Converting to Fee-Based A BETTER BUSINESS MODEL FOR TODAY S MARKET AND FOR YOUR FUTURE

Save this PDF as:

Size: px
Start display at page:

Download "Converting to Fee-Based A BETTER BUSINESS MODEL FOR TODAY S MARKET AND FOR YOUR FUTURE"

Transcription

1 Converting to Fee-Based A BETTER BUSINESS MODEL FOR TODAY S MARKET AND FOR YOUR FUTURE

2 CONVERTING TO FEE-BASED 2 Chances are, you ve thought about switching to a fee-based practice before. Maybe you have colleagues who are fee-based, and you ve wondered how your practice would be different with a steady stream of fee income and more certainty. The good news is, there s never been a better time to make the switch. As the chart on the next page shows, more and more advisors are changing to fee-based platforms because the benefits to their businesses, their lifestyles, and their clients are so compelling. Why have so many advisors made the transition? Advisors by Revenue Source, % 10% 7% 11% 12% 17% 13% 14% % 31% 27% 42% 37% 48% 40% 52% Don t Wait To Switch! % 18% 38% 21% 36% 29% 33% 13% 29% 22% 23% 12% 32% 14% 22% 11% More and more advisors are switching to fee-based. 0 Commission Only Fee-and-commission mix Fee Based Fee Only Source: Cerulli Associates Product Source: Cerulli Quantitative Update: Advisor Metrics 2010 Exhibit 2.11 We all recognize that the financial markets have become increasingly uncertain, and we ve witnessed areas once thought to be safe implode with surprising speed real estate, auction-rate securities, collateralized mortgage obligations and even certain parts of the municipal bond market come to mind. All evidence supports the view that a new investment reality now exists one which includes a heightened sensitivity to economic indicators and as a result, increased volatility that reacts to the financial headlines of the day. In this new investment reality, investors don t need sales people or products, they need a financial quarterback someone who can help them find answers to the where, when and how of investing; someone who can help them find security in an increasingly insecure world; and most importantly, someone who can help them achieve their financial goals in this new financial reality. But unfortunately, a predominantly commissions-based practice doesn t provide the opportunity to support clients in a more holistic way. In addition to being right for the times, building a feebased practice is essential to your ability to differentiate yourself from your competition. We ve all heard the inflammatory news that 90% of high-net-worth investors

3 CONVERTING TO FEE-BASED 3 are planning to switch advisors. While this statistic may be a bit over the top, no one can deny that recent markets have caused investors to reconsider not only the products in which they are invested, but also the advisors who provide them, and the role advisors play in guiding them into the financial future. The most effective way to tap into the present mood of the market is by showing that you can be the financial quarterback that dissatisfied investors are looking for. As a fee-based advisor, your success is tied directly to that of your clients. Your willingness to take a hit when your clients do helps to firmly establish your credibility and deepen your client relationships. Because the most obvious basis for conflicts of interest is diminished, and because you will be taking on the role of a higher-level advisor, you will have a greater opportunity to expand the scope of services you provide to your clients. Deeper relationships result in higher levels of client satisfaction, which can potentially enable you to uncover client assets that are held elsewhere and increase the number of referrals you receive. In short, a fee-based structure provides the opportunity for greater wallet share and increased referrals two things advisors constantly strive to achieve. A fee-based structure can also help build a more predictable future for you and your family. If you stay with commissions, there s a chance you ll be working just as hard 20 years from now as you are today. By shifting to feebased, you put in place an annuity stream of fee income, helping to make your future less uncertain. The chart above shows how, in time, a growing fee-based business can generate ample income. Additionally, a fee-based book GROWTH OF A FEE-BASED BUSINESS $350,000 $300,000 $250,000 $200,000 $150,000 $100,000 $50,000 0 of business has greater potential to become a valuable nest egg that can be sold when you are ready to retire. Keep in mind that, in contrast to a fee-only business, where commissions are not allowed, a fee-based structure gives you the flexibility to include commissioned products in your offering to clients. Being able to run a platform structured around annual fees, while adding commissioned products as appropriate to each client s needs, puts you in a position to truly be able to do what makes the most sense for your clients. The potential benefits of a fee-based structure are clear, but how do you get started converting your practice? Below, we discuss three basic steps that will take you through the transition. Year 1 Year 2 Year 3 Year 4 Year 5 If you increase your fee-based assets under management by $5 million annually for five years, your ongoing annual compensation from these assets alone will reach $310,000 by year 5.* * Assumes a 7% rate of return, an advisory fee of 1% per year, and $5 million in new assets added every January 1. 1 Segment and Evaluate your Current Business The first step of the process involves putting all of your accounts worth $50,000 or more onto a spreadsheet. You ll want to include the value of each client s account, whether their funds are taxable or non-taxable, and the products in which they are invested. Using this spreadsheet, segment your client base according to the level of involvement each client typically likes to take in the investment process. Each client should fit into one of these four categories: Outsourcers Have full faith in your decisions and easily agree to your recommendations. Semi-outsourcers Believe in your decisions and agree to most recommendations, but typically ask for more information.

