Advisor Today - November/December 2016 - 4

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departments
PRACTICE SPECIALTIES
MANAGING YOUR PRACTICE
13 I Love My Job, But I Don't Want to
Do it Forever!
Before you make your move, gradually
transition your clients to another advisor or
they might take their business elsewhere.
-Bryce Sanders
14 Building a Practice You Love
The key is to find a product or market you
love and work exclusively in it.
-Brad Elman
15 The New American Dream
Happiness and security are now valued
more considerably than wealth, opportunity
and moving up in one's social class.
-Ayo Mseka
21 Leveraging the Power of
Study Groups
Here is how to get the most from study
groups, which can help your advisors take
their practices to the next level of success.
-Robert Faingold

in every issue
8

FROM THE EDITOR

10

VIEWPOINT

11

NEW PRODUCTS

45

NAIFA GOVERNMENT RELATIONS

47

ADVERTISER INDEX

48

BACK PAGE

4 ADVISOR TODAY | November/December 2016

PRACTICE SPECIALTIES
FINANCIAL PLANNING
16 A New View of Retirement
Enrich the lives of your clients who are
55 years old and over by helping them see
retirement as a time for recess.
-Steve Decker
17 College Education Funding:
Helping Clients Evaluate What's Best
Work with your clients and help them
determine how to pay for the "right" college
for their children.
-James Mahaney
19 Portfolio Allocations for New
Market Conditions
The use of alternative strategies can help
investors ride the wave and minimize losses
in the long term.
-David Miller

Call for Nominations
for the
2017 JNR Memorial
Award
Help NAIFA honor its best
and brightest by nominating
outstanding members for the
2017 John Newton Russell
Memorial Award. To nominate a
NAIFA member, visit www.naifa.
org, click on the John Newton
Russell Memorial Award box and
fill out the form. You can also
complete the form on page 22
and mail it to the address listed
on the form.

PRODUCT SPOTLIGHT
CRITICAL ILLNESS INSURANCE
24 An Interview with MassMutual's
James Ocampo on Critical Illness
Insurance
-Ayo Mseka
LTCI
26 Start with "Why"
In selling long-term-care insurance, start
with why, since clients do business with you
because of why you do your job as an agent.
-Deb Newman
28 Best Practices for Selling
Group LTCI
Help your clients execute a successful
enrollment strategy by encouraging them to
emphasize the value of buying LTCI at the
workplace.
-Brian Harrington
DI INSURANCE
30 From Yes to Success
Here are six ways to ensure that your next
IDI application sails through underwriting.
-Sue Schweitzer

SALES AND MARKETING
46 4 Ways to Build an Effective Email
Marketing System
Use an email service provider, segment
your lists, determine the frequency of your
communication and use reporting tools
strategically.
-Toni Harris Taylor


http://www.naifa.org http://www.naifa.org

Advisor Today - November/December 2016

Table of Contents for the Digital Edition of Advisor Today - November/December 2016

FROM THE EDITOR
VIEWPOINT
NEW PRODUCTS
I Love My Job, But I Don’t Want to Do it Forever!
Building a Practice You Love
The New American Dream
A New View of Retirement
College Education Funding: Helping Clients Evaluate What’s Best
Portfolio Allocations for New Market Conditions
Leveraging the Power of Study Groups
An Interview with MassMutual’s James Ocampo on Critical Illness Insurance
Start with “Why”
Best Practices for Selling Group LTCI
From Yes to Success
Meet NAIFA’s New President
NAIFA’s 2016 Performance + Purpose Conference
NAIFA GOVERNMENT RELATIONS
4 Ways to Build an Effective Email Marketing System
ADVERTISER INDEX
BACK PAGE
Advisor Today - November/December 2016 - cover1
Advisor Today - November/December 2016 - cover2
Advisor Today - November/December 2016 - 1
Advisor Today - November/December 2016 - 2
Advisor Today - November/December 2016 - 3
Advisor Today - November/December 2016 - 4
Advisor Today - November/December 2016 - 5
Advisor Today - November/December 2016 - 6
Advisor Today - November/December 2016 - 7
Advisor Today - November/December 2016 - FROM THE EDITOR
Advisor Today - November/December 2016 - 9
Advisor Today - November/December 2016 - VIEWPOINT
Advisor Today - November/December 2016 - NEW PRODUCTS
Advisor Today - November/December 2016 - 12
Advisor Today - November/December 2016 - I Love My Job, But I Don’t Want to Do it Forever!
Advisor Today - November/December 2016 - Building a Practice You Love
Advisor Today - November/December 2016 - The New American Dream
Advisor Today - November/December 2016 - A New View of Retirement
Advisor Today - November/December 2016 - College Education Funding: Helping Clients Evaluate What’s Best
Advisor Today - November/December 2016 - 18
Advisor Today - November/December 2016 - Portfolio Allocations for New Market Conditions
Advisor Today - November/December 2016 - 20
Advisor Today - November/December 2016 - Leveraging the Power of Study Groups
Advisor Today - November/December 2016 - 22
Advisor Today - November/December 2016 - 23
Advisor Today - November/December 2016 - An Interview with MassMutual’s James Ocampo on Critical Illness Insurance
Advisor Today - November/December 2016 - 25
Advisor Today - November/December 2016 - Start with “Why”
Advisor Today - November/December 2016 - 27
Advisor Today - November/December 2016 - Best Practices for Selling Group LTCI
Advisor Today - November/December 2016 - 29
Advisor Today - November/December 2016 - From Yes to Success
Advisor Today - November/December 2016 - 31
Advisor Today - November/December 2016 - Meet NAIFA’s New President
Advisor Today - November/December 2016 - 33
Advisor Today - November/December 2016 - 34
Advisor Today - November/December 2016 - 35
Advisor Today - November/December 2016 - 36
Advisor Today - November/December 2016 - 37
Advisor Today - November/December 2016 - NAIFA’s 2016 Performance + Purpose Conference
Advisor Today - November/December 2016 - 39
Advisor Today - November/December 2016 - 40
Advisor Today - November/December 2016 - 41
Advisor Today - November/December 2016 - 42
Advisor Today - November/December 2016 - 43
Advisor Today - November/December 2016 - 44
Advisor Today - November/December 2016 - NAIFA GOVERNMENT RELATIONS
Advisor Today - November/December 2016 - 4 Ways to Build an Effective Email Marketing System
Advisor Today - November/December 2016 - ADVERTISER INDEX
Advisor Today - November/December 2016 - BACK PAGE
Advisor Today - November/December 2016 - cover3
Advisor Today - November/December 2016 - cover4
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