A case to share January 16, 2018

January 16, 2018 By itops

Annuity Tax Bomb Saving Idea for Legacy

An Advisor called to discuss options for an annuity owned by the mother of one of his best clients. Mother was age 84 diagnosed with dementia and the family was considering moving her to an Alzheimer’s care facility. Mom was described as very healthy otherwise. Her Daughter and son-in-law were her only close family and both Mother and Daughter (beneficiary) didn’t need income from the annuity now or later – this was a true legacy asset.

The Annuity was a Variable Annuity purchased by mom 12 years earlier and original deposit was $200,000. (Note: VA may not have been suitable at the time of purchase, but that is water under the bridge now) The base fees on the VA were almost 2.0% and she had an income rider and guaranteed death benefit rider for another 90 basis point cost. In short, the total fees including the sub accounts were close to 4% and with this fee drag, she had averaged only about 2.4% over the 12 years.

Current Annuity Value was $259,000 & Death Benefit was $259,000

Income Value account was only $190,000 and had a special 10% income option (LIFO)

Mom was in a net 15% tax bracket and Daughter (beneficiary) was in a 35% tax bracket.

After analysis, we set on a plan to annuitize the annuity for Mom with a 10 year period certain. This would spread the tax due over those 10 years and would be paid at Mom’s rate until death. Hopefully Mom will be around for most or all of those 10 years. Since Mom didn’t need the income, an investment account would be set up to dollar cost average the income payments at an assumed net yield of 5%.

Expected Results after 10 years.

Current tract: In 10 years, Variable Annuity would have been worth about $330,000 and $130,000 would be taxable to the daughter at her higher tax rate and paid out subject to IRS rules.

Recommendation: Annuitize and create Investment account to accept funds over time. In 10 years, Investment Account should be worth about $340,000 with no tax due.

The SPIA created $2,150 of monthly payments for 10 years – net after mom’s tax rate applied to taxable portion of payments.

Clients loved the analysis performed by their Advisor. In speaking with the daughter (his client), she would much rather receive an investment account from mom worth about $340,000 after tax rather than $330,000 tax deferred account with tax due on $130,0000.

Note: Ancillary Benefit – The Advisor received a 3% commission on the Immediate Annuity ($7,700) and control of the Mothers account.

Hopefully you are thinking of clients where you can add real additional significance and value to their family with protection and legacy strategies.

Call for your personalized case designs today. We are here at your service.

A Real Case to Share December 13, 2017

December 13, 2017 By itops

During the last few weeks we have worked on dozens of life, long term care, disability and annuity cases working alongside our Advisors.

If you are not discussing these issues with your clients then who will?

Life can change unexpectedly

If you read my last post and said a prayer, Thank You. Larry is doing fine. The tumor was outside the brain membrane and they really do think they got it handled. Larry can’t drive for 3 months so the move to Chicago will just have to wait. He works for a large firm and he is on paid medical leave – He says he will just have a nice long vacation / recovery period and the team he works with will cover for him.

Case 1

I work closely with a financial planning team that collects a fixed fee from their clients rather than a percentage of AUM. I believe this model could be superior in many aspects if you are true to the belief of trying to avoid conflicts of interest and always doing the right thing in the best interest of your clients. If you are interested in the Trusted Advisor concept, I’ll be happy to share my thoughts.

This client, a female age 70 has a nice nest egg of qualified and NQ funds and a small retirement and social security. However she was short of her income needs by about $35,000 annually and would have to draw from her portfolio. The planner on the team created her retirement income plan showing a net worth at age 100 of about $350,000 (all the normal assumptions used for average growth after fees and inflation of 3%, etc.). However, she had no long term care protection and when he factored in a lump sum allocated to this protection through the AssecCare III option, her plan failed. How often would it be in this industry that that would be the end of the case for the IMO/Planner and Client. Not with Westland… We understood that income plan was a priority and so we had to dig further. I almost agreed, but then asked a few questions to better understand the portfolio and assumptions used. In short, I took his plan and assumptions and created a new one showing him how an immediate annuity in the mix would help take almost all the stress away from the portfolio distribution requirements and allowed her remaining assets to grow. The result was that she would now project to have a net worth of over $1,500,000 at age 100 and could afford to consider LTC protection.

