• March 2011

  • Cover Story

  • Navigating the Retirement Income Stream

    By Keith J. Weber

    How do you create distribution income for retiring or semi-retired clients? Here are the basic strategies for serving this growing market.

  • Columns

    • Producer Profile

  • Divine Production

    By Dave Lindorff

    A former divinity student gains financial converts through an educational approach to win their trust, but not their blind faith.

    • Outlook

  • Interchange Measure May Hurt Small Banks

    By Donna Borak and Stacy Kaper

    Nearly seven months after passing a bill that included a measure to limit interchange fees on debit cards, lawmakers were expressing buyer's remorse.

  • Departments

    • Production

  • Changing the Conversation

    By Tim Seifert

    Worried about high fees and complicated features? Here's a better approach to talking with clients about variable annuities.

  • The Planning Pyramid

    By Keith J. Weber

    In institutions where the mission, vision and values of the organization are typically set by upper management, how important is a sophisticated plan for each representative?

    • People

  • Long-Term Care Traps

    By Philip Davis

    If your clients are considering long-term-care insurance, you might steer them clear of the following typical mistakes.

    • Portfolio

  • Locking in Returns with Less Risk

    By Dave Lindorff

    Many of your clients are still shaking on the sidelines, which is typical behavior for small investors in prior post-recession bull markets. One investment manager has a possible solution for getting them back into the market.

  • In Every Issue

    • Branching Out

  • Capitol Budgets (Maryland)

  • Editor's Letter

  • Late-Life Crises

    Retirement planning is a big client draw. Especially since the recent recession. These days everyone wants to know when, if and how they can retire.

  • FrontLines

  • Annuities Set for 2011 Comeback

    Annuities sold through banks hit a rough patch last year, but 2011 looks brighter, as interest rates begin to rise and the Dow Jones Industrial Average continues to improve.

  • Rare Conversion Revives Bank and Credit Union Debate

    A new venture by Har-co Maryland Federal Credit Union, in Bel Air, promises to make enemies out of allies and attract a strange bedfellow: banks.

  • Bank Brokers Build on Recent Momentum

    Financial advisors at U.S. banks raked in an average of $27,809 in commission and fees in December, thanks mainly to widening spreads between fixed annuity and CD rates.

  • The Short Strange Story of Citi's Wealth Management

    Last month's sudden departure of Citi exec Deborah McWhinney raises questions for brokers, advisors, customers and the firm's executive management team as the company seeks to fill the void.