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Every Near Miss Is a Free Lesson

The biggest mistakes in the retirement plan industry usually don’t come out of nowhere. They ...

Being Responsive Is Still a Competitive Advantage

Technology has transformed the retirement plan industry. We have automated workflows, integrated pa...

The COO Who Taught Me Everything Not to Do

Sometimes the best career lessons don’t come from a mentor. They come from someone you pro...

Every Operational Failure Starts With Someone Assuming.

I’ve spent nearly three decades working with retirement plans, and one thing has become painf...

Stop Selling Price. Start Selling Risk Reduction.

Every plan provider has heard it. “Your fees are too high.” Maybe they are. Maybe...

Clients Don’t Leave Over Fees. They Leave Over Surprises

Ask most retirement plan providers why they lost a client and you’ll often hear the same answ...

There Are Two Sides to Every Story

Years ago, I worked at a law firm that wasn’t a good fit for me. While I was there, I introdu...

I Hate Rage Bait. Stop Rewarding It.

One thing I hate about social media is that the loudest voices are often the least interested in ha...

The Price of Having an Opinion

I’ve joked for years that I’m the turd in the punch bowl. I’m rarely afraid to sa...

Your Reputation Is Built on the Problems Nobody Sees

When people ask me how to build a successful practice in the retirement plan business, they’r...