The financial Planner, Estate Planner and Money Manager on the team agreed and we are making this happen. Under a traditional AUM model, there would be a little more hesitancy with some planners to make this recommendation, since we were using a $500,000 portion of her NQ assets for the SPIA. Of course this would normally amount to a good chunk of the Planners ongoing income under a fee for AUM model, but have no effect on the fixed fee model. I would love to introduce you to a couple of planners using this fee model with great success – call or E-mail me. Tim Morton (800)238-8144 x127 timm@westlandinc.com

Case 2 – Annuity Income

Client is age 65 with $350,000 and wanting this portion of his money out of the market – No risk! However he needed about $1,000 per month of income from these funds, plus growth to supplement his retirement income needs. We proposed that he take $36,000 and keep this in cash and draw from it for the next 3 years. The other $314,000 could be placed in the Core 7 Indexed Annuity with an increasing payout beginning in year 4. The guaranteed payout would be about $18,000 in year 4 and likely to be $20,000 plus. With increasing income each year in the future when the index is positive. We were able to achieve what this client needed with nearly no worries about his retirement income needs for the rest of his life. Click on this link for the illustration sample – Core Income 7, 65 year old $314,000 Rising Option

A real case to share November 9, 2017

November 9, 2017 By itops

I’m sure you have many relationships where your clients are already retired and they have assets that are above what is needed to sustain lifestyle or income need – true legacy assets. We worked with one case just like this for an advisor to maximize a legacy plan. First consideration was a second-to-die life insurance plan and second was Roth Like IUL Accounts for the kids. If you are not putting these ideas in place for your clients, who are doing OK financially and have good health, then you are really missing the boat.

This couple: Ages 62 and 61 had $165,000 in an ILIT and were adding $17,000 annually. The ILIT was funding two 30 term policies of $1,500,000 for him and $1,000,000 for her. They set this up 7 years earlier at age 55. So the term would only take them to age 85. Their new Financial Advisor and the Estate Planner on his team recommended closing the ILIT because they only had a net worth of just over $2,300,000 and they had pension and rental income with cost of living adjustments (COLA).

We looked at many options and decided on recommending that the $165,000 be moved into a $2,000,000 second-to-die policy with an additional annual premium of $13,691. This was Guaranteed UL to age 120.

Guaranteed IRR (taxable equivalent) at death of second life from Prudential (A+) SUL.

At age 90 8.92%

At age 95 7.11%

At age 100 5.78%

At age 105 4.95%

Very tough to beat those numbers, especially when you can use the word Guaranteed.

Second Piece of the Puzzle was the Goal of Helping the Kids. Goal to gift $100,000 to each child over time. Recommended solution IUL:

Summary of Index Universal Life illustrations for kids:

Daughter (nearest age 25) ($5,000 X 20 Years = $100,000 deposited)

$1,252,359 Estimated Account Value at age 70

$120,612 Estimated tax free annual supplemental retirement income at age 70

$1,325,526 Estimated Life Insurance at age 70 (initial $307,037)

Son 1 (nearest age 30) ($5,000 X 20 Years = $100,000 deposited)

$874,396 Estimated Account Value at age 70

$83,230 Estimated tax free annual supplemental retirement income at age 70

$926,517 Estimated Life Insurance at age 70 (initial $179,888)

Son 2 (nearest age 32) ($5,000 X 20 Years = $100,000 deposited)

$756,080 Estimated Account Value at age 70

$71,966 Estimated tax free annual supplemental retirement income at age 70

$801,150 Estimated Life Insurance at age 70 (initial $166,212)

This couple was also highly considering that they would require their children to pay the premiums after year 10 so they would have some discipline and skin in the game.

Do you wish you had parents like this?

Hopefully these ideas will get your juices going and thinking of clients where you can add real additional value to their family with protection and legacy strategies.

A case to Share October 26, 2017

October 26, 2017 By itops

Case

Key Person and Executive Benefit

A top advisor requested a case design for a 70 year old female who ran a significant 350 employee business and was still the backbone of her firm. He sat on her Board of Directors and the chairman asked, what would happen to the organization if she wasn’t here tomorrow?

This created a lively discussion…

Luckily he was on the board and suggested a key person policy, but with a twist! Since she was also looking for personal insurance that could be transferred to her at retirement – the $1mm key person insurance was split between a permanent policy and a 10 year term policy. Of course he had to refrain from the vote by the board to approve at a subsequent board meeting, but he got the deal after some clever research and working with Westland.

