On September 16, 2011 in San Diego, California, several leading advisors and industry thought leaders took the mic at this year's FPA Twitter Live session. This year, the focus was the biggest challenge facing advisors as we round the corner and head into 2012 and, more importantly, how to overcome it -- according to these insightful contributors.
This is the third year FPA has asked me to organize and record Twitter Live. You can see the video clips from the 2011 conference as well as 2010 and 2009, below.
I hope you'll watch each of the 2 minute videos. Do post your comments on this blog if you'd like to add to the conversation!
Here are the first few video clips from FPA Twitter Live in San Diego (September 16, 2011).
I'll be posting the rest of the video clips, one per day, over the coming week.
To get automatic notices of new postings:
1. Follow me on http://www.Twitter.com/MarieSwift
2. Connect on LinkedIn or FaceBook
3. Follow this blog (see right hand widget area and it should be obvious how to do that)
Coming soon - insights from:
- Bob Veres, Inside Information
Posted below, are insights from:
- Sheryl Garrett - Garrett Planning Network
- Ron Lieber - The New York Times
- John Brackett - BAR Financial
- Deborah Fox - Fox Financial Planning Network
- Kevin Condon - MyFinancialAdvice.com
- Dave Hubbard - Exemplar Financial Network
- Geoff Davey - FinaMetrica
- Cameron Thornton - The Heritage Institute
- Ed Jacboson - Appreciative Inquiry / Ed Jacobson & Associates
- Darryl Celkupa - Tamarac, Inc.
- Michael Kay - Financial Focus / Money Quotient
Sheryl Garrett, CFP, AIF, founder of Garrett Planning Network, addressed the audience while at the FPA National Conference in San Diego, on September 16, 2011. One of the things that Garrett espouses is real time planning -- it's a way for planners to deliver information and advice that provides immediate gratification and helps many clients get what they need, right now. Garrett offers a couple other gems in her 2.5 minute video spotlight.
John Brackett, partner, BAR Financial, a network of over 400 independent advisors and one of the top 3 Regional Directors with Financial Network Investment Corporation, one of the nation's largest independent broker/dealers, says that the way for advisors to battle margin compression is to work in groups, focus on profitability and "do the right thing." Hear what he had to say while at the FPA National Conference in San Diego, on September 16, 2011.
Michael Kay, CFP, founder and president of Financial Focus, LLC, an RIA that provides a "tuck in" opportunity for smaller and emerging independent advisors who want to gain efficiencies and scale their practices, says financial advisors need to band together, provide more holistic services and put the clients' best interests first. The president of the Advisory Board for Money Quotient, one of the industry's leading providers of financial life planning tools and training, Kay delivered his comments while at the FPA National Conference in San Diego, on September 16, 2011.
Darryl Celkupa, vice president of business development with Tamarac, Inc., a company that provides financial advisors with a web-based Investment Strategy Management platform, says financial advisors who do not institutionalize their businesses will be at a huge disadvantage when it's time to transition out of the business. Celkupa delivered his comments while at the FPA National Conference in San Diego, on September 16, 2011.
Hear his words of caution and advice in this 2 minute video clip.
At the FPA National Conference in San Diego, on September 16, 2011, Ed Jacobson, PhD, author of Appreciative Moments: Stories and Practices for Living and Working Appreciatively and a psychologist, business coach, consultant and public speaker who works with financial planners and investment managers, said that financial professionals must put their own oxygen masks on first -- before helping other people during touch times.
Hear Dr. Jacobson's advice in this 2 minute video about improving your personal resilience.
Cameron Thornton, partner at Navigator Legacy Partners, LLC, a firm that works on behalf of families, individuals and non-profit organizations (often in collaboration with their other advisors) to help the clients achieve what matters most for themselves and their families now, and for generations to follow, talked about client retention and building relationships across multiple generations while at the FPA National Conference in San Diego, on September 16, 2011.
See what he has to say in this 2 minute video clip.
Stephanie Bogan, CEO of Quantuvis Consulting, Inc., a national consulting firm that specializes in business consulting to financial advisors and institutions, talked about maximizing profitability and building enterprise value while at the FPA National Conference in San Diego, on September 16, 2011.
See what she has to say in this 2 minute video clip.
David Hubbard, president of Exemplar Financial Network, a network of over 100 independent advisory firms, and one of the top 10 Regional Directors with Financial Network Investment Corporation, one of the nation's largest independent broker/dealers, says that bigger firms will put smaller firms out of business unless the smaller firms find a way to band together and gain scale. Hear what he had to say while at the FPA National Conference in San Diego, on September 16, 2011.