4 CONVERTING TO FEE-BASED 4 Analytical More critical, need to be convinced of the benefits of your recommendations, sometimes ask for empirical evidence that validates your suggestions. Highly analytical Highly sophisticated, typically require joint presentations with your platform partner. This type of segmentation will come into play as you begin to execute your conversion to fee-based. The first group of clients you will speak to about converting will be your Outsourcers. Once you have refined your talking points and gotten comfortable explaining why you are making the change, you will be ready to move on to more challenging clients. Putting all of your clients into one spreadsheet provides a great opportunity to take a high-level view of your business. Take time to reflect on questions like, What types of clients do I enjoy working with? Why have they hired me? What s my value proposition? Which aspects of my work do I most enjoy? Which do I enjoy least? The answers to these questions will help you know where to redirect your focus. Putting all of your clients into one spreadsheet provides a great opportunity to take a highlevel view of your business. Take time to reflect on questions like, What types of clients do I enjoy working with? Why have they hired me? The answers to these questions will help you know where to redirect your focus. 2 Plan your Transition Once you have a better understanding of where you are and where you want to go, you can start thinking through the details of how you will manage a fee-based business. It s important to be realistic about the number of feebased clients you can serve. Remember that fee-based is a full-service approach. Will additional staff be needed to serve your clients? Can a junior partner take on more of your smaller accounts? How do you like to spend your time? The answer to this question will determine the type of platform you choose. Advisors who enjoy a hands-on approach where they select fund managers, determine asset allocations, rebalance portfolios, handle fee calculations and create statements and reports will want to choose a do-ityourself platform. On the other hand, advisors who prefer to focus their efforts on developing new client relationships and strengthening existing ones will choose to partner with a turnkey asset management platform, such as SEI. Turnkey platform partners can make the conversion process easier by taking much of the administrative burden off your shoulders. Before you choose a platform partner, be sure to find out about the level of support it can provide you in your transition. 3 Execute the Conversion Now that you ve thought through the details of how you will run your fee-based business, it s time to develop an implementation timeline that will move you from your initial conversations with your Outsourcer clients all the way through to your Highly Analytical ones. When building your implementation timeline, remember to consider how your conversion to fee-based is likely to affect your short- and long-term cash flow. Which clients are likely to sign on, and which are you willing to let go?

5 CONVERTING TO FEE-BASED 5 The implementation of your plan starts with communicating to your clients, beginning with your Outsourcers. You will need to explain why you are making this change and how it will benefit them. Start by sending a letter to your first group of Outsourcers explaining your reasons for making the switch, then follow up with a phone call to schedule a face-to-face meeting. At every client meeting, be prepared for a Yes. Have all the necessary documents filled out and ready to sign so you can start the transition that day. Be prepared to speak confidently about your conviction that switching to a fee-based structure will help you serve your client better. The following are some ways you might want to frame the change: Markets have changed, uncertainty has increased. The financial markets have become increasingly volatile, calling for greater diligence and oftentimes more frequent changes to portfolio strategy. I have put considerable thought into how I can best serve my clients in this new environment and believe there is a better way. With a fee-based structure, your goals are linked more directly to mine. As your assets grow, so will my fees; during inevitable market declines, my fees will shrink. This dynamic affirms a key aspect of our relationship that has always been in place: Your financial success is my top priority. I m moving my clients up to a better way of doing things. While commissions are focused on specific financial products, a fee-based approach stresses a broader, better goal of ensuring that your whole financial picture is in good shape. Fee-based offers a better framework for fully integrated financial planning, which I believe is the best approach to achieve your goals. A fee-based structure gives me the flexibility to respond appropriately to critical market changes without as much concern for the cost to you from trading activity. Remember, you are in the process of transitioning from a product salesperson to your client s financial quarterback. Clients who have been satisfied with product sales are probably going to need to have the vision painted for them of what a dynamic advisor-client relationship can look like. Have your elevator speech ready, explaining your services in the context of helping your client reach his or her most important financial goals. Let your clients know you will be: Providing them with customized financial planning and guidance, Giving them access to a wide range of well-researched investment opportunities, Rebalancing and reallocating their portfolios on an ongoing basis, and Monitoring their portfolio continuously to make sure they stay on track toward achieving their goals. By the way, if you haven t spoken to your clients about the financial goals they hope to achieve, now would certainly be a good time. Don t make assumptions: Ask and then be ready to listen. At every client meeting, be prepared for a Yes. Have all the necessary documents filled out and ready to sign so you can start the transition that day. Once a client has signed on, you will need to determine how to redeploy their assets onto a fee-based platform. The size of their holdings will likely determine whether you will place them in mutual funds or separate account management. This step can easily be the most timeconsuming part of the process. Talk to your platform partner to find out how they can assist you with this.

6 CONVERTING TO FEE-BASED 6 SEI Can Help Throughout this article, we have mentioned the importance of choosing a platform partner who is willing and able to support you through this transition. At SEI, we have a proven process in place to help advisors like you transition to a fee-based structure. To date, we have successfully transitioned more than 600 advisors to fee-based. As you do your research about potential partners, we think you will find that SEI stands alone in its dedication and ability to help advisors achieve their goals. Here are a few ways we can make your life easier as you make the transition to a fee-based business: From the start, SEI assigns you a dedicated business transition team that can help you through each step of the conversion process. This team of specialists will help you develop your transition plan, segment your client base, and provide all account transfer paperwork. In addition, you will have access to well-crafted, customized communications that take the guesswork out of what to say to your clients. Our client-approved letters and scripted PowerPoint presentations make it easy to explain how a switch to a fee-based structure will help you serve your clients better. Your dedicated SEI team can also help with investment policy statements and can help you fill out the range of services you provide to your clients. For group meetings or presentations to more challenging clients, your SEI Practice Consultant can come along to help get your message across. A transition to a fee-based platform is a hurdle that will require added diligence and patience in the short-run. With each step forward, keep your eye on the goal, remembering that a fee-based business will bring you: The chance to change from a product salesperson to your clients financial quarterback Deeper client relationships that result in the potential for greater wallet share and increased referrals Fee income that can help you build a more predictable future for your family The potential for a more salable business as you head into retirement To learn more, please contact us toll-free at or visit our website at Services provided by SEI Investments Company and its wholly owned subsidiaries. This piece is for educational purposes only and is not meant as a guarantee of any specific result SEI (08/11)

The journey to financial well-being starts with you.

