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Weekend Reading for Financial Planners (Mar 12-13)

March 11, 2022 02:17 pm 0 Comments CATEGORY: Weekend Reading

Enjoy the current installment of “Weekend Reading For Financial Planners” - this week’s edition kicks off with the news of President Biden’s executive order creating a “Whole-of-Government” policy on digital assets, which (despite its high ambitions for protecting investors, the financial system, and national security) contains few specifics other than setting high-level objectives and ordering over two dozen government agencies to collaborate on filling in the details…. Meaning that concrete regulation on cryptocurrency (and how financial advisors can incorporate it into their services) may be even farther off than hoped.

Also in industry news this week:

The SEC examined 16% of the approximately 15,000 SEC-registered RIAs last year, but it may have trouble continuing that pace as RIA firms continue to grow in number while the agency’s examination staffing levels remain flat
A new research study from Vanguard shows that over 90% of clients of human advisors would not consider switching to a robo-advisor (though there may be future advantages for advisors who integrate digital investment management with human advice)

From there, we have several articles on investments:

Why TIPS funds do not necessarily go up in value during periods of high inflation, and alternate inflation hedges advisors can consider for their clients
The tax implications of investing in cryptocurrencies, and how advisors can help ensure their clients’ gains and losses are reported correctly
How direct indexing has transitioned from a tool of the ultra-wealthy to a strategy available to a wider range of advisors and their clients

We also have a number of articles on practice management:

Why companies are finding new ways to show their appreciation to employees (and to customize that recognition in a way that will resonate best with each employee)
Why advisory firms should focus on encouraging and rewarding their ‘star’ performers in proportion to the value they bring to the company (and not necessarily try to treat every employee equally)
How moving talented employees to new areas or roles within an organization (rather than keeping them in one place) can help organizations better retain top performers as well as attract and breed new talent

We wrap up with three final articles, all about how to live a better life:

How a ‘reverse bucket list’ can help advisors and their clients discover what is most likely to lead to a lifetime of happiness
How advisors can help clients better relate to their ‘future selves’ in order to encourage better financial habits today
The seven books that changed one author’s life, and their lessons on how to become a better person

Enjoy the ‘light’ reading!

Kitces & Carl Ep 81: Increasing Client Touch Points With Asynchronous Client Meetings

March 10, 2022 07:01 am 1 Comment CATEGORY: Kitces & Carl Podcast

Conventionally, meeting with a financial advisor meant meeting in-person, usually at the advisor’s office. With today’s technological advances, though, compounded by changes in social dynamics brought forth by the pandemic, meeting virtually (or mostly virtually) has become increasingly normalized, which has made it easier than ever before to accommodate more meeting time into busy schedules. But while the capacity to schedule more meetings has also given advisors the opportunity to spend time engaging more deeply with their clients, it has also meant that they may have less time to accommodate touch points with a broader range of their entire client base. One potential solution that can help advisors address this time crunch is to consider using asynchronous meeting strategies to help free up more of their time.

In our 81st episode of Kitces & Carl, Michael Kitces and client communication expert Carl Richards discuss what it means to meet asynchronously, when it is appropriate to utilize, and how advisors can use asynchronous meetings to increase touch points for clients.

As a starting point, it’s important to recognize that while advisors may still need to devote more time to certain clients with complex financial circumstances who simply require more attention, newer clients often need frequent meetings only initially in the relationship. This is because in-person meetings early on provide a space for dialogue that lets new clients build trust and rapport with their advisor in the first place. But, once a certain level of trust is established, many clients often feel that frequent meetings are no longer necessary and may actually request fewer routine meetings; in fact, they may prefer communicating only on an as-needed basis to ensure that they stay on track with their financial plan.

Furthermore, while there may still be times when synchronous meetings are the most appropriate method of contact, they are not the only way to maintain the right level of touch points with a client. For instance, asynchronous meetings can sometimes be more suitable for situations between in-person meetings or video chat sessions, when a real-time connection is not entirely necessary (e.g., answering a question about how to find information on a platform). Using asynchronous meetings to quickly address lower-priority issues helps free up time for the advisor, as it generally takes less time to record a quick, informal video response than it does to write an email or to meet in person. Asynchronous meetings also don’t require the need to schedule or prepare for an in-person meeting, which can be time-consuming and simply unnecessary (especially when a 5-minute video clip can suffice).

