BSMG Blog: Protecting the Future of Families and Businesses

Since March 2009, the S&P 500 has gained 171%. Pretty impressive, right? But, as history has shown us when long-run bull markets end, the decline can be pretty dramatic. 

Be prepared to discuss everything

From mortgage to Medicare, life span to retirement income, potential retirees will have a wealth of questions. 

In today’s ultra-competitive financial planning marketplace, it takes more than a passion for cold calling and a pristine reputation for financial advisors to acquire new clients. 

Now more than ever before, Americans are pressed for time and have problems that need solving. In fact, it’s a safe bet that most of your prospects are facing critical life events for the first time and need your help.The tough part is... they might not even know it yet. It’s your job to spark interest with your prospects and get them to see that the grass is in fact greener on your side.

When we work with advisors at the POS we have found that these questions help open the eyes of potential clients to their need for planning and protection.

(1) Do you currently have a financial advisor?

Did you know that nearly half of American investors are worried about running out of money in retirement?

The concern here is absolutely warranted.  According to a recent study conducted by Jack VanDerhei of the Employee Benefits Research, 8% of people in the highest-income quartile will be out of money by their 20^th year of retirement (1).  It looks even worse for the second-highest at 19% and third-highest quartiles at 38%.

On 12/19 President Obama signed the 2014 tax extender bill (The Tax Increase Prevention Act).  It extends about 50 business and personal tax provisions for 2014. That is only for 2 more weeks! 

Think about your last client conversation around life insurance. What were you really focusing on – their remaining life or their death? Often times we see clients disengage in the life insurance conversation because it often focuses on their mortality rather than their remaining life or legacy. Shifting the conversation from death to life could make the difference in keeping your clients focused on their protection needs and legacy planning. Our expert Russ Towers presents some great opportunities for turning “death insurance” into life insurance in his past Advanced Sales Solution piece.

In today’s world, it’s really simple: Your clients want a retirement plan and they need your help to create one.

Did you know that: 67% of clients want a retirement plan but only 25% have them, AND 87% of clients who received a retirement income plan moved their assets to that advisor?