The journey to financial well-being starts with you. TIAA-CREF Private Asset Management The journey to financial well-being starts with you. And the people you trust. What are your financial goals? What does financial well-being mean to you? What do you

More information

Put your trust in us TRUST COMPANY

Put your trust in us TRUST COMPANY Put your trust in us TRUST COMPANY Mission At D.A. Davidson Trust Company, we offer straightforward advice, personalized solutions, and industry expertise. We are dedicated to helping clients achieve their

More information

Terminology and Scripts: what you say will make a difference in your success

Terminology and Scripts: what you say will make a difference in your success Terminology and Scripts: what you say will make a difference in your success Terminology Matters! Here are just three simple terminology suggestions which can help you enhance your ability to make your

More information

Wealth Management: Financial Planning for the New Economy

Wealth Management: Financial Planning for the New Economy Contents Are You Positioned for Financial Success?...2 What is Wealth Management?....3 Am I a Candidate for Wealth Management?...5 The Wealth Management Process: A Snapshot...6 Why Consider a Wealth Management

More information

Average producers can easily increase their production in a larger office with more market share.

Average producers can easily increase their production in a larger office with more market share. The 10 Keys to Successfully Recruiting Experienced Agents by Judy LaDeur Understand whom you are hiring. Don t make the mistake of only wanting the best agents or those from offices above you in market

More information

A simple solution to Grow your practice

A simple solution to Grow your practice A simple solution to Grow your practice Grow your Sales, get your series 65 license (Becoming an Investment Advisor Representative (IAR)) Utilizing Fusion To Gather More Assets FOR FINANCIAL PROFESSIONAL

More information

How do I choose the right advisor? Important questions to ask before you hire an investment advisor.

How do I choose the right advisor? Important questions to ask before you hire an investment advisor. How do I choose the right advisor? Important questions to ask before you hire an investment advisor. To choose an advisor you feel comfortable with both personally and professionally it s smart to take

More information

Define Your Independence: Building Your Future

Define Your Independence: Building Your Future Define Your Independence: Building Your Future Define Your Independence: Building Your Future It used to be that going independent meant going out on your own. Alone. That s not the case anymore. There

More information

Implications of Complacency

Implications of Complacency Implications of Complacency Practice Management Rico Casares VP, Practice Management Consultant For Broker-Dealer / Advisor use only. Not to be reproduced or shown to the public. Agenda Key research findings

More information

Ten Tough Interview Questions and Ten Great Answers

Ten Tough Interview Questions and Ten Great Answers This tool is designed to identify typical questions asked and the kinds of answers that demonstrate a concise and thoughtful response. The following are some of the most difficult questions asked during

More information

Poll Highlights. PENSION MANAGEMENT RESEARCH PANEL Poll: DB Pension Management Mid-Year 2014

Poll Highlights. PENSION MANAGEMENT RESEARCH PANEL Poll: DB Pension Management Mid-Year 2014 PENSION MANAGEMENT RESEARCH PANEL Poll: DB Pension Management Mid-Year 2014 Poll Highlights In the summer of 2014, the Pension Management Research Panel conducted a poll to uncover current practices in

More information

CHOOSING A FINANCIAL ADVISOR

CHOOSING A FINANCIAL ADVISOR CHOOSING A FINANCIAL ADVISOR Prepared By Winer Wealth Management, Inc. 21243 Ventura Blvd. Suite 207 Woodland Hills, CA 91364 (818) 673-1695 www.winerwealth.com Common Concerns Do any of these sound familiar?

More information

TAMPS Simplified. Getting started with Turnkey Asset Management Programs to grow your advisory firm.

TAMPS Simplified. Getting started with Turnkey Asset Management Programs to grow your advisory firm. TAMPS Simplified. Getting started with Turnkey Asset Management Programs to grow your advisory firm. Introduction As trust companies, broker-dealers, registered investment advisor firm and family offices

More information

10 Reasons Why Project Managers Need Project Portfolio Management (PPM)

10 Reasons Why Project Managers Need Project Portfolio Management (PPM) 10 Reasons Why Project Managers Need Project Portfolio Management (PPM) Introduction Many project managers might think they are doing just fine with spreadsheets or basic project management software and

More information

Using Credit Strategies Wisely in Retirement Planning.