Ultimately, the key point is that asynchronous meetings are not meant to replace all meetings; instead, they can be used to communicate more easily and quickly with clients when an actual meeting isn’t really necessary. While there will always be pressure to maintain a certain level of touch points with clients, advisors can rely on advances in technology that have made it easier and much more affordable for them to use asynchronous strategies (e.g., recording a quick video response) to respond to their clients’ needs without having to schedule meetings. And taking less time to schedule meetings means more time for the advisor to create more touch points and provide a better client experience. Because the more touch points an advisor can have with clients, the more opportunities there are to deepen and maintain long-term relationships with those clients!

Strategies For Maximizing (Or Minimizing!) Rule 72(t) Early Distribution Payments Using IRS Notice 2022-6

March 9, 2022 07:08 am 11 Comments CATEGORY: Retirement Planning

Sometimes there are situations where individuals need access to funds in their tax-deferred retirement accounts sooner than the rules say they can. In fact, except for a narrow range of ‘emergency’ situations, the only way most individuals can access these funds without incurring a 10% early withdrawal penalty tax is by setting up a “Series of Substantially Equal Payments”, otherwise known as 72(t) payments.

Until recently, however, the interest rates used to calculate the amounts of 72(t) payments have been so low that the payments themselves often weren’t enough to meet the needs of individuals who wanted to access their retirement funds. But, with the recent release of IRS Notice 2022-6, the potential amount of 72(t) payments many individuals can make has been substantially increased. Which means that 72(t) payments might now be a more realistic option for individuals who need early access to their retirement funds!

For those who wish to receive 72(t) payments, there are several rules which must be considered. First, those receiving 72(t) payments must take recurring annual distributions for either 5 years or until reaching age 59 ½ – whichever is longer. Second, taxpayers must use one of three methods established by the IRS to calculate their 72(t) payments: RMD, amortization, or annuitization. Regardless of which method is used to calculate payment, the price for altering or canceling a 72(t) payment is steep, usually resulting in a 10% penalty tax on all distributions previously taken – plus interest!

However, IRS Notice 2022-6 sets a new ‘floor’ interest rate of 5% for calculating 72(t) payments, representing a substantial increase over the previous maximum of 120% of the applicable Federal mid-term rate. Thus, for a 50-year-old with a $1 million retirement portfolio, this means the maximum annual 72(t) payment increases from about $37,000 to over $63,000! The scale of the change is significant enough that some individuals may now need to consider ways to reduce their 72(t) payments if they are more than they need to withdraw. For example, someone can consider splitting their retirement accounts into two separate accounts, such that 72(t) payments are only taken from one account, and accessing funds from the other (non-72(t)) account won’t risk creating a modification of their 72(t) payment schedule (and triggering the associated penalties and interest).

Likewise, for those using the annuitization or amortization methods and who may no longer need as much from their 72(t) payments (but who continue receiving them to avoid retroactive penalties and interest), the rules allow for a one-time change to the RMD method of calculation (which generally results in lower maximum payments than either the amortization or the annuitization method) without creating a modification to the schedule. Which can at least reduce taxable income (and the amount drawn from retirement funds) that an individual in these circumstances may not need.

Ultimately, the key point is that with the updates made by IRS Notice 2022-6, 72(t) payments may now be a more practical option for individuals who need early access to retirement funds. Which can give advisors and clients a reason to reconsider this strategy with fresh eyes – either to alter an existing schedule, or perhaps to establish one for the first time!

#FA Success Ep 271: Right-Sizing Your Client Base To Operate As An Intentional High-Margin Solopreneur, With Cady North

March 8, 2022 07:09 am 0 Comments CATEGORY: Financial Advisor Success Podcast

Welcome back to the 271st episode of the Financial Advisor Success Podcast!

My guest on today's podcast is Cady North. Cady is the founder of North Financial Advisors, a boutique fee-only financial planning firm focused on serving women business owners that is based in San Diego and Washington, D.C., and oversees more than $24 million of assets across 30 client households.

What's unique about Cady, though, is how she right-sized her practice from what was once a much larger number of clients, and now purposefully maintains a limited number of households she serves to create a business that has high earning potential while remaining personally sustainable for herself without the risk of burnout.