Kevin Condon, PhD, CFP, EVP of MyFinancialAdvice.com, an online financial advice service powered by real advisors in real time for real people, said at the FPA National Conference in San Diego, on September 16, 2011, that financial advisors should embrace social media and real time planner - or risk becoming obsolete. The company is rolling out a new social media training solution to help advisors do just that.
At the FPA National Conference in San Diego, on September 16, 2011, Deborah Fox, CFP, founder of Fox Financial Planning Network, a training and empowerment company that helps planners build more efficient and profitable businesses, said that financial advisors run the risk of going out of business if they continue to do business they way they always have. Clients are fearful. We are only part way through the recession. Workflows and systems are key.
Hear what Deborah says in this 2 minute video about surviving and thriving in uncertain times.
Geoff Davey, co-founder of Finametrica, an international company that offers a cloud-based psychometric risk tolerance assessment tool to financial advisors and savvy investors, sounded the alarm for financial advisors while at the FPA National Conference in San Diego, on September 16, 2011: regulators will be turning an eye toward client's investments and suitability regarding risk tolerance.
Hear his words of caution and advice in this 2 minute video clip.
While at the FPA National Conference in San Diego, on September 16, 2011, New York Times columnist and Bucks Blog author Ron Lieber shared his thoughts about the biggest challenge, as he sees it, facing middle-market consumers today: finding independent, objective financial planning and advice -- with terms they can live with and service they can afford.
Hear the challenge he issues to the financial planning community in this 2 minute video clip.
On October 11, 2010 in Denver, Colorado, several leading advisors and industry thought leaders took the mic at this year's FPA Twitter Live session. This year, the focus was on how advisors can best articulate their value and position themselves with current and prospective clients.
I was pleased to serve as moderator in both 2009 and 2010. We recorded their comments and you can view the videos below.
I'm sure you'll learn something new and/or become inspired by what you hear - I know I was!
"At TD Ameritrade Institutional, we coach our clients -- financial advisors -- on various techniques and methodologies they may use to engage their clients and prospects. Miller Heiman's Conceptual Selling Methodology can help anyone in a selling situation understand what is truly important to their clients. Once a client's "concept" is understood, it is then possible to create a solution that will hopefully fulfill their need(s). It's always important to realize that clients are primarily motivated by the need to "fix, accomplish, or avoid" an issue at hand. By asking meaningful, probing questions and then carefully listening to the answers you can build credibility and work together with your client to create win-win solutions.
Additionally, it is important to incorporate the concept of working with buying styles. By understanding an individual's buying style, it is much easier to tailor your own selling style to their needs. There are 4 primary styles to consider:
The Commander - likes to be in charge, is often guarded, and has a low tolerance for feelings, attitudes, and advice of others. In order to engage this type of client, the focus needs to be on facts and the dialogue needs to be clear, direct, and formal.
The Analyzer - is often soft-spoken, asks lots of detailed questions, and uses few gestures. An Analyzer wants organization, documentation, and detailed facts to make a decision.
The Performer - is very enthusiastic and spontaneous, talks a lot, and laughs easilty. This individual needs their ideas to be supported, a high level of energy and a perceived audience to commit.
The Empathizer - avoids risk and change, won't easily commit, needs signficant relationship building. To effectively work with this type of client, you must understand that an empathizer takes things very personally, address any of their concerns, and show sincere interest in them.
The sooner that you can understand both a client's "concept" and understand their buying style, the more quickly you can mold your solution to meet the needs of that client and secure the relationship and a solution (or sale)."
"The aim is to build a positioning statement – and a practice -- based on your positive core: the person and professional you are when you are at your best.
Think about your most valued (cherished) client relationships where:
You clicked with the client;
You were at your best, when with them; and
You delivered more than you even dared promise.
What was there about them? About you? About the chemistry?
What do people turn to you for, because they know you’ll come through? (Note: this could be something people have always turned to you for, even as a child, or of more recent vintage.)
Clients? Family? Friends? Colleagues?
What skills, talents, qualities do you prize most about yourself?
Six Things to Do When You’re Anticipating Being Asked, “What You Do?”
Remember to breathe – and not just once!
Smile. (It will make you attractive, and fool your brain into thinking you’re relaxed and happy.)