Using Credit Strategies Wisely in Retirement Planning. Using Credit Strategies Wisely in Retirement Planning. Prepared by. Lawrence Katz, Regional Private Banking Manager. Todd Barfield, Regional Private Banking Manager. In this white paper. 1 Meeting capital

More information

Developing and Delivering a Winning Investor Presentation

Developing and Delivering a Winning Investor Presentation ENTREPRENEUR WORKBOOKS Business Planning and Financing Management Series Building Block 4 Developing and Delivering a Winning Investor Presentation MaRS Discovery District, December 2009 See Terms and

More information

Prepare your practice to provide multigenerational wealth planning

Prepare your practice to provide multigenerational wealth planning Prepare your practice to provide multigenerational wealth planning WHITE PAPER OVERVIEW Serving your clients who control the family money is a demanding job and it doesn t leave you much time to develop

More information

December 2014. Tax-Efficient Investing Through Asset Location. John Wyckoff, CPA/PFS, CFP

December 2014. Tax-Efficient Investing Through Asset Location. John Wyckoff, CPA/PFS, CFP John Wyckoff, CPA/PFS, CFP Your investment priorities are likely to evolve over time, but one goal will remain constant: to maximize your investment returns. Not all returns are created equal, however.

More information

Show your value, grow your business:

Show your value, grow your business: Show your value, grow your business: A SUPPLIER GUIDE TO MOVE FROM A TRANSACTIONAL PROVIDER TO A STRATEGIC PARTNER KAREN A. CALINSKI INTRODUCTION /02 At KellyOCG we take a holistic approach to talent sourcing

More information

Growing your retirement portfolio is one thing. Getting income from it is another. Managed Income Strategies from TIAA-CREF

Growing your retirement portfolio is one thing. Getting income from it is another. Managed Income Strategies from TIAA-CREF Growing your retirement portfolio is one thing. Getting income from it is another. Managed Income Strategies from TIAA-CREF It s your portfolio. Shouldn t it provide income your way? You ve spent years

More information

Viridian FLEXIBILITY YOUR WAY

Viridian FLEXIBILITY YOUR WAY Viridian FLEXIBILITY YOUR WAY YOUR VIRIDIAN ACCOUNT EXPERIENCE THE DIFFERENCE Your Viridian Account is a premium, full-service, fee-based account offered by Raymond James, designed for clients investors

More information

Boomer Expectations for Retirement 2015. Fifth Annual Update on the Retirement Preparedness of the Boomer Generation

Boomer Expectations for Retirement 2015. Fifth Annual Update on the Retirement Preparedness of the Boomer Generation Boomer Expectations for Retirement 2015 Fifth Annual Update on the Retirement Preparedness of the Boomer Generation April 2015 About the Insured Retirement Institute: The Insured Retirement Institute (IRI)

More information

plain talk about life insurance The right life insurance can have an enormous effect on your life and the lives of those you love.

plain talk about life insurance The right life insurance can have an enormous effect on your life and the lives of those you love. plain talk about life insurance The right life insurance can have an enormous effect on your life and the lives of those you love. Thinking about life insurance? You re not alone. Canadians generally agree

More information

A bigger family, a better future.

A bigger family, a better future. A bigger family, a better future. Child sponsorship is changing for the better Sponsors like you are a vital part of our big, supportive family. Like us, you want the very best for your sponsored child.

More information

Morningstar Investment Services Managed Portfolios

Morningstar Investment Services Managed Portfolios Morningstar Investment Services Managed Portfolios Mutual Fund Portfolios ETF Portfolios Select Stock Baskets A Team You Can Trust The Insight of Your Financial Advisor, The Strength of Morningstar At

More information

A guide to achieving growth and sustainability in your practice

A guide to achieving growth and sustainability in your practice PRACTICE MANAGEMENT 7 Key Practices to Help Grow Your Business A guide to achieving growth and sustainability in your practice Over the years, we ve partnered with advisors to help them build better businesses.

More information

wealth management planning for the life you want to live

wealth management planning for the life you want to live wealth management planning for the life you want to live the greatest wealth is your peace of mind what do you want to do with your life? How often have you been asked that question by a company that's

More information

7 Ways To Explode Your Profits as a Tint Professional and Change your Life Forever!

7 Ways To Explode Your Profits as a Tint Professional and Change your Life Forever! WINDOW FILM CUTTING SYSTEM 7 Ways To Explode Your Profits as a Tint Professional and Change your Life Forever! 2012 Tint Tek The automobile window tinting industry is a highly profitable trade and, for

More information

The 8 Wealth Management Issues and Form 1040 Resolving a Common Frustration for Tax Professionals

The 8 Wealth Management Issues and Form 1040 Resolving a Common Frustration for Tax Professionals The 8 Wealth Management Issues and Form 1040 Resolving a Common Frustration for Tax Professionals Sarah is a tax professional whose clients often ask for financial advice. One morning, her client Mike

More information

The Commission Cutting Report

The Commission Cutting Report The Commission Cutting Report Why they re being cut and what you can do about it! By Mike Ferry Page 1 of 17 THE COMMISSION CUTTING REPORT Why am I writing a report of this type? Why is a report of this

More information

Why Work With a Financial Advisor?

Why Work With a Financial Advisor? Why Work With a Financial Advisor? Making Investment Decisions is Tougher Than Ever Today These are exciting and complex times to invest. Today s financial marketplace offers you about 15,000 U.S. stocks,

More information

Helping you retire with confidence

Helping you retire with confidence Retirement Help for Life Helping you retire with confidence Craig Adler, CFP Who we are Cofounded by Bill Sharpe, Nobel Prize-winning economist More than 15 years of trusted advice and professional management

More information

A portfolio that matches your plans.