In this episode, we talk in depth about how Cady has built her firm to help a younger clientele of women entrepreneurs discover the best uses for their capital and ways to balance their own money goals, why Cady veers away from the traditional corporate full-time philosophy to ensure she has the time and capacity to meet the needs of her clients as well as herself, and how Cady has systematized and automated processes to avoid the pressure of always staying connected as a solo advisor.

We also talk about how Cady’s experience with burnout in her former career inspired her to take a 6-month sabbatical to step back and examine what was truly important to her in life, why Cady believes that being resilient means first recognizing for oneself what is good enough, and how Cady realized after a few years of building her firm that increasing the quality of clients she served was more important than just increasing the quantity.

And be certain to listen to the end, where Cady shares how reflecting on the highs and lows of professional experiences with a support group of peers helped her to learn and grow in her career, the rotating paraplanner program that Cady built to share her knowledge and mentor others to help them find their own paths to success, and how Cady came to let go of the urge to live a life of to-do lists and focus on feeling fulfilled financially and mentally instead.

So whether you’re interested in learning about how Cady helps her clients realize their short-term and long-term money goals, how she organizes her firm to keep a steady work-life balance, or why she enjoys being a guide for women entering the financial advice industry, then we hope you enjoy this episode of the Financial Advisor Success podcast, with Cady North.

The Latest In Financial #AdvisorTech (March 2022)

March 7, 2022 07:05 am 1 Comment CATEGORY: Technology & Advisor FinTech

Welcome to the March 2022 issue of the Latest News in Financial #AdvisorTech – where we look at the big news, announcements, and underlying trends and developments that are emerging in the world of technology solutions for financial advisors!

This month's edition kicks off with the big news that FeeX is going all-in on helping financial advisors (get paid to) manage held-away 401(k) plans, providing the ability to facilitate trading and rebalancing without transferring or liquidating the employer retirement plan… and in the process, has raised a whopping $80M of fresh capital and is rebranding away from its “FeeX” roots to a new name “Pontera” to signify how it is building a bridge to retirement plans (“pont” is the Latin root for "bridge"!).

From the advisor perspective, the growing demand for Pontera highlights the ongoing expansion of wealth management services from ‘just’ managing a client’s liquid investment account to providing more holistic advice on their entire household… for which advisors at the least are increasingly charging AUA (Assets Under Advisement) fees, but are increasingly interested in tools that allow the advisor to manage the held-away account and provide their full scope of services (and be able to charge their full scope of AUM fees).

From there, the latest highlights also feature a number of other interesting advisor technology announcements, including:

Datalign launches a new lead generation service that will allow the advisory firms with the best processes for converting prospects to clients to outbid their competitors for the best leads
Fidelity Labs launches a new compliance solution, dubbed Saifr, to facilitate more rapid compliance reviews of marketing and other advertising materials in large advisor enterprises
Morningstar launches a new Wealth Management Solutions offering in an attempt to TAMP-ify its existing Morningstar Office and related portfolio management tools

Read the analysis about these announcements in this month's column, and a discussion of more trends in advisor technology, including:

AssetMark launches a new integration with RightCapital, less than a year after acquiring Voyant, and highlighting the ongoing advisor demand for best-of-breed (over all-in-one) solutions
The SEC proposes new cybersecurity rules that would require RIAs to disclose, to clients and (via Form ADV Part 2) to prospects any cyber incidents they’ve experienced (ostensibly in the hopes that the risk of being ‘cybershamed’ will encourage more advisory firms to invest more into their cybersecurity practices)
NaviPlan founder Mark Evans is preparing the launch of his new financial planning software – Conquest Planning – in the hopes that a ‘strategy-centric’ approach will become the Next Big Thing in financial planning software!

In the meantime, we’ve also launched a beta version of our new Kitces AdvisorTech Directory, to make it even easier for financial advisors to look through the available advisor technology options to choose what’s right for them!

And be certain to read to the end, where we have provided an update to our popular “Financial AdvisorTech Solutions Map” as well!

*And for #AdvisorTech companies who want to submit their tech announcements for consideration in future issues, please submit to [email protected]!

Weekend Reading for Financial Planners (Mar 5-6)

March 4, 2022 02:02 pm 0 Comments CATEGORY: Weekend Reading

Enjoy the current installment of “Weekend Reading For Financial Planners” - this week’s edition kicks off with the news that, in response to Russia’s invasion of Ukraine, the United States and the European Union are preparing sanctions on the Russian central bank, which could cause a severe financial shock to the Russian economy… and raises concerns about how the impact of sanctions could ripple back to US investors. But while the war in Ukraine has created a major geopolitical shock (and a humanitarian crisis), historical data show that similar events in the past have not necessarily caused a major decline in the U.S. stock market (at least, not for any sustained period of time).

