Jerry D. Nuerge, CLU, ChFC, CFWC, and founder of the Financial Independence Group in Fort Wayne, Indiana, agrees with Alan Pratt about sharing and discussing real-life experiences, and that it’s important to start at the “soft” end first (see feature article). He believes that the commonly held tax discussion is actually about third or fourth on the list of benefits for a client. (more…)

The International Association of Advisors in Philanthropy (AiP) inspires and teaches advisors and their clients how to share the wealth and leave a legacy
to the world. (more…)

Breakthrough Business Development: A 90-Day Plan to Build Your Client Base and Take Your Business to the Next Level
AUTHORS: Duncan MacPherson & David Miller
PUBLISHER: John Wiley & Sons, 2007
COVER PRICE: $24.95

In Breakthrough Business Development, authors and industry coaches Duncan MacPherson and David Miller share a story about a client who was making tons of money, had 900-plus clients and was quickly on the way to building his dream: a colossal business. (more…)

Due to the heightened terror alerts, the constant and significant drain on our nation’s financial and human resources represented by dual wars, the lingering and continuously dire aftermath in the credit markets, and the severely beaten US dollar, the landscape by which we make our recommendations has changed rather significantly in the last year. Are bonds a place for cowboys or for cowards? (more…)

Regulatory Notice 08-09

FINRA Revises Portfolio Margining Risk Disclosure Statement and Written Acknowledgment for Customers Using Portfolio Margin Accounts;

Effective Date: 03/14/08

Executive Summary
FINRA has revised the sample portfolio margining risk disclosure and acknowledgment statements that member firms must provide to customers who have been approved for portfolio margin. This replaces the March 2007 sample risk disclosure and acknowledgment statements.1 See Attachment A for the sample disclosure and acknowledgment statements. (more…)

Two-term Florida Governor Jeb Bush warmly welcomed more than 1,700 attendees at the TD Ameritrade Institutional conference held in sunny Orlando in February. Inviting them to spend freely, the former governor jokingly said, “Go to International Drive and spend money. The state of Florida needs your help.” (more…)

Investors should be careful about listening to old news, yet it seems many claims of the financial media have a shelf life longer than they deserve.

Case in point: Index fund sales skyrocketed after the financial media, with a helping hand from John Bogle and Jonathan Clements, claimed that the vast majority of actively managed funds failed to beat the S&P 500.

The chart below shows the fine run that the S&P 500 Composite Index enjoyed during the 4 years from 1995 through 1998. The annual chart numbers represent return rankings of the S&P 500 Composite Index and 30 domestic fund categories. Grey-shaded areas indicate years in which an investment category beat the S&P 500. Note the grey void in chart 3! It coincides with the media jumping on the index fund bandwagon. However, the broader picture presents a different conclusion. Except for the period 1995-1998, the S&P 500 Index finished the average calendar year in 17th position against the average return for each of these fund categories.

Maybe it is time to get off that Can’t Beat the S&P 500 Bandwagon. Bogle and Clements probably won’t, but maybe your clients and prospects should. (see table 2). Here is the complete study.

CHART 1

The internet is proving to be a mixed blessing of almost unlimited value. While it has opened innumerable doors to increased revenues and sources of information, it also created a responsibility that must be carried out with utmost diligence. (more…)

We were happy to catch up with Barry recently to talk about his firm, brokersXpress, and to get his opinions on everything from their own challenges and successes, to the industry, the political environment and his advice to new reps. Following is our interview: (more…)

It happens over and over again. The sales representative delivers an outstanding presentation to the prospect. She not only knew all the facts about her product, but also about all of her competitors. (more…)