The term insurance was simple enough. 10 year term $500k 70 year old Standard Non-Smoker

$4,390 Annual Premium (Lincoln came out on top recommended)

$500k IUL with Guarantee DB and rapid cash build up

$47,853 Annual premium first 10 years

(NACOLAH Rapid Builder came out on top recommended)

Sample illustration here

Call Nancy Woo – Fantastic resource. Let her walk you through this illustration. (800)238-8144

If she passed away unexpectedly, The corporation receives the death benefit to offset potential revenue loss and to find her replacement. The corporation also keeps the cash value of the IUL on its balance sheet to offset and make the net cost of the IUL potentially less expensive than the term insurance.

At full retirement, the permanent policy will be considered as a possible executive retirement benefit and could be transferred to the executive (so could the term for that matter). Of course, this would be a taxable event to the executive, but the corporation could use part of the cash value for a bonus to the executive to offset taxes due and give her a reduced death benefit policy that she could carry on her own moving forward.

After 10 years, the death benefit could be nearly $1mm with less than $500k spent in premiums offset by over $500k in cash. Basically the corporation could potentially cover their executive for key person insurance for free and have an option to negotiate an exit benefit using the cash value to fund it.

Ask all your clients’ questions like, what would happen if you were not in the picture any longer tomorrow? If you could no longer work? If you needed to start writing checks for long term care expenses? Don’t gloss over these items, but truly listen to their answers and dig a little deeper into the emotional needs. Then give Westland a call and let us help you develop the best and practical approach to solving the need.

Hopefully these ideas will get your juices going and thinking of clients where you can add real additional value to their family with protection and legacy strategies.

Call for your personalized case designs today. We are here at your service.

Filed Under: Westland Word

A few cases to share September 28, 2017

September 28, 2017 By itops

Case 1:
Sometimes it pays to go back through your files and look for opportunities to make a difference.

An Advisor was reviewing a client file on another matter and noticed a note he had made, but forgotten about. This client had applied for a “Asset Based” LTC solution almost two years ago and was declined because of a medical issue that seemed to be an anomaly. Basically it was blood work that wasn’t consistent with the individuals apparent health. “Something they ate prior to blood work when fasting was necessary”.

So he gave us a call, described the medical findings and that recent doctor visits were for routine issues and a physical that all showed nothing new to report and that all was normal. We ran AssetCare, MoneyGuard and John Hancock and settled on MoneyGuard with inflation as a recommendation.

WAH LAH
Client now has long term care protection guaranteed for life. Advisor rolled a CD and added $8,500 to his income.

Make sure you have a tickler system and that you are requesting copies of life insurance, long term care and disability policies for your files. Just by doing this alone – clients will know that you also handle insurance and by reviewing client files looking for gaps in protection you can make your business soar! We are here to help with the review of any product or existing policy.

Note: On another case that was denied, we found the client was just a little too honest in the medical interview process. He mentioned lower back pain and it was not yet mentioned to his doctors or recorded in his medical records nor was there ever any treatments. Underwriters don’t like unknowns.

Case 2:
Amazing opportunity to assist with the a couple (ages 57 & 47) Physician and his wife who had a $40 million net worth and $1 million plus annual income. 90% of their net worth is in property, They own a popular strip mall set of buildings in a high traffic tourist area. They requested pricing for $10 million second-to-die policy to assist with estate and legacy planning and they have a special needs daughter. The advisor is still working with the Estate Planning Attorney and other Advisors on the team, but this was something they wanted to get in place sooner than later. It is nice to have a motivated client.

Three Choices originally presented – then Premium Finance Option:

Lincoln $40,828
NACOLAH $54,988
Minn Life $71,937

Minnesota Life is the most costly, but is guaranteed for lifetime. It’s paid to age 100 on wife. (30 years of expenses expected $2,158,110)

North American is in the middle, DB is guaranteed for 27 years but projected to carry for lifetime. Again paid to age 100 on younger wife. (30 years of expenses expected $1,649,640)

Lincoln is the most cost effective option. DB is guaranteed for 19 years but projected to Husband’s age 102. (30 years of expenses expected $1,224,840)

Premium Finance Option? Minn Life 7 pay premium of $389,488 (total premiums $2,726,416, but financed with only $872,878 out of pocket. Click here for Ledger. We are still working on a few revisions, but this is a case that should be place shortly.

