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Stop Selling What Plan Sponsors Don’t Need

My wife loves Le Creuset, which means, by extension, so do I. I’ve been to enough factory-to-tabl...

The Real Reason Plan Providers Lose Clients

When plan providers lose a client, the first assumption is usually pricing. The advisor must hav...

Why Good TPAs Are Harder to Find Than Good Quarterbacks

Anyone who works in the retirement plan industry has heard the complaint from advisors and plan spo...

The E.T. Video Game: What Were They Thinking?

Every once in a while, the entertainment industry produces something so misguided that decades late...

The IRS Just Updated 402(f) Notices — And If Yours Are Outdated, That’s On You

In the world of retirement plans, it’s easy to overlook the fine print — until someone sues you...

If You Don’t Define Your Value, Someone Else Will Define Your Price

Fee compression isn’t coming. It’s here. Every provider I speak to says the same thing: “W...

Conference Booths Don’t Close Business

We’ve all seen it. The branded tablecloth. The stress balls. The bowl of candy. The hopeful smile...

The Coverage Test Is Trying to Tell You Something

Recurring 410(b) failures are rarely random. When a plan consistently struggles with coverage te...

Stop Trying to Sell — Start Solving Problems

Too many plan providers approach the retirement plan business like traditional salespeople. They fo...

Plan Design Through the Ages: Why Today’s Best Practices Didn’t Appear Overnight

Retirement plan design didn’t emerge fully formed with the first 401(k). Like most things worth u...