A portfolio that matches your plans. A portfolio that matches your plans. Amerivest Core Portfolios powered by Morningstar Associates Expert investment management Tailored portfolio recommendations Straightforward, competitive pricing Dedicated

More information

Choose Your Path for the retirement you envision

Choose Your Path for the retirement you envision Choose Your Path for the retirement you envision ONE CHOICE SM TARGET DATE PORTFOLIOS PRESENTATION GUIDE Choose Your Path for the retirement you envision One Choice SM Target Date Portfolios This presentation

More information

Retirement Planning Your Retirement Transition Plan

Retirement Planning Your Retirement Transition Plan Retirement Planning Your Retirement Transition Plan Planning Your Retirement Picture Your Perfect Retirement What do you want your retirement to look like? The definition of retirement has changed. Today,

More information

Protect your business and preserve your legacy. The 10 questions every business owner should consider.

Protect your business and preserve your legacy. The 10 questions every business owner should consider. Protect your business and preserve your legacy. The 10 questions every business owner should consider. Our top ten questions and answers While there are many Top Ten Questions lists published in the financial

More information

Investment Services. Wealth and Investment Management

Investment Services. Wealth and Investment Management Investment Services Wealth and Investment Management Contents Important information 3 A better vantage point for a clearer picture 5 Investment Philosophy 7 Investment Services 9 Advisory Services 10 Discretionary

More information

SPIN Selling SITUATION PROBLEM IMPLICATION NEED-PAYOFF By Neil Rackham

SPIN Selling SITUATION PROBLEM IMPLICATION NEED-PAYOFF By Neil Rackham SITUATION PROBLEM IMPLICATION NEED-PAYOFF By Neil Rackham 1. Sales Behavior and Sales Success Small Sales Selling Techniques The traditional selling techniques that most of us have been trained to use

More information

Beginners Guide to Asset Allocation, Diversification, and Rebalancing

Beginners Guide to Asset Allocation, Diversification, and Rebalancing Beginners Guide to Asset Allocation, Diversification, and Rebalancing Even if you are new to investing, you may already know some of the most fundamental principles of sound investing. How did you learn

More information

Specialized Investment Advisor

Specialized Investment Advisor Specialized Investment Advisor It s About You Have you developed solid experience in providing financial advice, and want to try a deep, more specific area of investment? Are you able to partner well with

More information

Where you hold your investments matters. Mutual funds or ETFs? Why life insurance still plays an important estate planning role

Where you hold your investments matters. Mutual funds or ETFs? Why life insurance still plays an important estate planning role spring 2016 Where you hold your investments matters Mutual funds or ETFs? Why life insurance still plays an important estate planning role Should you undo a Roth IRA conversion? Taxable vs. tax-advantaged

More information

Wealth Management Investing in your life. Banking. Investing. Retirement. Lending.

Wealth Management Investing in your life. Banking. Investing. Retirement. Lending. Wealth Management Investing in your life. Banking. Investing. Retirement. Lending. Welcome to the place where banking and investing meet. The place where wealth management goes beyond stocks, bonds and

More information

EXPONENTIAL TECH INVESTOR. Training Video 3

EXPONENTIAL TECH INVESTOR. Training Video 3 EXPONENTIAL TECH INVESTOR Training Video 3 Amber Lee Mason Jeff Brown Hi. I m here with former aerospace engineer, tech insider, and angel investor extraordinaire, Jeff Brown. In our last segment, we talked

More information

Wealth Advisory Services Winning with clients

Wealth Advisory Services Winning with clients Wealth Advisory Services Winning with clients About Us Deloitte, with more than 550 professionals operating out of offices in all major cities is one of the largest and fastest-growing professional services

More information

The Best Practices of High Performing Sales Teams: Consultative Selling Skills

The Best Practices of High Performing Sales Teams: Consultative Selling Skills The Best Practices of High Performing Sales Teams: Consultative Selling Skills By Steve Andersen, PMI President and Founder Fifth in a Series, October 2009 High Performing Sales Teams Transition Their

More information

SAMPLE INTERVIEW QUESTIONS

SAMPLE INTERVIEW QUESTIONS SAMPLE INTERVIEW QUESTIONS Interviews and interview styles vary greatly, so the best way to prepare is to practice answering a broad range of questions. For other great interview strategies, see our Successful

More information

Investment outsourcing means insourcing best practices.

Investment outsourcing means insourcing best practices. Investment outsourcing means insourcing best practices. Non-profit organizations Joseph Gelly, Jr., Managing Director & Head of Institutional Canada Heather Myers, Managing Director, Non-Profits Adam Hornung,

More information

DB to DC: Inevitable and It Begins in Two Years With George Pandaleon of Inland Institutional Capital Partners

DB to DC: Inevitable and It Begins in Two Years With George Pandaleon of Inland Institutional Capital Partners DB to DC: Inevitable and It Begins in Two Years With George Pandaleon of Inland Institutional Capital Partners Is the shift from DB to DC pension funds going to take a generation to enact? George Pandaleon,

More information

PRIVATE CLIENT MANAGED PORTFOLIOS

PRIVATE CLIENT MANAGED PORTFOLIOS PRIVATE CLIENT MANAGED PORTFOLIOS To sim lif, reserve an enhance. United Financial Private Client Managed Portfolios Your wealth is the cumulative result of your hard work, discipline, and astute management.