Call for a personalized case design today. We are here at your service.

A case to share September 19, 2017

September 19, 2017 By itops

Sample Life Insurance Needs Analysis that helps protect more clients

Young high earner married client with new 3 month old son. He thought it’s time to buy insurance and asked his property and casualty agent for a quote. Client spoke to his Farmers Agent and already signed an application, but didn’t know if amount was enough and happened to ask his financial planner for advice.

Advisor called Westland for assistance for a Needs Analysis Tool.

First of all, you shouldn’t be surprised by a request like this and then put yourself in a competitive situation. Your clients need to know that you also offer protection strategies, that include; life insurance, long term care and disability insurance.

Second of all, you need to be proactive and predict client needs. This advisor admitted that his client was expanding their family and failed to prepare a plan to address the logical need.

We provided a traditional worksheet below, but also offered to do more to create a real Insurance Needs Analysis.

Traditional Life Insurance Needs Worksheet – PDF

To create the Need Analysis, we had a good conversation with the Advisor to better understand the case and client needs. We the drafted a much more useful and presentable plan on the Advisor’s letterhead. When he presented the case design, it was much easier for him to gain acceptance by the client and proceed with implementation.

Sample – Life Insurance Needs Analysis that will help to seal the deal – PDF

Don’t let this happen in your practice and learn to predict client needs. For example: You might have a business client… Ask them if they have a succession plan? Ask Grandparents if they would like to create a real legacy?

Ask all your clients questions like, what would happen if you were not in the picture any longer tomorrow? If you could no longer work? If you needed to start writing checks for long term care expenses? Don’t gloss over these items, but truly listen to their answers and dig a little deeper into the emotional needs. Then give Westland a call and let us help you develop the best and practical approach to solving the need.

Hopefully these ideas will get your juices going and thinking of clients where you can add real additional value to their family with protection and legacy strategies.

Call for your personalized case designs today. We are here at your service.

A case to share September 7, 2017

September 7, 2017 By itops

An Advisor went through his book to identify several cases that had potential. He identified over 30 cases and we are already working through these designs and client presentations – well over $150,000 in life premiums and several hundred thousand in Linked Benefit premium. These cases will significantly protect families and create incredible legacy through small gifts to children and grandchildren.

Executives – Scientists in fast growing new venture…
$1 million 20 year term & $25k annual premiums 10 pay Executive Bonus
MoneyGuard and State Life Asset Care quotes for several couples
Several Traditional LTC cases
Several $5,000 annual gifts to help fund college plans
Many $5,000 and $14,000 gifts to help fund Roth like Retirement supplement plans
A couple of Survivorship (second-to-die) Legacy plans
Widow age 75 with Charity gifting plan

Call for your personalized case designs today. We are here at your service.

A case to share August 29, 2017

August 29, 2017 By itops

Can you believe this? A 67 year old prospect was aggressively pitched moving her $500,000 IRA into a 7 pay immediate annuity. The after tax amount would be used to purchase a whole life product designed to generate $21,000 of tax free income for 15 years beginning in year 8. She didn’t NEED income and the taxable distributions from the IRA would push her into a higher overall tax bracket and she still said YES. These programs are offered by sophisticated and aggressive individuals and sales teams. There goal is to sell products and they make very little effort to understand a clients overall financial situation and goals.

Just be aware. This is the approach of many insurance sales folks and the IMO’s that support them. That is an example of why you need to make sure your clients and prospects know that you also offer full services which include life insurance and other protection strategies.

Use Westland as your partner. We would never allow such a case to move forward.

Good result – she mentioned this to her friend – ME!

My friend is a successful business owner. She obviously never truly understood what I do for a living – my bad. Again, this shows that making sure your friends, family, neighbors, prospects and clients fully understand that you also offer Life Insurance and Long term Care protection strategies.

After setting down with my friend “professionally”, we identified that her two primary goals were added legacy and long term care protection. She had a net worth of over $6 million, but only $500,000 of investable assets. Most other assets were in real estate and her business (valued at $2 million). After our discussion, we have many opportunities identified where insurance would help protect her family, her business and her portfolio.

