Niche Markets

Some markets have specific needs, whether it’s a particular age or cultural demographic group or a client type such as small-business owners. This area will help you understand these needs and how to sell to these particular groups.

Affluent Clients

Speak the Language of the Affluent
Derrick Kinney
These five scripts will help you get the conversation started with your affluent prospects and clients.

Those Lucky Seven
Matt Oechsli
Only 7 percent of advisors net 10 or more affluent clients a year—is that success really a matter of luck?

Creating an Image of Success
Howard B. Cowan, CLU, ChFC
So, you want to tap into the affluent market? You’ve got to invest in

Attracting the Affluent
Matt Oechsli
Want to grow your business by 50 percent? Then it's time to put a plan in place.

Seven Truths About Affluent Clients
Matt Oechsli
High-net-worth clients know what they want. Make sure you know what that is.

Affluent Selling
Lucretia DiSanto Jones
Do you know the 12 commandments of selling to affluent clients and prospects?

 

Baby Boomers

To Boomers’ Health
Ron Mastrogiovanni
Accurate projections of health-care costs are critical for your clients’ retirement planning.

Untying the Knot
Barbara Shapiro, CFP, CFS, CDFA and Luis Gomez
Divorce financial analysis will help divorcees determine goals and cash-flow needs.

The Pension Protection Act
Peter A. Radloff, J.D., CRC
Discover the many opportunities it offers for annuity sales.

I Am Your Boomer Prospect
Jeffrey Dobkin
Use this six-step prospecting technique to reach that leading edge of Baby Boomers who aren’t ready for retirement.

The New Face of Retirement
Lisa Wahlgren
Understand what your new role will be as Boomers approach—and redefine—retirement.

Bust for the Boomers?
David F. Woods, CLU, ChFC, LUTCF, NAIFA CEO
What we're learning about Boomers' preparedness for retirement is alarming—and a huge opportunity.

Choose Your Words Carefully
Lucretia DiSanto Jones
Reframing a planning conversation can alleviate client discomfort and pave the way for dialogue.

Net Unrealized Appreciation
Gregory B. Gagne, ChFC
Gain new business by providing this benefit to your Baby Boomer clients.

Selling Life to Boomers
Lucretia DiSanto Jones
When working with Baby Boomers, determine the coverage they need, then decide on the product.

The Big Squeeze
Lucretia DiSanto Jones
Your Boomer clients don't have to choose between saving for retirement and saving for a child's college education.

The Boomers Are Giving!
Doris Rubenstein
They are on track to becoming the largest generation of philanthropists ever.

What Boomers Want
Helen Thompson
They want protection and accumulation products that offer a tax-advantage retirement income.

 

Demographic Groups

Building Your Practice by Reaching Diverse Markets
Lisa Singh
Just because you don’t belong to a particular minority group doesn’t mean you can’t prosper in that marketplace. Several advisors show you how to tap into and flourish in diverse markets.

Don’t Do What Comes Naturally
Kamal N. Daya, CLU, CFP, ChFC
If you want to grow your business, try exploring nontraditional markets.

A Matter of Education
By Lucretia DiSanto Jones
Reframing a planning conversation can alleviate client discomfort and pave the way for dialogue.

Catching Up
Lucretia DiSanto Jones
While Hispanics are not saving adequately now, they can catch up.

Reaching Diverse Markets
Lynn Vincent
Success will be yours if you develop a keen understanding of both broadly applicable principles and cultural specifics.

Ready for Advice
Lucretia DiSanto Jones
The African-American marketplace increasingly offers great potential for advisors.

 

 

Seniors

Your Elderly Client
Richard J. Gladney
Showing respect and genuine care opens the window to satisfaction and opportunity for you and your clients.

Choose Your Words Carefully
Lucretia DiSanto Jones
Reframing a planning conversation can alleviate client discomfort and pave the way for dialogue.

Financial Life Planning for Seniors
Richard Dulisse
It isn't about having all the answers; it's about asking the right questions.

Prospecting to Seniors
Matt Fiamengo, CLU, LUTCF, RHU
Know the market you want to sell to so you can give them the information they need.

Revealing Questions
Lucretia DiSanto Jones
Here are some questions to ask seniors considering an annuity purchase.

Selling to Seniors
D. Douglas Graham
Patience and understanding seniors' three important needs is key.

Senior Bonds
Lucretia DiSanto Jones
Showing seniors the value of their savings bonds opens doors.

Talking to Seniors
Lucretia DiSanto Jones
Take away an elderly person's feeling that he is in control, and you lose a prospect.

Winning in the Senior Market
D. Douglas Graham
You need lots of patience and a keen understanding of your prospects' needs and wants.

 

Business Owners

Your Best Prospect
Jim Dorschel, LUTCF
He’s right at your fingertips, in your client file, and his name is Mr. Business Owner.

IRAs, SIMPLEs or Safe Harbor?
Patrick Ungashick, ChFC, CLU
Find out which retirement plan is best for your business-owner client.

Doing Worksite Right
Lynn Vincent
Find out the steps you need to take to scale the peaks, avoid the pitfalls and reap the many financial rewards that worksite marketing offers.

Protecting a Fiduciary Who Sells a Business
John J. Scroggin, J.D., L.L.M, AEP
Understand the risks and rewards of selling a business so that your clients don’t get hit with a nasty surprise.

Business Succession Strategies
Janet C. Arrowood
Don't let your small-business-owner clients become a statistic; now is the time to help them plan for the transition.

Buy/Sell Basics
Glenn Stevick, CLU, ChFC, LUTCF
Learn what plans your clients can put in place, and which plan to choose.

Long-Term Care Insurance Deductibility
Walter S. Bristow III, J.D., CLU, ChFC
Here are answers to questions your clients might find confusing.

Preretirement Death Benefits
Kirk Okumura
Learn the rules, including taxation, so you can help business-owner clients with this planning technique.

 

 

GENERATION X/Y

Securing the Next Generation
Brian T. Jones
For years, you’ve asked your clients how their children are doing; it’s time to turn this friendly chitchat into a serious dialogue.

 

 

Women

Untying the Knot
Barbara Shapiro, CFP, CFS, CDFA and Luis Gomez
Divorce financial analysis will help divorcees determine goals and cash-flow needs.

Dealing With Divorcing Clients
Helen Thompson
Make your clients’ lives easier by being there for them during this difficult transition.

Cultivating Women as Clients
Lisa Singh
Save time and tap into the women’s market with this six-step seminar approach.

Show Her You Care
Lisa Singh
Shorten the sales process with women using these seven steps.

Preparing Women
Lucretia DiSanto Jones
Advisors should make key financial suggestions to their female clients.

Women and LTCI
Lori Crowley Blackmar
Positioned as an investment, LTCI will be attractive to women.