Once upon a time, a prospect might come through one of Daniel K. Charley’s financial planning workshops, say they were interested in an annuity they heard about, and the seven-year...
Everyone knows they are going to die, but they’d like to believe they won’t ever get seriously ill or injured. It is difficult to talk about income replacement products that...
“It’s hard enough to get a prospect to talk to you,” said Howard E. Sharfman, a 22-year MDRT member from Chicago, Illinois. “Once you have the ability to have that...
Have you been in the financial services industry for more than five years? Are you within 10 years of retiring? Then you should have a plan for the continuity of your...
By Gregory Warren Smith, CFP I have just told a client about difficulties I’ve been experiencing in my personal life. I was vulnerable and looking for comfort, maybe even pity. The...
By Matthew T. Hoesly, CFP, ChFC, presented at the 2017 Annual Meeting I can’t stand the saying, “Don’t take it personally; it’s just business.” Everything we do for our clients is...
Kat Cole has learned a lot of lessons, sometimes the hard way, in her career path from a waitress at a Hooters restaurant to CEO of Cinnabon, a chain of...
By Sanjay Tolani, FLMI, MBA My best friend got married and had two beautiful kids. One day she called me and said, “Sanjay, my husband has no insurance. Please, can I...
Innovation and morale are a big part of the business for co-owners Jennifer A. Borislow, CLU, and Mark S. Gaunya, GBA, of Methuen, Massachusetts, with 29 and 11 years, respectively,...
Perhaps you hoped and thought that, by now, it would be clear what would happen and when regarding the U.S. Department of Labor’s fiduciary rule — created with the intent...
Many advisors have a business plan in place to provide focus to a target market, track and grow revenue, and much more. Donald F. White Jr., CLU, ChFC, a 28-year...
Tadashi Kawamura, CFP, MBA In countries around the world, advisors are facing more governmental regulations than ever — and finding ways to thrive. Embracing change is part of the business of...
A lot of uncertainty remains with the U.S. Department of Labor’s fiduciary rule, intended to guarantee that all advisors act in the best interests of their clients. Steve Parrish, J.D.,...
Some clients are difficult to reach. Some you can get in touch with, but they aren’t able to schedule a meeting. Others could schedule a meeting, but not for a...
As the applicability date of April 10, 2017, approaches for the U.S. Department of Labor’s fiduciary rule — a complex regulation change that can broadly be summarized by requiring all...
