At one point in our careers, all of us have been guilty of
putting our efforts toward bringing in the big fish. While we are courting
high-net worth clients, the middle market swims by.
In December’s issue of Life
Insurance Selling (LIS), Guy E. Baker, MSFS, CLU, and I had the honor of
contributing to the Producers Roundtable column, “Are
You Ignoring the Market Most in Need of Your Help?” In this feature we
discussed how the middle market in the United States has been neglected and how
we can help give it the attention it desperately needs. We also shared the
opportunities advisors have to help this market by determining their goals and
objectives for effectively investing their money.
I encourage everyone to read this article, as you many gain
some key insight that you can apply to your business. You may just reel in a good
catch!
If you are interested in contributing to
an upcoming LIS Producers Roundtable column or other articles, please contact MDRT staff to share your ideas.