We are now in the middle of creating a retirement income plan, getting her business valued and working on a longer term business exit plan. She has a quality stock broker, CPA and Attorney that all advise her and I’m working with all of them to coordinate all future planning. I also spoke with the agent who had pitched the whole life program and advised him to back off. To give you an idea, he was E-mailing or calling her several times per day rising to a level of harassment. He then understood that anything further he said or offered would be run by me.

First up – She wanted to take care of setting up an added insurance program to take advantage of the paramedical exam she had already completed this for the whole life mentioned above and to lock in her health and rates for her current age.

We put in place a John Hancock, Protection Universal Life policy with a LTC rider.

Death benefit $800,000
Long Term Care Benefit up to $16,000 monthly if care is ever needed
Cost: $1,500 monthly to age 90
Death Benefit IRR at age 90 is 5.62% (much more at younger ages, less as she ages)

Her son age 33 is a high earner at her business and has a new baby and had NO LIFE INSURANCE. We put in place a $1.5 million 30 year term and $250k of Indexed Life to build up cash as a “Roth Alternative”. His wife at age 31, now back to work, also needed protection. We put in place $1.0 million of 30 year term for now. All well within their budget.

Hopefully these ideas will get your juices going and thinking of clients where you can add real additional value to their family with protection and legacy strategies.

Call for your personalized case designs today. We are here at your service.

Do you offer “True Service”?

August 15, 2017 By itops

We take several calls per week directly from orphan clients – clients who had a financial planner who exited their business one way or another, but didn’t take care of their direct business insurance or annuity clients.

Mrs. Stehly had called John Hancock after receiving several letters about rate increases and changes on her long term care policy. She was so confused and crying for assistance at age 82. Luckily, John Hancock referred her over to Westland for possible assistance..

She left a message where she indicated her extreme frustration and that she was alone with only a daughter who lived out of state. She thought her LTC policy was going to be canceled or feared it was already cancelled. She couldn’t afford the $497 monthly amount needed..

After I called her back and had some discussion to calm her, I finally set a time the next morning where we would just call John Hancock together and get to the bottom of everything.. That is what we did and once JH verified her identity and gained her approval to speak with me, we got things figured out.

Long story short; She had originally received correspondence about monthly billing needing to be on a bank draft program and she ignored or refused to give her bank information to JH. So JH put her on a quarterly billing and when she received the quarterly invoice, she thought this was her new monthly rate, that she could not afford and did not pay. When she didn’t pay she received a cancellation notice that totally compounded her anxiety and confusion. She was at her wits end, having paid diligently on this policy since 1990.

During the call with JH, the service agent was very patient with Mrs Stehly, we were both able to explain options to her and get her to understand exactly what she needed to do to get her policy reinstated. Moving forward, she would have to set aside and budget $166 per month and then have enough funds saved to pay her quarterly amount. She said she could do this.

We spoke after the JH call and I explained the other details about her account and benefits, assured her that her coverage was still in force and sent her a letter and form to become her servicing agent from here on out.

She was so thankful and relieved. The accolades heaped on me gave me the warmest of feelings that just left me on a high for the day. I took the time to spend 20 minutes on a service call that literally was life changing for her. What if she lost her insurance and needed it?.

Fortunately, this story turned out all right, but many cases don’t end up so positive. Many cases end up with nothing that can be done for a variety of reasons, but mainly, because the advisor did not transition direct business accounts, just lost touch or is not taking the time to understand what their clients have, even if they didn’t sell it to them..

Thousands of clients are hurt by simple neglect. Don’t let this happen in your practice. These are real people, with real needs and lives. If you don’t help, then who will? The insurance protection they have can be truly life changing – don’t put this in jeopardy.

Make sure insurance is an integral part of your practice and reviewed annually.
Use Westland to assist you!

Best Practice: Stay in touch at least annually with all account holders and take the time to understand their current circumstances with special attention to all insurance protections. This could be a life changing service.

Rewards beyond monetary ones will continue to rain on you.

Hopefully these ideas will get your juices going and thinking of clients where you can add real additional value to their family with protection and legacy strategies.

Call for your personalized case designs today. We are here at your service.

August 6, 2015

August 12, 2015 By itops

IF YOU WILL READ NO FURTHER

I read several financial newsletters each week and the Wall Street Journal almost every day and I subscribe to Stratfor, one of the best world intelligence services for executives. I can tell you for certain the world economy is shaky but will be just fine; or we are going to experience a financial crisis of biblical proportions. I am less sure about Climate Change or whether the Juan will be the new reserve currency.

