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November 26, 2012
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News covering the insurance and financial advising industry

  Top Story 
  • Holidays serve up the opportunity to court new clients
    The Thanksgiving holiday weekend provided an opportunity for financial advisers to put themselves foremost in clients' minds and to share their expertise with family and friends, experts say. Holidays provide an opening to discuss concerns such as possible tax changes in the coming year and to gain clients, experts say. But "you don't want to come off as overtly begging," so hard-sell tactics should be avoided, says Bob Patrick of Raymond James Financial. The Wall Street Journal (11/23) LinkedInFacebookTwitterEmail this Story
  Industry News 
  • FINRA again pursues regulation of financial advisers
    The Financial Industry Regulatory Authority has kicked off another campaign to take over supervision of financial advisers from the Securities and Exchange Commission. Thomas Selman, FINRA's executive vice president of regulatory policy, argued at a recent industry conference that the organization is the best one to regulate advisers. Reuters (11/21) LinkedInFacebookTwitterEmail this Story
  • Study explores connection between insurance and health
    Research from Johns Hopkins University found that among brain surgery patients, those without insurance coverage had a higher mortality rate than those who had private insurance. "If you have some type of insurance, you're going to do better," said lead researcher and physician Alfredo QuiƱones-Hinojosa. Previous studies have suggested insurance status may be linked to a patient's overall health and access to medical care. Kaiser Health News (11/20) LinkedInFacebookTwitterEmail this Story
  • 3 prospecting tactics help build a retirement-plan practice
    Financial advisers who want to build a retirement-plan practice would do well to follow three basic prospecting steps, Ric Lager writes. He recommends beginning with a list of prospects from professional firms and Fortune 500 companies that will lend themselves to a word-of-mouth approach. The next step is to become an expert on plan offerings by gathering the company retirement-plan menus of key clients, he writes. Finally, he suggests developing a list of clients' friends and other contacts. AdvisorOne (11/21) LinkedInFacebookTwitterEmail this Story
 
  • Other News
  Investment Trends 
  • MassMutual: Younger workers flocking to 401(k) plans
    About 55% of the workers participating in MassMutual retirement plans are 47 or younger, partly reflecting the company's sales in that demographic and partly reflecting an influx of younger people into the workforce, the company said. Other findings: 61% of plan assets are held by older workers, and hardship loans have fallen to their lowest point in four years. AdvisorOne (11/21) LinkedInFacebookTwitterEmail this Story
  Policy Watch 
  • Preparing for the 3.8% tax on investment income
    A 3.8% tax on investment income will take effect in 2013. Advisers say many clients aren't taking action to prepare for the tax, which Congress adopted in 2010 as part of the Affordable Care Act. Advice on the right approach for preparing for the tax varies among advisers. AdvisorOne (11/20) LinkedInFacebookTwitterEmail this Story
  • Increased Medicare competition is an option amid "fiscal cliff" talks
    Changes to Medicare, including the possibility of expanding competition in the system, are likely to be part of congressional discussions on the "fiscal cliff," according to this article. The Center for American Progress, for example, recently proposed a bidding process for companies that offer Medicare Advantage plans and for those that make equipment used under Medicare. National Journal (11/25) LinkedInFacebookTwitterEmail this Story
  Hot Topics 

Top five news stories selected by NAIFA SmartBrief readers in the past week.

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  Building Your Business 
  • How to make cold calling more effective
    Cold calling is still relevant, but it should be used as part of a broader strategy, Jill Konrath writes. Begin with research to ensure you understand a prospect's concerns, create targeted outreach based on those concerns and take advantage of other media such as e-mails to get the message across. National Underwriter Life & Health (11/20) LinkedInFacebookTwitterEmail this Story
  NAIFA News 
  • Mining for sales
    If your disability income sales are not coming in as fast as you would like them to, don't despair. The following idea by Ryan Petersen with Petersen International Underwriters will help you get more of your existing clients to sign on the dotted line. "We often hear of people talking about prospecting ideas, but at Petersen International Underwriters, we like to discuss mining ideas -- mining for sales," Petersen writes. Read more on the Advisor Today blog. LinkedInFacebookTwitterEmail this Story
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  SmartQuote 
The most exhausting thing in life is being insincere."
--Anne Morrow Lindbergh,
American author and aviator


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