Welcome to LIFE&Health Advisor onLine
The advisor's source for
Insurance, Investment & Income Planning
A diverse market requires more than a cookie cutter approach
by Herb Daroff, JD, CFP
For many years, financial planners focused their attention primarily on the contribution and accumulation phases of wealth management. Today, as more and more boomers are already enjoying retirement or are anticipating retirement, our focus has shifted to the distribution phase.
Attitudes, behaviors and preparedness in the cultural markets
Good prospecting requires translating your message accurately
by Fabian Gonzalez
Insurance producers are keenly aware that the financial landscape is in rapid flux, with the retiring Baby Boom, the sluggish economy and seesawing markets making the future seem uncertain. Yet there is one absolute certainty in America's future that offers hope: the multicultural population is expanding and with it comes the chance for producers to take focused action and seize an historic opportunity.
Emerging minority markets
We all smile the same
by Marcus T. Henderson, Sr. LUTCF
The United States is resplendent with multicultural markets and many untapped opportunities. To break into these markets you need to be open to everyone who walks in your door, because in many cases, the majority is becoming the minority.
Defining your career
What value do you bring to your clients?
by Michael Kalen
Remember high school? Labels abounded. Were you a jock, a brain or a musician? Whatever your 'label' was, I bet you were more than that and as you grew into your many talents you became very successful. Our industry puts labels on financial professionals as well.
Are you growing your practice...
...or just running it?
by Mark Sullivan
There's more to growing a financial services practice than just attracting and servicing clients. It's about making sure that you are focused in the right productive areas so that you are always poised for change... and growth. You have to ask yourself, 'Are You Growing Your Business, or Running Your Business?'
Building an annuity that meets today's demands... and tomorrow's needs
Navigating a persistent low interest environment
by Daniel Kruse
With the consumer price index up only 2.9 percent in 2011, inflation still might seem hard to imagine. Even though the index rose .4 percent in February (translating into an annual rate of 4.8 percent) the Fed clearly believes it will be a while before the economy takes off.
Voluntary Benefits: Bucking the trend
Choices made when times are tough can come back to haunt you
by Barbara Howe
According to LIMRA, the trade group for insurance and financial services companies, more than 57 percent of U.S. employers now offer voluntary benefits to their employees, and the market for voluntary benefits has remained steady for the past four years despite the down economy.
Approaching the LGBT market
Since when is $5 billion considered a niche?
by Joey Amato
The lesbian, gay, bi-sexual and trans-gender consumer, commonly referred to as LGBT, is one of the most lucrative markets in the United States, yet many companies large and small find it difficult or somewhat impossible to reach them. In the past decade, diversity outreach has mainly focused on the Hispanic and African American markets, with the LGBT demographic being vastly overlooked.
by Carolyn S. Ellis, features editor.
Brad Elman, CLU, founder of Nine Dots Benefits in Los Altos, California, is a 19-year MDRT member with nine Court of the Table qualifications. He is a second generation life and health insurance agent. His practice, based in the heart of Silicon Valley, focuses on helping closely held businesses with their employee and executive benefits. Elman is an active community volunteer, especially with special needs children. We spoke with Brad about how MDRT maintains its relevance today.