Get to know the
Kotlikoff, Ed Slott, Tom
Hegna, John Mauldin
and Martin Weiss, if
you don’t already.
This is the final part of a series where I have been providing tools and resources that agents can depend on to enhance
the services they provide.
Please keep in mind that you do not want to
overwhelm prospects and clients by overloading them with information. Too much information will lead to uncertainty and inaction,
because people end up doing nothing for fear
of making an error.
Instead, the most beneficial use of these
sites is using them to formulate and then ask
powerful questions about your prospects and
their families, businesses and futures. questions help people organize their thinking so
they can make excellent decisions. Answering
questions allows them to consider the potential consequences of taking or not taking action, as they work through their own process
of discovery. Let your prospects arrive at their
own answers and uncover their own solutions.
Asking questions is not threatening, and this
process is not adversarial. You are helping them
to understand why they would want to buy our
products, rather than “selling” them something.
As a result, the process becomes easier and
infinitely more successful. Please ask questions!
Here are additional resources that I know
you will find indispensable for helping prospects and clients. I will share 15 resources,
and the first five are particularly essential to a
successful practice in the years ahead.
1. Professor Laurence Kotlikoff:
Professor Kotlikoff is one of the foremost
experts on Social Security. I share copies of his
book “Get What’s Yours” with prospects and
clients who are approaching the age for Social
Security benefits. He is also an expert on the
unfunded liabilities of pensions and health care
in the United States. He calls this the “fiscal
gap” and he believes it exceeds $200 trillion.
Here is a great question to ask: What is the
best age to take Social Security and shouldn’t
you know before you take the benefit?
2. ed Slott: www.irahelp.com
ed Slott is considered the IRA guru by many
sources. He proclaims that the number one
benefit in the Internal Revenue Tax Code is the
tax-free buildup inside cash value life insurance.
ed suggests that you ask: “If taxes will be higher
in the future, why not pay taxes now and put
money into financial vehicles that will never
have income tax liability again?”
3. Tom Hegna: www.tomhegna.com
Tom Hegna’s magnificent contribution to
our industry is simple: He teaches all of us
building guaranteed lifetime income is more
important than merely building wealth. Ask:
would you rather be rich, or would you rather
have a guarantee that you will never be poor?
4. John Mauldin: www.mauldineconomics.com
John Mauldin provides a free newsletter
called “Thoughts from the Frontline” that helps
readers easily understand complex economic is-
sues. His benefit is vitally important because he
shows how much tax revenue will be needed to
cover expenditures of government and industry.
5. Martin Weiss: www.weissinc.com
Martin Weiss is comparable to an actuary con-
cerning information about government, banks,
insurance companies and Wall Street. The
only thing that matters to his organization are
mathematical and economic facts. His website
provides important and accurate information.
Here are 10 more resources for you to consider:
6. Institute For Truth in Accounting:
7. Life Happens: www.lifehappens.org
8. Shadow Government Statistics:
9. Congressional Budget office: www.cbo.gov
10. Social Security Administration: www.ssa.gov
11. Inflation Data: www.inflationdata.com
12. employee Benefit Research Institute:
13. Peter G. Peterson Foundation:
14. U.S. Census Bureau: www.census.gov
With this and the previous two articles, you
have the resources to help almost everyone you
speak to. I know you will make a difference.