The date of July 9, 2012, marks the implementation of new FINRA rules governing the suitability requirements of brokers under Rule 2111. While many see this as the first foray into a new set of regulations and harmonization of the true fiduciary standards that RIA’s must meet, these new rules and standards push brokers to…

Unless the client initiates the conversation, it is often difficult for financial professionals to know how to engage clients and prospects in financial planning discussions.  Yet many times, those same financial advisors and planners have access to the tax returns of clients or prospects.  Next time that happens, why not use the 1040 as a…

Everyone knows the importance of making a connection with your client. Well, hopefully everyone. But the problem for some can be how to make that connection. The latest issue of Financial Planning Magazine has a succinct article on one way to go about doing that – sharing a powerful personal story. The point of the…

It seems like everyone is involved with social media these days – even the IRS.  You can get Twitter news feeds from the IRS; you can even go to their Facebook page, although I don’t see anywhere where you can become a “friend” (either that, or no one has yet signed up to be a…

One of the benefits of serving the CFP marketplace as an educational provider is the privilege we have to connect with so many individuals of various backgrounds. Whether they have been serving clients within the wealth management industry for many years, whether they are considering a change of career, or those only looking to better…

Citing poor results turned in by equity mutual fund managers and separately managed stock accounts alike, investors have, for a few years, been slowly turning their back on active asset management in favor of a more passive approach. The numbers now coming out on asset flow in 2011 indicate a continuation, if not increase, in…

There is no way to predict what changes will take place in 2012-2013 regarding changes to our Federal Tax system, but financial advisors and financial planners certainly need to be informed on what is being examined. The latest Kiplinger Tax Letter has outlined the president’s proposals: Letting the Bush tax cuts expire for those with…

For what inane reason would someone loan money to another…and PAY THEM A FEE FOR THEIR KINDNESS IN BORROWING?  No, this is not an editorial mistake…the fee is actually paid to the borrower, not the lender.  The lenders would rather loan money to the government and knowingly get back less than they lend rather than…

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.…

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…