Recall a client who is irrationally exuberant about you.
Imagine that you’re going to be in conversation about your work, and the other person will be fascinated and intrigued, and time will fly by; keep that image of success in mind. (Keeps your amygdale from firing, and hijacking your relaxed alertness.)
Be curious about, interested in, and fascinated by them; ask questions that reflect that interest. They will think you’re intelligent, empathic, and a good person to be around.
Remember: even though they’re asking about you, it’s not about you: they’re asking if you can solve a problem or make their circumstances better.
MY POSITIONING STATEMENT
What do you do?
Do you know how so many advisors are searching for a way to take their practice and their business – and maybe their life – to the next level, whatever that is for them?
Well, I work with them so that we get very clear on their great strengths, and their proven successes, and on what that next level really looks like. Then, we create ways to leverage those best qualities so they can be successful in getting to that next level – or beyond.
How do I do that?
I create a climate where it’s safe and even exciting for them to explore who they are when they’re at their best, and what they truly want—as individuals or as a firm.
Very often, that means I change the focus of their internal and external conversations from weakness, failure, and doubt to proven successes, positive possibilities, and realistic optimism. That way, my clients become inspired and catch fire, which gives them the drive and courage to take risks for success.
I have mastered a wide range of approaches, and have decades of experience with individuals and firms, which makes me confident that I deliver for (and with) my clients. They sense this, and they trust me to select the right method or tool at the right time."
Learn more about Ed and his Appreciative Financial Planning methodologies at www.edwardjacobson.com.
"We focus on the needs of our clients. We do not add new technology, process or system without first asking: Will this help our clients gain greater clarity, improve their lives or eliminate a danger they are encountering? We provide deep support and act as an advocate for our clients. We are in the service business that is based on leadership, a strong relationship and ever increasing new capability. We are the first phone call. We are either a family CFO, coach, ombudsmen, advisor or consigliore to our client families."
Hear Gary's comments by watching the video below. Visit www.protinuspro.com, Gary's second business (an intellectual property company providing custom service offerings that help financial advisors deliver deep support to their clients) to learn more about the mindmapping software he's developed.
"I help people feel happy about their money by providing them tools to organize their financial lives so that they can have confidence in the future. Most people have some concern about their money that causes them to feel unease. It seems to me that money can’t buy you love or happiness. But having your financial life in order can give you options and it’s those options that give you freedom and peace of mind. What about your money causes you concern?
This puts the ball in the prospect’s court. Many people laugh and say, “My biggest money problem is I don’t have enough!” If they say that I ask them to tell me more about that. What does not having enough money mean? What’s enough? They then usually disclose a more precise concern such as their finances being in chaos. They don’t have enough money because they haven’t made good investment choices or because they’re not getting enough income from their investments. They have too many accounts in too many places. They have old 401k’s that they think they probably need to roll over. Or, they just don’t know where their money goes. The point is, whatever they say, it is their concern. It’s not my agenda. And, it’s not me providing a solution before I even know what’s bothering them. Once I’ve heard their concern, then I describe how I can help."
Listen to Kim's comments. Visit www.garrettplanningnetwork.com to learn more about the "all american planners" network to which Kim belongs.
"Our market is retired couples and individuals whose adult children are scattered across the country. They need a reliable, trustworthy financial partner who can stand with them to help manage their assets and make smart decisions. Our slogan is 'Low-stress portfolio management for cautious investors.' (We own the trademark for the term "Low-Stress Investing," and I have published a book under that title.)"
Listen to Andy's comments at #FPA2010. To learn more about Andy's practice, visit his Website.
Tom has been in the financial advisory business for over 30 years, but 5 years ago, he suddenly realized he didn't know what he wanted to be when he grew up. Thanks to his relationship with TD AMERITRADE Institutional, he had the opportunity to participate in a coaching program that changed his life. Today, Tom focuses on serving 3 niches in the Michigan area:
1. University professors
2. Automotive executives
3. Health Care executives
All of whom are going through life transitions and are between the ages of 50 and 65 years old.
He has a defined process that he and his team take them through. This differentiates his firm. And instead of focusing on the numbers, Tom and his team help their clients "maximize the return on their lives" (not simply maximizing the return on their investments).
Here Tom's observations first hand by watching the video below. Learn more about Tom and his firm on LinkedIn.
"Internally, our mission and purpose is to provide financial and emotional security for like-minded individuals and their families. We accomplish this through comprehensive financial and life planning and disciplined investment management.
