Entries by Peggy Mengel

The Four Words You Never Want to Hear

I’m afraid of you. According to a recent survey (McAdam LLC and Harris Poll 2015) of more than 2000 Americans, 71% said some aspect of meeting with a financial advisor scared them. The most common reasons cited were costs, trust and the inability of an advisor to help them with their financial situation. However, a […]

So You Think You Know Me? Here’s What You Missed

Do you think your sales team is connecting (i.e., maximizing revenue) with all the advisors in their territory? They might tell you they are but read on. I’m very intuitive, said the wholesaler of a major asset management firm. Excellent, we should get along very well, I replied. I was talking with a wholesaler who […]

Are Your Clients Cheating on You?

He’s Just Not that Into You. Some of you may remember this popular advice book about relationships. So what does that have to do with financial planning? Knowing that 93.6% of the financial planning process is the behavioral management of the client, I’d say the answer is plenty. Fifty-five percent of investors with $500,000 or […]

An Advisor’s Greatest Fear

Is compliance your greatest fear or your greatest friend? Maybe that depends on how you do business. Take a look at some excerpts from recent articles: SEC Chairman Mary Jo White last month said she believed her agency also should write fiduciary requirements for brokers, a broader rule that would apply whenever they recommend financial […]