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November 5, 2012
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News covering the insurance and financial advising industry

  Top Story 
  • Commentary: Advisers can help prevent financial abuse of clients
    Maintaining communication with an elderly client's accountant, lawyer and other consultants is one way for financial advisers to head off potential financial abuse before it happens, estate planner Martin Shenkman writes. The resulting professional fees are low compared with the expense of challenging fraudulent activity, he writes. He also recommends developing checks and balances, such as providing monthly statements to the accountant or a trustworthy family member of a client. Financial Planning (11/2012) LinkedInFacebookTwitterEmail this Story
  Industry News 
  • Moody's: Life insurance industry's credit outlook is positive
    Additional capital requirements for U.S. life insurance carriers have led Moody's Investors Service to deem the industry's credit outlook as positive. "However, the additional capital requirements will increase the amount of capital for insurers to hold [residential mortgage-backed securities and commercial mortgage-backed securities] relative to other investments," Moody's said. "... That increase may discourage insurers from maintaining existing holdings in these asset classes and from making future purchases." National Underwriter Life & Health (11/2) LinkedInFacebookTwitterEmail this Story
  Investment Trends 
  Policy Watch 
  • Conflict concerns are cited in acquisition of IT contractor
    Health insurance industry insiders say they are concerned about potential conflicts of interest from the acquisition of a company hired to design information technology for the federal health insurance exchange. Sen. Orrin Hatch, R-Utah, has asked Health and Human Services Secretary Kathleen Sebelius for details on contractors working to set up the insurance marketplace. The Hill/Healthwatch blog (11/3) LinkedInFacebookTwitterEmail this Story
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Top five news stories selected by NAIFA SmartBrief readers in the past week.

  • Results based on number of times each story was clicked by readers.
  Building Your Business 
  • Client appreciation events 101
    Client appreciation events should not be seen as a marketing opportunity. Rather, tuck your business cards away and use a gathering to show your appreciation and strengthen the bond between client and producer. Plan an event to be personal rather than extravagant. Learn to work the room during client appreciation events, introduce people to one another and engage in conversations that don't center on you or your work. National Underwriter Life & Health (11/1) LinkedInFacebookTwitterEmail this Story
  • Form a connection before presenting your pitch
    Salespeople often hear the words "Tell me about your company" when they meet with prospects. That's not an invitation to immediately start a sales pitch, advises Kelley Robertson. The appropriate answer would instead address how you may be able to help the prospect solve a problem. Be sure to engage prospects in a discussion about their situation and to listen carefully, gaining their interest and attention with your sincerity, before proceeding with a sales pitch. National Underwriter Life & Health (11/1) LinkedInFacebookTwitterEmail this Story
  • Other News
  NAIFA News 
  • Enroll in the UPS Savings Program for a chance to win a VIP experience
    NAIFA has teamed up with UPS, an official corporate sponsor of the Southeastern Conference and Big Ten Conference, to offer members a chance to win an incredible VIP game weekend experience. Here's how it works. Sign up for the UPS Savings Program, a member benefit brought to you by NAIFA, by Nov. 15, 2012, and receive one entry into the sweepstakes. See the official rules. LinkedInFacebookTwitterEmail this Story
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