We have been shifting how this mission is communicated to the outside world by integrating right-brained concepts and verbiage in our typically left-brained driven minds.
In other words, while our core values as an organization have not changed, we are in beta testing phase with our positioning statement as we work to make the value we provide our clients that much clearer.
Our Positioning Statement:
We provide guidance and planning surrounding the financial implications of our clients’ life goals. We serve individuals and families seeking to protect their lifestyle, help their families, achieve comfort in retirement and build a legacy for the future. With regular checkups, our clients are free to go about accomplishing their goals, knowing that their financial matters are in the hands of someone they trust and know to always have their best interests in mind. We are the good guys, and we are not afraid to admit it.
Those terms speak much louder to our clients, prospects and other centers of influence that we work with as opposed to terms like investment management, insurance, retirement and estate planning. Yes, most everyone we work with needs all of those things, but, in their minds, it’s what those things do, not what they are, that’s more important."
Unfortunately, Chip's video clip did not save down to the camera correctly. We are happy that he was able to reconstruct some of what he shared at #FPA2010 by providing the written comments above. Chip writes a blog for FPA. His website is www.taaginc.com.
The Kinder Institute of Life Planning trains advisors to talk with clients in a broader way than just focusing on the numbers side of financial planning. Here Roger Wellington, Kinder Institute Executive Director, shares his thoughts on best ways to communicate your value to current and prospective clients.
"The Life Planning approach to wealth management is often difficult to encapsulate quickly. And if it takes you a paragraph to describe how your holistic approach differs from others, you’re likely to have lost your audience. One of the pithiest summaries of Life Planning I’ve heard is as follows, 'We help clients explore how to use their money to make a life instead of using their life to make money.'”
To make the session more fun - and to help FPA Members who could not attend the session in person get the gist of what was happening in the Twitter Live! session - Marie Swift did some "tweeting" live during the session.
Here is the Twitter stream that resulted - plus a few other #FPA2010 related tweets generated by her:
Tom Rabaut #FPA2010 coaching provided by TD Ameritrade practice management team has made a difference for him in communicating his value. Focuses on life transitions. Process for sudden changes. 11:19 AM Oct 11th via web
Andy Millard #FPA2010 is embracing social media through email blast on Monday morning that ties to his video blog www.andymillard.blogspot.com 11:16 AM Oct 11th via web
Andy Millard #FPA2010 specializes in working w/ retired clients. Offers low stress money management for cautious investors. Goal: work thru $ issues 11:15 AM Oct 11th via web
Gary Klaben at #FPA2010: Talks about their financial advocacy process. We serve as Family CFO. Take from complex state to simple state. Partners with clients. 11:13 AM Oct 11th via web
Gary Klaben #FPA2010: Ask about their meaning, values & principles. People love to talk about these very important issues for them. Takes 1-4hrs 11:11 AM Oct 11th via web
Gary Klaben speaking at #FPA2010 how he communicates value to prospects. What is it he sees in them? Frustrated. Complex lives. Clients feel powerless. 11:10 AM Oct 11th via web
Ed Jacobson at #FPA2010 - Have picture of a client in your mind who is irrationally exhuberant about you. What would they say? How do you feel? Craft your positioning statement by thinking about that. 11:06 AM Oct 11th via web
Ed Jacobson speaking at #FPA2010 says anticipate what you will say when asked what you do. Remember to breathe. It will calm and center you. Smile! 11:05 AM Oct 11th via web
Ed Jacobson: Think about who you work w/ best, where you are at your best. You will develop better positioning statement if get in that mindset #FPA2010 11:04 AM Oct 11th via web
Ed Jacobson speaking at #FPA2010 at Twitter Live Positioning Statements session live in exhibit hall. RE: How to think about your work. 11:02 AM Oct 11th via web
Ed Jacobson: Client meeting an opportunity for you to shine as their trusted advisor and deepen the conversation. #fpa2010 11:01 AM Oct 11th via web
Kristin North practice management consultant with TD Ameritrade says there are gender differences. Women tend to fall on the empathizer side. Men tend to fall on the commander side. #FPA2010 11:00 AM Oct 11th via web
Kristin North TD Ameritrade speaking at #FPA2010 on personality types and how to best work with clients / connecting, articulating value. 10:59 AM Oct 11th via web
@marieswift gave example advisor who positions self as human GPS system - charting course & there with clients every step of way, come what may. Encourages advisors to draw "word pictures" in the listener's mind. #FPA2010 10:58 AM Oct 11th via web
Kristin North TD Ameritrade says advisors can use conceptual selling to connect w/ clients & prospects. Doing live positioning stmts now in exhibit hall Learning Center #FPA2010 10:56 AM Oct 11th via web Roger Wellington of the Kinder Institute says planners cannot lead with a "money conversation" when trying to communicate w/ prospects at #FPA2010 10:53 AM Oct 11th via web
Kim Jones says at #FPA2010 - I help people feel happy about their money, give them tools to help them feel good about their future. Money = options.
