

–Ayo Mseka

21 Leveraging the Power of Study Groups

Here is how to get the most from study groups, which can help your advisors take their practices to the next level of success.

–Robert Faingold

FINANCIAL PLANNING

16 A New View of Retirement

Enrich the lives of your clients who are 55 years old and over by helping them see retirement as a time for recess.

–Steve Decker

17 College Education Funding: Helping Clients Evaluate What’s Best Work with your clients and help them determine how to pay for the “right” college for their children.

–James Mahaney

19 Portfolio Allocations for New Market Conditions

The use of alternative strategies can help investors ride the wave and minimize losses in the long term.

–David Miller

Call for Nominations for the 2017 JNR Memorial Award

Help NAIFA honor its best and brightest by nominating outstanding members for the 2017 John Newton Russell Memorial Award. To nominate a NAIFA member, visit www.naifa. org, click on the John Newton Russell Memorial Award box and fill out the form. You can also complete the form on page 22 and mail it to the address listed on the form.

CRITICAL ILLNESS INSURANCE

24 An Interview with MassMutual’s James Ocampo on Critical Illness Insurance

–Ayo Mseka

LTCI

26 Start with “Why”

In selling long-term-care insurance, start with why, since clients do business with you because of why you do your job as an agent.

–Deb Newman

28 Best Practices for Selling Group LTCI

Help your clients execute a successful enrollment strategy by encouraging them to emphasize the value of buying LTCI at the workplace.

–Brian Harrington

DI INSURANCE

30 From Yes to Success

Here are six ways to ensure that your next IDI application sails through underwriting. –Sue Schweitzer

Sales And Marketing

46 4 Ways to Build an Effective Email Marketing System

Use an email service provider, segment your lists, determine the frequency of your communication and use reporting tools strategically.

–Toni Harris Taylor