More information

Account Development Strategies. Always, Sometimes and Never. Covenants. Sales & Development Curriculum

Account Development Strategies. Always, Sometimes and Never. Covenants. Sales & Development Curriculum Sales & Development Curriculum Account Development Strategies Always, Sometimes and Never How do you maintain, protect and GROW your accounts? In this course, we ll give you tools, tactics and processes

More information

A Woman s Guide to Retirement Income Planning

A Woman s Guide to Retirement Income Planning securing your retirement A Woman s Guide to Retirement Income Planning CAC.5067 (04.13) TODAY is the day I have been waiting for. You ve been working for this your entire life. The day that you can kick

More information

Seeing you through refinancing

Seeing you through refinancing REFINANCING GUIDE Seeing you through refinancing hether you re moving home, renovating, or simply looking for a different home loan, refinancing doesn t need to be complicated. At QuickSelect we are interested

More information

Making the Transition to a Fee-Based Practice A Step-by-Step Guide

Making the Transition to a Fee-Based Practice A Step-by-Step Guide Making the Transition to a Fee-Based Practice A Step-by-Step Guide Now that you ve made the decision to transition from commissions to a fee-based business, the hardest part of the process is behind you.

More information

BETTER RELATIONSHIP SELLING

BETTER RELATIONSHIP SELLING BETTER RELATIONSHIP SELLING A Proven Formula For Acquiring and Developing Relationships with High Value Customers Three actions your company can take today to improve relationship selling performance and

More information

Goal Setting. Your role as the coach is to develop and maintain an effective coaching plan with the client. You are there to

Goal Setting. Your role as the coach is to develop and maintain an effective coaching plan with the client. You are there to Goal Setting Your role as the coach is to develop and maintain an effective coaching plan with the client. You are there to Brainstorm with the client to define actions that will enable the client to demonstrate,

More information

This is what You should know to Protect Yourself and Your Wealth

This is what You should know to Protect Yourself and Your Wealth Are you being Fooled by Titles? How to Protect Yourself! Every week I receive dozens of calls, emails or questions from investors just like you who finally realize the person they entrusted with their

More information

A guide to your retirement income options with TIAA-CREF

A guide to your retirement income options with TIAA-CREF A guide to your retirement income options with TIAA-CREF Helping you make important decisions about your retirement How will I know when the time is right to retire? Making the decision to retire is no

More information

Please give us a call toll-free at (888) 238-0952 or visit our website at EasySBA.com for more information on our aggressive loan programs.

Please give us a call toll-free at (888) 238-0952 or visit our website at EasySBA.com for more information on our aggressive loan programs. February 9, 2015 Dear Intermediary, Diamond Financial would like to thank you for considering us in your future business acquisition financing opportunities. Business Intermediaries are our #1 source of

More information

TARGET DATE FUNDS? proof

TARGET DATE FUNDS? proof WHAT ARE TARGET DATE FUNDS? 2 YOUR RETIREMENT PLAN INCLUDES TARGET DATE FUNDS. They re the ones with 2020 or 2030 in their names. And they re an increasingly popular investment option. Indeed, target date

More information

Why Virtual Bookkeeping Will Save your Small Business

Why Virtual Bookkeeping Will Save your Small Business Why Virtual Bookkeeping Will Save your Small Business Virtual bookkeeping services are scary. They will not work. It s a common misconception of those who have not tried yet the various online accounting

More information

Think you know the Next Gen investor?

Think you know the Next Gen investor? UBS Investor Watch Analyzing investor sentiment and behavior 1Q 2014 Think you know the Next Gen investor? Think again. a b See what s really on their minds 2 UBS Investor Watch Lazy. Entitled. Narcissistic.

More information

Welcome home to true value.

Welcome home to true value. Welcome home to true value. We are the specialists. Whether buying your first home, your dream home or investing in property, the right finance guidance is essential. At LJ Hooker Home Loans we combine

More information

How to make changes to your annuity income

How to make changes to your annuity income How to make changes to your annuity income What s inside 2 Is it time to make a change? 3 Your annuity income 5 TIAA Traditional income 7 TIAA and CREF variable income 10 Ways to adjust your annuity income

More information

Plan for Your Future. Make It Happen. Morgan Stanley can help you achieve your financial goals.

Plan for Your Future. Make It Happen. Morgan Stanley can help you achieve your financial goals. Plan for Your Future. Make It Happen. Morgan Stanley can help you achieve your financial goals. What Are Your Hopes and Dreams? Regardless of what stage of life you re currently in moving ahead in your

More information

Welcome to Aspire. Expert financial advice for you

Welcome to Aspire. Expert financial advice for you Welcome to Aspire Expert financial advice for you Welcome to Aspire At Aspire we have one goal in mind to give you the financial advice you need and complete peace of mind that your finances are in the

More information

The Power of Relationships

The Power of Relationships The Power of Relationships How to build long-lasting customer relationships to help you do more business 2014 Copyright Constant Contact, Inc. 14-3931 v1.0 Helping Small Business Do More Business When

More information

E XPERT PERFORMANC E. Building Confidence. Charting Your Course to Higher Performance. The Number 1 Challenge for New Leaders

E XPERT PERFORMANC E. Building Confidence. Charting Your Course to Higher Performance. The Number 1 Challenge for New Leaders E XPERT PERFORMANC E Charting Your Course to Higher Performance CHALLENGE: Today s leaders need to meet an increasing demand for measurable results in ever decreasing time frames. SOLUTION: Ultimately

More information

Independent Advice for the Discerning Investor

Independent Advice for the Discerning Investor Independent Advice for the Discerning Investor or bleed WNA Wealth Advisors, Inc. Our Values WNA Wealth Advisors serves as our clients partner in investing, their advisor for life. Perform all duties with

More information

UBS Municipal Trading and Portfolio Specialist Group. Understanding your options and opportunities in today s municipal bond marketplace.

