This is the third article in the Segmentation Series; we have discussed the process of segmenting your clients and referral sources, so you will know exactly on whom you should be focusing and on whom you should no longer be wasting time. The next step is to develop a service model specific to each segment to drive effective and efficient behavior leading to greater profitability. Once again let’s start with your referral sources.

The segmentation process rates and ranks clients and referral sources based upon positive characteristics associated with them and then places them into a category determined by the number of characteristics met; the categories could be defined as A, B, C and D, with A being your best. Start with your referral sources, as the level assigned to them will affect the ranking of your clients.

Segmentation is a practice that many successful companies incorporate with regard to their clients as well as to their referral sources. It directs the division of tasks and activity in a manner that drives efficiency, effectiveness and profitability by focusing on the company’s best relationships. By doing so these companies no longer waste time, resources or energy on those clients or referral sources that are essentially costing them money with no real upside. This is the first in a series o...

A key part of the retirement plan sales process is developing an effective sales pitch that displays your capabilities, demonstrates your client focus and differentiates your services from the competition. This guideline can help you assess the services you bring to the equation, and understand some key points plan sponsors are looking for.

Not so long ago in the history of the world, birthday greetings were delivered in-person, over the phone (which was attached to the wall), or via a printed card (usually mailed). I suppose a few people sent telegrams, but that was pretty much it.

Your website is a 24/7 billboard and it's either an asset or a liability. In other words, it supports your mission and goals or it doesn’t. How you engage and interact with clients and partners on your website says a lot about your potential to support them and makes a difference in their perception of your quality and stature.

This Advisor Brief is part of a “QDIA Policy Kit” designed to help you systematically educate your clients on critical issues that will differentiate you from your competition. While these investments can hold a majority of plan assets, many plans fail to have an objective process in place to guide the fiduciaries in fulfilling their duty to prudently select and monitor the plan’s QDIA.

What is a Collective Investment Fund (CIF)? Application of ERISA to a CIF ERISA Fiduciary Protection CIFs as QDIAs Required Disclosures

Helping American Families achieve Retirement Security by expanding Lifetime Income Choices

ING's "Retirement Revealed" study examines retirement attitudes and behaviors of working women.