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February 28, 2013
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News covering the insurance and financial advising industry

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Quarterly Small Business Leadership Report
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  Industry News 
  • Exec: Annuities can cover retirees' varying needs
    "Laddering" annuities can give clients the resources to meet their changing financial needs over the course of retirement, writes Douglas Dubitsky of The Guardian Life Insurance Company of America. "[B]uying variable or fixed products that produce income in stages makes it possible for your clients to create a tailored rising income stream" as they age and become less independent, he writes. Financial Advisor online (2/27) LinkedInFacebookTwitterEmail this Story
  • College-savings ambitions threaten parents' retirement plans
    Parents increasingly are risking their financial futures in order to help pay for their children's college tuition, a report from Sallie Mae says. The student-loan provider found that one-third of people who are saving for retirement expect to raid that fund to help pay for their children's college costs. In addition to risking their retirement, parents making that move can reduce their financial-aid eligibility for the next year, one expert says. CNBC (2/26) LinkedInFacebookTwitterEmail this Story
  • Tips for working with busy business owners
    Business owners can be challenging as clients, with little time to meet with a financial adviser and little extra income to pay for planning, planner Gordon Bernhardt says. Bernhardt says he starts on a fee basis, but eventually works with clients to develop a plan by which they can pass their mature business along to family members and pursue other priorities in retirement. (2/26) LinkedInFacebookTwitterEmail this Story
  • Other News
  Policy Watch 
  • Medical experts urge Senate to avoid major Medicare cuts
    The best way to trim Medicare expenses would be a systemwide effort to "reduce unnecessary utilization" and enhance coordination of care, medical experts told a Senate committee. Most Medicare recipients already pay considerable out-of-pocket expenses, and the majority of Americans surveyed by the Kaiser Family Foundation don't support cuts to Medicare as part of deficit reduction, the foundation's Juliette Cubanski said. National Underwriter Life & Health (2/27) LinkedInFacebookTwitterEmail this Story
  • Other News
  Building Your Business 
  • When friends want a discount on advice
    Many advisers say they struggle with being asked to discount their services to friends, family and key clients, but it's essential to clearly set boundaries on the practice, writes Mark Tibergien, CEO of Pershing Advisor Solutions. "Haggling devalues what you do and undermines what you have determined to be fair and reasonable," he writes. "For those who pull the 'friend card,' just bear in mind that unless they have demonstrated equal generosity or kindness in some form, they are not behaving as true friends." Investment Advisor (3/2013) LinkedInFacebookTwitterEmail this Story
  • How advisers can make the most of Twitter
    Twitter offers financial advisers an effective way to increase their visibility, establish their credentials and connect with prospects and clients, writes Robert Sofia. He offers tips for making the most of the social-networking platform, such as how to attract qualified followers and share the most effective information. Platinum blog (2/27) LinkedInFacebookTwitterEmail this Story
  NAIFA News 
  • Hoopis Advisor Network for NAIFA
    The Hoopis Advisor Network for NAIFA is an online multimedia learning and training resource that features content from top producers and experts in the financial-services industry, including sales skills, marketing, product knowledge, practice management and motivation. This innovative delivery system is designed to increase productivity in the most cost effective, time-efficient method possible. Members receive 24/7 unlimited access and a 25% discount. Learn more. LinkedInFacebookTwitterEmail this Story
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The first human who hurled an insult instead of a stone was the founder of civilization."
--Sigmund Freud,
Austrian physician and founder of psychoanalysis

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