UBS Municipal Trading and Portfolio Specialist Group. Understanding your options and opportunities in today s municipal bond marketplace. ab UBS Municipal Trading and Portfolio Specialist Group Understanding your options and opportunities in today s municipal bond marketplace. The expertise you need to guide your municipal bond decisions.

More information

Members respond to help identify what makes RNs unique and valuable to healthcare in Alberta.

Members respond to help identify what makes RNs unique and valuable to healthcare in Alberta. CARNA - Uniquely RN Members respond to help identify what makes RNs unique and valuable to healthcare in Alberta. RNs have expressed that their role is not always understood by colleagues, employers and

More information

The 2014 Ultimate Career Guide

The 2014 Ultimate Career Guide The 2014 Ultimate Career Guide Contents: 1. Explore Your Ideal Career Options 2. Prepare For Your Ideal Career 3. Find a Job in Your Ideal Career 4. Succeed in Your Ideal Career 5. Four of the Fastest

More information

The New World of Wealth Management: Structuring Your Business for Competitive Advantage

The New World of Wealth Management: Structuring Your Business for Competitive Advantage The New World of Wealth Management: Structuring Your Business for Competitive Advantage Wherever your company is on the wealth management supply chain advisory services provider, product distributor, manufacturer,

More information

Our clients are tapping social media to generate brand awareness and create emotional connections.

Our clients are tapping social media to generate brand awareness and create emotional connections. he power of social media and social technology is being felt throughout organizations today much in the way the internet influenced the way we did business in the early 1990s. In the beginning, expanding

More information

Financial Advisor Interview Questionnaire

Financial Advisor Interview Questionnaire Financial Advisor Interview Questionnaire Advisor name: Company Name: Cyril S. White White House Financial & Investment Solutions, LLC Date: January 16, 2012 Why did you become a financial planner? I became

More information

see, say, feel, do Social Media Metrics that Matter

see, say, feel, do Social Media Metrics that Matter see, say, feel, do Social Media Metrics that Matter the three stages of social media adoption When social media first burst on to the scene, it was the new new thing. But today, social media has reached

More information

Your Guide to Retirement Income Planning

Your Guide to Retirement Income Planning Your Guide to Retirement Income Planning Your Guide to Retirement Income Planning 3 Your retirement income plan How to create secure income in retirement Your retirement will be as unique as you are. Travel,

More information

STOCKCROSS. Employee Stock Plans. What employee stock plans are... When to exercise your grants... CORPORATE SERVICES

STOCKCROSS. Employee Stock Plans. What employee stock plans are... When to exercise your grants... CORPORATE SERVICES Employee Stock Plans What employee stock plans are... An employee stock plan is a great benefit and could potentially generate extra income for an employee. An employee stock option, commonly referred

More information

100 Ways To Improve Your Sales Success. Some Great Tips To Boost Your Sales

100 Ways To Improve Your Sales Success. Some Great Tips To Boost Your Sales 100 Ways To Improve Your Sales Success Some Great Tips To Boost Your Sales 100 Ways To Improve Your Sales Success By Sean Mcpheat, Managing Director Of The Sales Training Consultancy What makes a successful

More information

Key features of the Home Retail Group Personal Pension Plan

Key features of the Home Retail Group Personal Pension Plan Key features of the Home Retail Group Personal Pension Plan This is an important document which you should keep in a safe place. You may need to read it in future. Home Retail Group Personal Pension Plan

More information

Getting started as a self investor. Your guide to self investing

Getting started as a self investor. Your guide to self investing Getting started as a self investor Your guide to self investing Been saving for a while? Thinking about investing but unsure where to start? Investing is something many think is worthwhile but never get

More information

CHOOSING YOUR INVESTMENTS

CHOOSING YOUR INVESTMENTS CHOOSING YOUR INVESTMENTS KANSAS BOARD OF REGENTS MANDATORY RETIREMENT PLAN FOR ASSISTANCE GO ONLINE For more information on your retirement plan, investment education, retirement planning tools and more,

More information

What Annuities Can (and Can t) Do for Retirees With proper handling and expectations, annuities are powerful retirement income tools

What Annuities Can (and Can t) Do for Retirees With proper handling and expectations, annuities are powerful retirement income tools What Annuities Can (and Can t) Do for Retirees With proper handling and expectations, annuities are powerful retirement income tools Illustration by Enrico Varrasso A 65-year old American male has a 10%

More information

SOLID DISCOVER THE POSSIBILITIES. Retirement Plan Rollover Guide HELPS YOU

SOLID DISCOVER THE POSSIBILITIES. Retirement Plan Rollover Guide HELPS YOU SOLID HELPS YOU DISCOVER THE POSSIBILITIES Retirement Plan Rollover Guide Rollover Guide Table of Contents Retirement Planning Checklist.... 1 Comparing Your Options.... 2 Distribution Details....3 5 Rollover

More information

Guaranteed lifetime income is subject to the claims-paying ability of the issuing insurance company.

