Larry Klein
Financial Services Marketing vs Sales Pitches - Industry Still Confused
Can't Such a Profitable Industry Do Better?
The financial services industry is unfortunately addicted to a product-focused orientation such that sales are minimized. It may...
Reflections on a “Unified” Fiduciary Duty
by John L. Olsen, CLU, ChFC, AEP
We hear a lot, lately, about the fact that some practitioners – Registered Investment Advisors and Advisory Associates...
The Secret of the 6 Item TO-DO List
Time Allocation
Time “management” IS ESSENTIALLY TIME ALLOCATION—doing the activities that matter the most as opposed to the activities that matter little. The visual representation...
The Right Newsletter
Why send a newsletter?
Because it will make you money and if done in the right way, you will be able to track exactly the...
Fixing Abysmal Sales Skills Part 2
Life Insurance Companies and Their Agents Don’t Know How to Sell Insurance
(and most sales professionals don't really know the definition of sales)
The problem of...
Fixing Abysmal Sales Skills, Part 1
The sales skills of people who sell are generally abysmal. They have been poorly trained by people who don’t know much about sales, who...
Why Baby Boomers Don’t Save for Retirement—It’s our Fault
You've seen all of the studies indicating why people don't or cannot save for retirement. They offer reasons such as the economy or unemployment...
Need for a Financial Advisor
Do I need a financial advisor?
A decade ago, while researching how seniors made their selection of a financial advisor, I warned that times were...
Are you a Hit-and-Run Agent or Advisor
Too many financial advisers and insurance agents use the hit-and-run methodology of client acquisition. These professionals employ some type of marketing system which could...
Top Financial Advisors Give Clients A Better Answer
Top Financial Advisors Give Clients A Better Answer Than “Just Be Patient.”
The bear market has taken its toll on many portfolios. And every day...