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Articles - Advisor Perspectives

How to Fight Age Discrimination (without using Botox)

Seniority works in the advisor’s favor, but not when looking “too old” brings on age discrimination and deters clients from working with you. Here are some ways to address that without using Botox or plastic surgery.



POSTED SEPTEMBER 24, 2018 1:45 PM
How to Turn Referrals into Appointments

High-net worth prospective clients don’t have the time to meet with an advisor based only on an introduction from someone they know. You have to give them a reason to meet. The referral is only an entry. Here are five steps and a script that work nearly every time.



POSTED SEPTEMBER 24, 2018 10:28 AM
Retirement Risk Assessment: History Is Not a Guide

To develop retirement strategies, advisors need to consider worst-case outcomes due to poor investment performance. One way uses historical returns and focuses on the particular periods that produced the worst outcomes. Another way uses forward-looking estimates of future returns and Monte Carlo simulations to generate a range of potential outcomes. I’ll develop new measures to compare those two approaches and demonstrate why I strongly favor the forward-looking approach.



POSTED SEPTEMBER 24, 2018 10:21 AM
Why Wages Remain Painfully Stagnant

In order to gauge the trajectory of this economy, it’s important to examine the data behind our recent growth and the price we're paying for it. It’s also important to look at whether growth will last into the third quarter of 2018 and examine the one significant factor that underlies real growth: wage revitalization.



POSTED SEPTEMBER 24, 2018 10:16 AM
Hug Your Kids

I wrote the following as an intro to an article about markets that I was about to share with you. But when I had finished writing about Mia Sarah, the article suddenly seemed trivial in comparison.



POSTED SEPTEMBER 21, 2018 8:47 PM
What Women Want in a Financial Advisor

While I am grateful to see many advisors (both female and male) focused on serving women, here are a few ideas to connect more deeply and powerfully.



POSTED SEPTEMBER 18, 2018 3:05 PM
Six Phrases You Should Never Use About Insurance

September is life insurance awareness month so I thought I’d celebrate by cautioning against the worst clichés frequently used when selling insurance.



POSTED SEPTEMBER 18, 2018 10:30 AM
The Importance of Cybersecurity Policies

According to a February 2018 report from the White House Council of Economic Advisors, the U.S. economy suffered between $57 billion and $109 billion in losses due to cyberattacks in 2016. Constantly evolving threats endanger institutions and individuals alike. These threats require consistent monitoring to mitigate the risk.



POSTED SEPTEMBER 18, 2018 7:40 AM
Getting Clients to Buy Into Big Changes

Our firm is moving to a more planning-based approach. I am not opposed to doing this but our clients seem to be. In many cases they hired us for our investment expertise, not to talk to us about their future goals and desires.



POSTED SEPTEMBER 18, 2018 7:32 AM
My Massive Misunderstanding About Risk

I’ve spent much of my adult life trying to persuade people. I assumed that if I marshaled the facts better than those taking a different position, I would be persuasive. But that assumption is dead wrong.



POSTED SEPTEMBER 18, 2018 7:14 AM

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