But what I am really sure of is that I would not want to be retired living off of my assets and depending on my financial advisor to assure me that I will have all the money I need for as long as I need it. I would want him or her to be in close contact with the folks at Westland Financial who can help him/her set me up with appropriate annuities and long-term care strategies to protect my income and my quality of life for as long as I am on this earth worrying about climate change, the rising dollar and the California drought.

INTERESTING FACT

The IRS reported recently that the predicted 3-6million people who would pay the fine instead of purchasing Obamacare turned out to be 7.5 million. Another 12 million claimed an exemption from the fine due to low income levels or other hardships. So the 30 million who couldn’t afford it, now have it free and the 30 million that did have it, now can’t afford it.

THOUGHT FOR THE WEEK

Early in my life insurance career I was taught “Life Insurance, the 9% Investment”. It was all about how the tax deferred cash value built up and the tax free access through loans or the tax free distribution at death equated to any other investments with a before tax rate of return of 9%. It was a stretch, but in many instances it was no doubt true. Problem was, not everyone believed it.

For years ever since, I have sold insurance for a number of reasons; paid death claims, paid long-term care claims, helped borrow money for clients at critical times and witnessed the peace-of-mind experienced by people who were diagnosed with a life shortening disease who had a large life insurance estate and could visualize exactly how that would benefit those they love.

Lately though I have been showing people on a regular basis what a great investment life insurance actually is. And I must say it is fun to see when the light goes on and they actually get it. Because everyone needs to leave a legacy; to plan not to do so means that you have to KNOW when death will occur or else be at high risk of running out of money. In retirement, life expectancy creates more uncertainty in their financial planning in addition to the economy, the FED, politics, and maybe even climate change. Asking an 80 year old client to bare all of that when there are alternatives that eliminate the uncertainty, well I think it is irresponsible. But I digress

What about that cost/ benefit thing I was talking about?

Life insurance in force when one is 70+ years old is not an “if you die” situation, but a “when you die” proposition. Money being paid into a policy either one time or annually, will create a tax free legacy with about a 7% or 8% rate of return at life expectancy….much greater if they are unfortunate to die earlier. “The bad news, mom died at 82. The good news is that her life insurance investment earned 13% tax free.”

Fixed and Index deferred annuities and SPIAs are even more valuable to retirees, because they provide dependable, risk free retirement income at such a high equivalent rate of return. Imagine replacing the monthly income you are now delivering to your client from their entire portfolio using only 50-60% of it. How would you invest the rest of the portfolio for better growth? And don’t forget the tax efficiency that is available depending on the needs of the client. Now the newer products using Dynamic Indexing provide increased options for retirement income planning at reduced costs to the client. No wonder the Fixed Indexed Annuities are replacing variable annuities at an increasing rate.

I have lived in the financial planning world for the last 40+ years and presented my products and solutions in the context of the total financial plan. I have never been able (or wanted) to convince someone they should buy insurance or adopt my strategies out of fear or other emotion that clogs the facts. It has always been for me, a cost vs. benefit issue. And ask anyone who has clients collecting their life insurance to pay for long-term care if they think selling their clients MoneyGuard or conventional LTCi was a good idea. Better yet, ask yourself when your client instructs you to start liquidating their portfolio to pay for care if it wouldn’t have been wiser to have an insurance policy in place that would be kicking in $50k to $70k per year (tax free) to help them stay in their home and preserve their dignity.

Whether it is a discussion of a life insurance policy to guarantee a legacy or pay for long-term care, or an annuity that will pay lifetime income, refraining from properly presenting these concepts to your retired client is a dangerous practice. Having insurance plans in place and never needing to use them is no big deal. Needing what isn’t there? Now

that’s a big deal.

AND FINALLY?

Are you having trouble networking and picking up new clients? The Wall Street Journal spoke to some veterans in the industry about how to reach more perspective clients. One story focused on a veteran who would travel to a new neighborhood and let his cat roam the streets. When a stranger picked the cat up he would find a collar saying, “Call this number if you find me.” From the Journal: “Inevitably, a good Samaritan with deep pockets would comfort the stray and contact the owner at work. The stockbroker feigned relief, gushed gratitude, and began the steady push for a new account.” No matter how you prospect, the key to a bright and successful future involves creativity and constant prospecting.

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