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Month: December 2011

Estate Planning for the Rest of Us

By David Greene | December 30, 2011

Now that couples can exclude up to $10 million ($5 million for singles) from estate taxes, most of us have no need to worry about estate planning. Right? Well, not exactly. Clients still have estate-planning needs that need to be addressed. Here are just a few that financial planners and advisors should keep on their…

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Ideas for Financial Advisors Serving the Small Business Owner Market

By Dan Greene | December 28, 2011

Whether broadening, deepening, or expanding your existing book of business, it is important to understand how people make investment decisions. This need is true in spades in the small business owner segment. These people are highly entrepreneurial and have an “I’d rather do it myself” attitude about all of life. I recently read an article…

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The Changing Landscape of Retirement Planning

By Bruce Starks, CPA, CFP® | December 23, 2011

The eleventh survey in the Allstate-National Journal Heartland Monitor polling series reveals dramatic changes are taking place in the retirement planning landscape due to the recession. As a result, near retirees (age 50+) expect to retire six years later than those who have already retired and 68% expect to work during retirement, up dramatically from…

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Why a Knowledge of History is Vital in the Wealth Management Sale

By Dan Greene | December 21, 2011

As unpalatable as it may be, I’d like to ask you to think back to high school English class when you were asked to write a theme in which you compared and contrasted two characters, situations, or stories. It seemed boring or even obtuse to the learning process, but I bet a dollar to a…

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Impacts of the 2012 CFP Board Requirements on the CFP Board Exam

By Bruce Starks, CPA, CFP® | December 19, 2011

A lot of people ask me how the new CFP Board Certification Education requirements will impact the actual exam. And the answer is that the new Financial Plan Development course requirement and the changes to the CFP Board exam are two separate events. How could the CFP Board possibly give a test in March 2012…

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Remembering Character Development

By Ross Greene | December 16, 2011

In his 2006 book, Integrity: The Courage to Meet the Demands of Reality, Dr. Henry Cloud proposes that:  People who become leaders, or really successful, tend to have three qualities… They have some set of competencies…you can only fake it so long…you just have to get good at what you do. There is no shortcut.…

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Estate Planning Begins with “WHY?”

By David Greene | December 12, 2011

The current environment requires financial advisors and planners to be well versed in a wide array of products, services, and planning techniques. This is a daunting task, but is especially difficult when seeking to explore a client’s financial needs in an area outside the advisor’s comfort zone. Take estate planning, for example. For many advisors,…

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NOW WHAT? How to Begin Implementing the 10 Sales Leadership Imperatives

By David Greene | December 5, 2011

In the 10 preceding articles on Sales Leadership, we discussed a strongly-held philosophy, provided strategic application emanating from that philosophy, and defined specific tactics to put this strategy to work. Now you ask, “Where do I start?” Many of you have experience in this role – some extensive and some nominal. Others are just starting…

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Question 11: How Do I Begin Applying the Sales Leadership Imperatives?

By Dan Greene | December 2, 2011

Having read some or all of the ten “imperatives” in this Sales Leadership series, your question might be, “How do I most effectively begin this process of applying these tactics?” We will give you a clear beginning process on Monday. But, to make our comments more meaningful, jot down what you think the first steps…

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