Guaranteed lifetime income is subject to the claims-paying ability of the issuing insurance company. Get Started Today F I D E L I T Y GROWTH AND GUARANTEED INCOME, 1 Bring security and growth potential to your retirement income. Dear Investor: Thank you for your interest in the Fidelity Growth and Guaranteed

More information

APPLICATIONS GUIDE. TRACOM Sneak Peek. Excerpts from. Improving Personal Effectiveness With Versatility

APPLICATIONS GUIDE. TRACOM Sneak Peek. Excerpts from. Improving Personal Effectiveness With Versatility APPLICATIONS GUIDE TRACOM Sneak Peek Excerpts from Improving Personal Effectiveness With Versatility TABLE OF CONTENTS PAGE Introduction...1 Prerequisites...1 A Guide for You...1 Why Learn to Become Highly

More information

Retirement income planning Get ready. Take control. Start moving.

Retirement income planning Get ready. Take control. Start moving. Retirement income planning Get ready. Take control. Start moving. Your future is too important to leave it to chance. That s why taking control of your retirement with an organized, practical approach

More information

INVEST IN YOURSELF FINANCIAL PLANNING FOR WOMEN

INVEST IN YOURSELF FINANCIAL PLANNING FOR WOMEN INVEST IN YOURSELF FINANCIAL PLANNING FOR WOMEN When They Engage a Financial Advisor, Women Want I To forge relationships based on trust, I To be sure that discussions of their needs and goals will be

More information

YOUR FINANCIAL FUTURE

YOUR FINANCIAL FUTURE YOUR FINANCIAL FUTURE December 2014 In This Issue A Net Worth Statement Helps Keep Retirees on Track Your net worth is more than just your income. A net worth statement presents a composite picture "in

More information

Vanguard Retirement Plan Access

Vanguard Retirement Plan Access Vanguard Retirement Plan Access Participant education programs to help maximize employee engagement Online access The most current retirement planning, saving, and investing information is available to

More information

Making sales sizzle for success

Making sales sizzle for success experience. insight. impact. Making sales sizzle for success This article appeared in COR Healthcare Market Strategist, January 2005 Targeted and managed right, sales is a direct, powerful tool for building

More information

Key Insight 5 Marketing Goals and Objectives You Should Set. By WalkMe

Key Insight 5 Marketing Goals and Objectives You Should Set. By WalkMe 1 Key Insight 5 Marketing Goals and Objectives You Should Set By WalkMe 2 Setting appropriate marketing goals and objectives can increase your chances of success in business. You are able to align the

More information

Uncover the value in your advice. Value proposition resource

Uncover the value in your advice. Value proposition resource Uncover the value in your advice Value proposition resource Knowing what s valuable about your advice has never been more important Financial advisers who can demonstrate value to clients will fare much

More information

Discover What s Possible

Discover What s Possible Discover What s Possible Accumulation Builder Choice SM IUL for Business Accumulation Builder Choice SM Indexed Universal Life for Business Owners Building your path to success As a small business owner,

More information

INVESTING FOR YOUR FINANCIAL FUTURE

INVESTING FOR YOUR FINANCIAL FUTURE INVESTING FOR YOUR FINANCIAL FUTURE Saving now, while time is on your side, can help provide you with freedom to do what you want later in life. INVESTING FOR YOUR FINANCIAL FUTURE YOUR FINANCIAL FUTURE

More information

calls shots the David Reyes (The case for LTCI: State-by-state cost of nursing home care) Life insurance How to give the old standby new appeal

calls shots the David Reyes (The case for LTCI: State-by-state cost of nursing home care) Life insurance How to give the old standby new appeal (The case for LTCI: State-by-state cost of nursing home care) www.boomermarketadvisor.com Electronically reprinted from March 2005 Vol. 4 No. 3 A Wiesner Publication Life insurance How to give the old

More information

>Most investors spend the majority of their time thinking and planning

>Most investors spend the majority of their time thinking and planning Generating Retirement Income using a Systematic Withdrawal Plan SPECIAL REPORT >Most investors spend the majority of their time thinking and planning around how best to save for retirement. But once you

More information

Getting it right from the start: Taking a strategic approach to client onboarding

Getting it right from the start: Taking a strategic approach to client onboarding Getting it right from the start: Taking a strategic approach to client onboarding All firms providing wealth management services, including life insurance companies, know that getting the client onboarding

More information

CONNECTION. BIG picture. ...and see the MAKE THE CONNECTING INVESTMENT ADVICE INVESTMENT ADVICE WEALTH PROTECTION REAL SOLUTIONS

CONNECTION. BIG picture. ...and see the MAKE THE CONNECTING INVESTMENT ADVICE INVESTMENT ADVICE WEALTH PROTECTION REAL SOLUTIONS CONNECTION MAKE THE INVESTMENT ADVICE WEALTH PROTECTION REAL SOLUTIONS...and see the BIG picture with with Money for Money Life for Life CONNECTING INVESTMENT ADVICE with wealth protection solutions Scotia

More information

Mutual Funds Made Simple. Brighten your future with investments

Mutual Funds Made Simple. Brighten your future with investments Mutual Funds Made Simple Brighten your future with investments About Invesco Aim When it comes to investing, your sights are set on a financial summit a college diploma, new home or secure retirement.

More information

PASSING THE TORCH. How to plan for a successful succession

PASSING THE TORCH. How to plan for a successful succession PASSING THE TORCH How to plan for a successful succession KEY TAKEAWAYS Having a succession plan in place is vital to the ongoing success and potentially to the near-term growth of your practice. You can

More information