Page 139 – The Senior Market Page 143 – Risk & the Senior Client Page 147 – Pre-Retirement vs. Post-Retirement Planning Page 153 – Financial Concerns Page 155 – Social Security Page 157 – Retirement Plan Distributions Page 159 – Investing Retirement Assets Page 161 – Insurance Concerns Page 161 – Health Page 168 – Long-Term Care Page 170 – Estate Planning Page 175 – Selling to the Senior Market Page 175 – Product Complexity Page 178 – The Issue of Buyer Competence Page 178 – The recognition of indicators that a prospective insured may lack the short-term memory or judgment to knowingly purchase an insurance product. Page 179 – California Civil Code § 38 & 39 Page 180 – Unique Ethics & Compliance Issues
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