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Growth in the Heart of Dixie.(Braching Out in Alabama)
BIC: What opportunities are opening up in your territory?
Harris: We're seeing a lot of people changing careers midlife as a result of the downturn, which often means they're bringing big rollovers to the table.
Oakes: The most noticeable thing has been the population explosion in Prattville, from 20,000 people 10 years ago to 36,000 today. I'm handling a lot of rollovers as people transfer in.
Passavant: We've seen a lot of retirees come in with early outs as companies offer them packages to leave, which is boosting our business.
BIC: What practice management technique has helped you most?
Harris: Profiling-advisors who don't ask a potential client about estate planning or life insurance are leaving money on the table. So many advisors get so stuck on the big ticket that they don't bother to fill out a client's full financial picture.
Oakes: Keeping in touch with clients during this economic experience has made the biggest difference to my business. We send thank-you notes when a client works with our office and I send birthday cards to clients' children. Frequency and quality of client contact has kept my retention rate above 90% in this market.
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...usually required by fixed annuities to obtain the same...rates paid by many fixed annuities. Fixed-annuity rates...Alexander noted. "Clients that purely shop price...fundamental benefits of fixed annuities might not,'' said...
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Source: HighBeam Research, Growth in the Heart of Dixie.(Braching Out in Alabama)