Also in industry news this week:

Despite ‘SECURE Act 2.0’ stalling in Congress, another potential bill has emerged that would enhance consumer protections and options in workplace retirement plans
While the Biden administration will not halt the upcoming overhaul to the Department of Labor Fiduciary Rule, a pending proposal likely would increase the number of financial professionals who must provide a fiduciary standard of care when providing investment recommendations for 401(k), individual retirement accounts, and other plans

From there, we have several articles on financial advisory industry trends:

A recent study shows that the vast majority of advisors who outsource their investment management are happy with their decision
Why the uptake of model portfolios has stalled out among advisors who are still predominantly focused on making portfolio construction their own value proposition instead
How firms are increasingly trying to expand the number of services they offer to attract clients in a world where more and more advisors are converging on the assets-under-management model

We also have a number of articles on cash flow and budgeting:

How a new database that ranks colleges based on their return on investment can help advisors and their clients determine which college is likely to pay off financially for a given student
How saving on big items (e.g., cars and houses) is important, but spending prudently on the ‘small’ stuff still matters, or it can add up and undermine the big savings
The wide range of ways couples can organize their finances, from a shared household account and separate guilt-free side accounts for spending, to simply splitting every couple’s expenses down the middle to pay from their own assets

We wrap up with three final articles, all about when and how to say ‘no’:

Why the decision on whether to say ‘yes’ or ‘no’ to opportunities can depend on what stage of life an individual is experiencing (and how problems emerge when we start out saying ‘yes’ to everything and fail to realize when it’s time to start saying ‘no’ more often)
How saying ‘no’ to some prospective clients can actually increase a firm’s efficiency and profitability
How using a ‘positive no’ can make saying 'no' a better experience for both the individual saying 'no' and the person who made the offer

Enjoy the ‘light’ reading!

The Impact Of New IRS Proposed Regulations On The SECURE Act: RMDs, Eligible Designated Beneficiaries, Trusts, And More!

March 2, 2022 07:03 am 18 Comments CATEGORY: Taxes

When the SECURE Act was signed into law in December 2019, it ushered in some of the most significant changes to the rules for retirement accounts in well over a decade. At the same time, however, the statutory language included a number of provisions that were either ill-defined or left open to substantial IRS interpretation. To fill this gap, the IRS issued Proposed Regulations on February 23, 2022, to reflect the changes to the Internal Revenue Code made by the SECURE Act. The Proposed Regulations are likely to be amended at least somewhat before they are finalized, but they do provide the best window into the IRS’s current thinking on a variety of issues.

For many individuals, the most significant change made by the SECURE Act was the introduction of the 10-Year Rule, under which most non-spouse beneficiaries are required to distribute the entirety of their inherited retirement accounts by the end of the tenth year after the decedent’s death. But while the general consensus among practitioners was that such Non-Eligible Designated Beneficiaries would be allowed to distribute the entire account as a lump sum at the end of the 10^th year instead of taking annual distributions to empty the account, the new Proposed Regulations seek to implement a system that would require Non-Eligible Designated Beneficiaries inheriting from retirement account owners who died on or after their Required Beginning Date to comply with the 10-year distribution requirement in addition to taking annual RMDs during that period.

The Proposed Regulations also clarify who can be considered an Eligible Designated Beneficiary (and who are able to use the previous ‘stretch’ RMD rules rather than the 10-Year Rule), including the decedent’s minor children, considered minors until they reach their 21st birthday regardless of the age of majority defined by state laws. Which means that minors would use the ‘stretch’ RMD rules until their 21st birthday, and then be subject to the 10-year rule and potential continued RMDs (if the decedent had reached their Required Beginning Date).

