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Don’t show clients you don’t care

It’s one of the greatest lines in a movie and even my 11-year-old daughter knows it. Harrison Ford playing Richard Kimble finds the gun that Federal Marshal Samuel Gerard played by Tommy Lee Jones dropped in The Fugitive. Gerard’s job is to track down Kimb...

3F65ADB5-6A26-4F55-A9E3-0854AC2E6B97

Always Be Watching

Who can forget Alec Baldwin’s speech in Glengarry Glenn Ross on how salesmen should “Always Be Closing” and how coffee is for closers only? It was the highpoint of a great movie. I’m not going to go through a discussion on sales, but a cautionary tale ...

33516586-309F-4D83-B273-D38A2A7EE2D0

Dealing with potential clients that are married to the ball and chain

How many times as a retirement plan provider that you contact a retirement plan that is paying too m...

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A Little Humor May Help

When I worked at that law firm, I always felt I was Al Czervik, the Rodney Dangerfield character fro...

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Clients who don’t pay aren’t clients

I always believe that the retirement plan business is a relationship-driven business. It’s also a...

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Being patient with possible referral sources

I always talk about my open door policy with financial advisors and third-party administrators where...

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Stop thinking of TPAs as just a price placeholder

When you’re a financial advisor and working out proposals for potential plan sponsor clients, pric...

afthat

Why would you be affiliated with that?

As discussed in my newest book, “The Greatest 401(k) Book Sequel Ever”, I’m still amazed at my...

ALI

Beware of those plan document restatement requests

Every 6 years or so, the Internal Revenue Service (IRS) requests that retirement plan documents be r...

atarget

Don’t make yourself a target

If you make yourself a target, don’t expect that someone won’t make you part of their target pra...