Refine Your Markets--Through Self-analysis

Melchinger, John H.
February 1996
Journal of Financial Planning;Feb1996, Vol. 9 Issue 1, p78
Academic Journal
Charitable planning generates three sales opportunities in addition to the fees for the planning: sale of life insurance, sale of mutual finds or securities, and management of a portfolio held by a trust. Since the trusts ate likely to be long term, the revenue potential is significant. Because the participants tend to be upscale, a professional presentation is required. However most planners will use their computer. These presentations can be used very effectively with a laptop or desktop computer to an audience of two or three persons. The Microsoft PowerPoint has the capacity to automatically export a presentation to Genigraphics Service Center in Shelton, Connecticut. The new software suit crystallizes the complex tax laws governing qualified retirement plan assets, offering charitable solutions that eliminate the tax shrinkage awaiting those assets. Compels the audience to re-examine their values as they substitute retirement options for traditional plans.


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