Furthermore, the Proposed Regulations provide significant new guidance on trust beneficiaries of retirement accounts, proposing that much of the existing trust-as-a-retirement-account-beneficiary structure be left in place, including the requirements for a trust to qualify as a “See-Through Trust” and the concepts of Conduit and Discretionary Trusts. In addition to continuing to allow remainder beneficiaries of a Conduit Trust to be disregarded when determining the post-death payout schedule of a See-Through Trust named as the beneficiary of a retirement account, the Proposed Regulations also outline other new types of Discretionary Trust beneficiaries that can be disregarded, including secondary beneficiaries who can only inherit trust assets contingent on the death of another secondary beneficiary, and beneficiaries who can only receive distributions of retirement assets from a trust that are first required to be fully distributed to a minor trust beneficiary before the end of the year in which they reach age 31 (provided that they survive to that age).

In a departure from IRS historical norms, the Proposed Regulations would prevent a general power of appointment from causing a trust to fail to meet the See-Through Trust requirement that beneficiaries of a trust be identifiable (given that certain requirements are met). Additionally, in the event that a trust is modified via a method provided for under state law, any trust beneficiaries removed via such a process by September 30^th of the year following the year of death will not be considered when determining the trust’s post-death payout schedule.

Ultimately, the key point is that the IRS’s recent Proposed Regulations provide important insight and clarity on several aspects of the SECURE Act, of particular relevance to certain Non-Eligible Designated Beneficiaries and those with trusts. And while the Proposed Regulations can still be amended before they are finalized, taxpayers (and their advisors) can start preparing themselves now for how their individual situations might be affected!

#FA Success Ep 270: Managing Growth By Building A Team Of ‘A’ Players, With Kyra Hollowell Morris

March 1, 2022 07:09 am 0 Comments CATEGORY: Financial Advisor Success Podcast

Welcome back to the 270th episode of the Financial Advisor Success Podcast!

My guest on today's podcast is Kyra Hollowell Morris. Kyra is the founder of Morris Financial Concepts, one of the oldest independent fee-only RIAs based in Charleston, South Carolina, that oversees $350 million of assets under management for 250 client households.

What's unique about Kyra, though, is how she has steadily scaled the growth of her firm by taking the time to find and retain top talent… and along the way, developed a willingness to quickly let go of any new hire who doesn’t meet the standards the firm is trying to achieve.

In this episode, we talk in depth about how Kyra consciously controls her firm’s growth by trying to grow fast enough to create new opportunities for her team but not so quickly that she can’t hire and develop the talent it takes to serve clients well, how Kyra concentrates on building the company’s culture by hiring employees who see financial planning as a calling and have a combination of competency and personality (rather than settling for those who may have one attribute but not the other), and why, though firing ‘B-team’ employees who are getting the job done can be tough, Kyra refuses to settle when there are so many other people who may be a better fit for the firm.

We also talk about how Kyra built her media presence to drive the growth of new clients in the early years, how that growth eventually squeezed her capacity and made her realize she needed to change how she trained and developed her team so that she can focus on meeting with clients (and be able to spend more time with her family), and how Kyra developed a system to communicate the firm’s expectations and standards effectively with her team while also holding them accountable.

And be certain to listen to the end, where Kyra shares how she draws upon her fourth-degree black belt, meditation, and running half marathons to cope with stress; how Kyra believes in sustaining a ‘life balance’ to ensure personal needs are being met before the needs of production; and how Kyra aims to give back and uplift her community by creating a mixed-use development where minority-run local businesses can thrive.

So whether you’re interested in learning about how Kyra systematized her hiring and on-boarding processes to ensure the retention of top talent, how she determines when and how to scale the growth of her firm, or how Kyra creates a 'life balance' in entrepreneurship, then we hope you enjoy this episode of the Financial Advisor Success podcast, with Kyra Hollowell Morris. Read More...

How Choosing A Niche Can Help Financial Advisors Conquer The 3 B’s Of Marketing Differentiation

February 28, 2022 07:05 am 1 Comment CATEGORY: Marketing

For many financial advisors, marketing themselves is often a challenge because the primary service they offer – providing clients with advice – and how they offer it are invisible and intangible. Which means that prospective clients can’t always make a fair evaluation when they are limited to assessing only the look and feel of the advisor’s business, but not the services the advisor actually provides. And when prospective clients can’t ‘see’ how advisors give advice, they often don’t understand the value that the advisor has to offer.

To overcome this issue, advisors have traditionally turned to one of the “three B’s” of marketing – Boldness (using pronounced marketing messages or media others aren’t willing to use), Blanketing (spending money to spread their message across a wide audience), and Building (leveraging relationships to generate referrals and word-of-mouth business) – to compete with the competition. But conquering just one of the three B’s can be both time- and money-intensive for an advisory firm targeting a broad pool of prospective clients (e.g., retirees and pre-retirees). Instead, advisory firms of any size can easily conquer all three B’s by carving out a niche that no one else serves.

