"I'm stunned. One of my best clients who runs a business just hired another advisor to manage their 401k plan, even though I can offer them."

I've heard iterations of this:

• My client just referred their out-of-state best friend to an advisor in Alabama, even though I am also licensed in Alabama.
• My client bought a living trust online, even though I offer high-quality living trusts.
• I found out one of my best clients bought life insurance from a insurance agent, even though I can offer that as well.

Do not expect your clients to track the nuances of your work, such as all of the related services you provide outside of retirement and college planning, what you are licensed to do, and where.

You shouldn't be in everybody's face about what exactly it is that you do; but you should be one inch away from it. They have to see it over and over again, not just once or twice.

Place a variation of the below in your email signature line, on your business cards, post cards, letter heads and client website.

Helping Families Make Smart Choices About Their Retirement Since 1989

Retirement Planning • IRAs • 401(k) Rollovers • Mutual Funds • Variable Annuities • College Planning • Kid’s Accounts • Term Life Insurance • Living Trusts

• Securities commissions range from 40% to 75% (45-50-55-60-65-70-71-72-73-74-75).
• Your securities level applies to all forms of securities: upfront, trails, PACs, fee-based etc. You don't have to qualify separately for broker/dealer and Advisory.
• 100% pass-through revenue from the product-provider with no haircuts. 
• Life insurance commissions range from 50% to 90%. 
• Our guidelines are based on personal revenue over a rolling 12-month time-frame.
• Ratcheted promotions. Your commission level can go up, but never down. We don't have quotas nor minimums (no “bonuses” either, which are a form of quota).
• Once you attain a higher level, all of your revenue is paid at the new level. Meaning, if you go from 50% to 55% then the trails and new money added to old accounts gets paid at 55%.
• No office nor full-time requirements for any levels (including 70% and above).

Larry purchased a variable annuity with $10,000 of after-tax money. It now has a cash value of $19,000 and he cashes it in. What is Larry's tax obligation? 

1. He has no tax obligation

2. $9k of gain is taxed as ordinary income

3. $9k of gain is taxed as long-term cap gain

4. Entire value is taxed as capital gains

5. Entire value is taxed as ordinary income

Answer = 2