Getting On Board with Client Advisory Boards

Last week, I was fortunate enough to co-host an hour-long webinar with Steve Wershing from The Client Driven Practice and author of Stop Asking for Referrals. Almost 350 advisors signed […]


Outspent 4 to 1? No Problem! What You Can Learn from Sport’s #1 Overachiever

With the start of the baseball playoffs, there are four important lessons for your business from the Tampa Bay Rays, a remarkable success story and baseball’s #1 overachiever.

Over recent years, Tampa Bay has been outspent by the New York Yankees and Boston Red Sox three and four to one. Despite that, Tampa Bay has made the playoffs in four of the past six seasons, the same as the Yankees and one more than the Red Sox. And they’ve been consistent, winning 90 games five of the past six years compared to four each for Boston and New York. (Despite all the attention that the movie Moneyball gave the Oakland Athletics, Oakland has not had anything approaching Tampa Bay’s consistent success.)


That Smell You Smell Might Just be Your Marketing

Why Having a Marketing Plan in Place Is Your Best Deoderant   More than half of the calls, emails and conversations I have with advisors are around growing advisors’ firms […]


5 Ways Robo-advisors Will Change the Way Advisors Work

Sep 26, 2013

Even the name robo-advisor is derisive. It creates an image of uncaring, lack of humanity and inflexibility. It is the term that is now being broadly used by advisors to describe the new breed of technical startups (upstarts) that directly connect a technical-savvy investor with a suite of analytic tools that allow them to create their own financial plan or investment portfolio. A name this disparaging shows that advisors have some fear of this new model of financial advice.


Fix Parking Issues & Help Grow Your Practice? Try a Client Advisory Board.

Sep 24, 2013

Over the years, I have participated in a number of advisory board meetings. From good ones to bad ones, we’ve discussed everything from pricing to services. Recently, at one meeting […]


Predicting Interest Rates Is a Fool’s Game

This year, the 10-year Treasury sky-rocketed 134 bps from 1.63% on May 2 to 2.97% on September 5 entirely on speculation that the Federal Reserve would begin tapering its bond-buying program based on an improving economy. Everyone expects rates to go up over time from where the market is today. The real question is at what frequency and magnitude will rates increase? On September 18, the Federal Reserve decided not to taper the bond-buying stimulus, driving markets up and reducing the 10-year treasury rate to 2.68%. The economic recovery is so tenuous that making a shift to low-duration portfolios and the risk of missing out on the yield advantage of intermediate and longer-term duration securities in the interim is dangerous.


Weight for the Coming Advisor Valuation Crisis

Sep 17, 2013

There is a coming “crisis” or at least very large wake-up call that will hit advisors 10-15 years from now that will greatly affect them, their families and their lifestyle. The problem is the assumptions around value they are using today are greatly exaggerated and I don’t think that many of them realize what is about to hit them.


LIMRA Conference Highlights: How Financial Advisors Can Use LinkedIn, Facebook, and Twitter to Connect and Grow

Sep 12, 2013

It’s good to get away from the office once in a while and immerse yourself in your discipline.

I recently attended the LIMRA / LOMA Social Media for Financial Services conference and came away energized about the opportunity for social media marketing, in our industry, RIGHT NOW.

In case you missed it, the conference has also been widely written about online. Here are two articles from FA Mag…


Time, Time, Time – See What’s Become of Yours

Sep 11, 2013

How you spend your day just might surprise you (and stunt your growth) Of all the presentations that I do for advisors at conferences and other meetings, time management and […]


Death by Fixed Income? Not Quite.

U.S. 10-year Treasury yields spiked to a two-year high of 2.90% on August 19, 2013 on concerns of the Federal Reserve tapering its quantitative easing program and, to a lesser extent, worries over future inflation expectations.

You might ask, “Who cares the S&P 500 Index is near an all-time high?” But let’s put today’s rates into context. From January 1962 through August 2013, the average 10-year Treasury rate was 6.54%. Exclude January 1978 through December 1989, a historically uncharacteristically high interest rate environment, and the 10-year Treasury average drops to 5.41%. Both averages are significantly higher than today’s rate and therein lies the concern….





Digital Advice Toolkit

Recent Tweets