Working with a niche narrows the potential competition, making it more likely that the advisor’s efforts to be Bold will be more likely to be noticed. In addition, serving a niche makes it easier for an advisor to Blanket their message because the population they need to reach is much smaller than targeting a broader pool of prospects. Finally, having a niche makes it easier to Build relationships by generating referrals because the niche gives other professionals a way to differentiate the advisor from their competitors, and opens new referral opportunities from Centers Of Influence (COIs) who work with individuals in the niche!

When brainstorming potential niches, it can be helpful for advisors to consider areas that reflect their passion (which generate energy and excitement that can spread to prospective clients), aptitude (which comes from the advisor’s natural talents, as well as their professional and broader life experiences), and profitability (which ensures that clients in the niche will be able to pay the fees needed to make the business profitable). Once the advisor has potential niches in mind, they can then research these areas to find the niche that is the best fit for them. Interviewing clients and contacts who fall into the niche, as well as COIs with extensive experience in the niche area, can help the advisor decide whether that given niche is potentially viable. Some criteria that can be used to help determine whether a niche market has potential include: whether individuals in that niche have pain points regarding their problem that the advisor can address, whether the niche is easy to find for marketing purposes, whether the niche market is growing, and whether it is possible to dominate the space due to a lack of competition.

Ultimately, the key point is that while marketing can be a challenge for advisors, those who focus their efforts on a suitable niche will find it easier to be Bold so that they are noticed, to Blanket prospective clients with their value proposition, and to Build relationships that generate referrals. By targeting a specific type of client and reducing the amount of competition, the advisor’s business can thrive as ideal clients enthusiastic about working with them pour in!

Weekend Reading for Financial Planners (Feb 26-27)

February 25, 2022 02:05 pm 0 Comments CATEGORY: Weekend Reading

Enjoy the current installment of “Weekend Reading For Financial Planners” - this week’s edition kicks off with the release of the IRS’s long-awaited SECURE Act regulations, which clear up many questions advisors had about how the law’s provisions will apply to IRA beneficiaries after the original owner’s death in numerous scenarios (such as what to do when the original IRA owner was taking RMDs before their death, what options spouses of deceased IRA owners have for distributing the IRA’s assets, and which distribution rules apply to “See-Through” discretionary trusts).

Also in industry news this week:

The IRS has reversed course on its plan to require users of its Online Account feature to submit to facial recognition to verify their identities after blowback from numerous sources (though the agency has yet to announce what will replace the facial recognition process and is still processing facial recognition through its website even after the announcement)
A new report from McKinsey shows that the fastest-growing category of investors are “hybrids” (i.e., those who have self-directed brokerage accounts in addition to a traditional financial advisor), underscoring the opportunity for advisors who can provide financial planning for clients beyond their (increasingly self-managed) investment portfolio

From there, we have several articles on education planning:

How ‘merit aid’ is lowering the cost of college for many families… and increasing the importance of getting strong grades in high school
How to navigate the rules for determining whether a college student is eligible for in-state tuition benefits
How to ‘superfund’ a 529 plan, and when it might (or might not) be a useful strategy for financial planning clients

We also have a number of articles on practice management:

How advisory firm owners can use the “Entrepreneurial Operating System” to systematize organizational meetings, identify and solve issues, and stay focused on the firm’s long-term goals to overcome the challenges that come with being an “accidental business owner”
Why businesses are increasingly considering offering more frequent pay raise schedules in the face of a hot labor market
How realizing the potential of the remote work environment to give employees more flexibility and control over their lives (and make them happier and healthier in the long run) may depend on replacing constant “pings” and meetings with more asynchronous forms of communication like task boards that give employees information when they need it (but don’t interrupt them when they don’t)

We wrap up with three final articles, all about the benefits of learning to become a (better) writer:

How strong writing skills can help advisors refine their ideas, and better communicate with prospects and clients
Strategies for overcoming writer’s block, and how advisors can leverage their clients’ questions to generate content
How writing can turn ideas from raw building blocks into a well-reasoned and coherent discussion with clients and prospects

Enjoy the ‘light’ reading!