Chip Workman says at #FPA2010 says to provide guidance & planning around clients life goals. Keep their best interests in mind. Do not be afraid to say you are a good guy in a white hat.
Eavesdropping on the #FPA2010 conference via @RIAbiz http://bit.ly/98O9sh by @marieswift
@marieswift and her team are proud to be working w/ industry thought leaders such as Influencer Award winner Myra Salzer…http://lnkd.in/U3ZEqJ
Join @marieswift via Financial Planning magazine discussion boards. Add your thoughts on rebuilding trust www.tinyurl.com/FAtrust #FPA2010 8:33 AM Oct 11th via web
Join @marieswift today in the Learning Center (back of the Exhibit Hall) at 11:45 am MST today at #FPA2010 and talk about articulating value 8:30 AM Oct 11th via web
RT @MichaelKitces Deborah Fox's college program is very popular. Just finished, and she's mobbed with people asking even more questions! #fpa2010 Mon Oct 11 10:33:57 2010 via TweetDeck Retweeted by marieswift
RT @juanros Don Trone on fiduciary ethos: "Through the eyes of your clients, you have to be viewed as a leader." #FPA2010 Sun Oct 10 15:10:26 2010 via Twitter for iPhone Retweeted by marieswift
Join @marieswift via Financial Planning magazine discussion boards. Add your thoughts on rebuilding trust www.tinyurl.com/FAtrust #FPA2010 Mon Oct 11 10:33:29 2010 via web
Join @marieswift today in the Learning Center (back of the Exhibit Hall) at 11:45 am MST today at #FPA2010 and talk about articulating value Mon Oct 11 10:30:27 2010 via web
@MichaelKitces Congratulations on your Influencer Award! It was great seeing you and your wife last night at the Financial Planning party! Mon Oct 11 09:57:29 2010 via web in reply to MichaelKitces
RT @fpapubs: Daily Pulse now online! Check out photos of your colleagues and session highlights from #fpa2010: http://bit.ly/c308Oj. 7:56 AM Oct 11th via web
@finplan what a lovely evening! Enjoyed attending/seeing everyone at the inaugural Influencer Awards at @FPA2010 http://www.bit.ly/cxCQC1 12:41 AM Oct 11th via Mobile Web in reply to finplan
Myra Salzer named Technology Wizard at @finplan magazine's Influencer Awards Party while at #FPA2010 12:36 AM Oct 11th via Mobile Web
Sheryl Garrett named Practice Management Guru at @finplan magazine's Influencer Awards party while at #FPA2010 12:34 AM Oct 11th via Mobile Web
Tom Bradley at #FPA2010 says choice for consumers re fees is good. Explain clearly. Let them choose. 1:39 PM Oct 10th via Mobile Web
Tom Bradley spkg at FPA2010. Systemitzed referrals a key component for success. Also use Funnel Management system to priortize prospects. 1:35 PM Oct 10th via Mobile Web
Tom Bradley speaking at #FPA2010. Says advisors need to build more efficient businesses. Example - use portfolio rebalancing software. 1:30 PM Oct 10th via Mobile Web
Join @marieswift & luminaries Don Trone George Kinder Ed Jacobson Geoff Davey George Tamer Julie Littlechild at #FPA2010 10/10 8 AM room 206 11:46 PM Oct 9th via web
@ddjfjy Great having you in the Web 2.0 and Social Media Boot Camp today, Dan! Your new blog looks fabulous. Amazing what you accomplished. 11:40 PM Oct 9th via web in reply to ddjfjy
Just getting back from after party hosted by @marieswift after #FPA2010 official functions ended tonight. Great seeing new friends and old! 11:36 PM Oct 9th via web
#FPA2010 off to a great start! Dan Ariely, author of "Predictably Irrational, very funny but thought provoking in opening keynote speech. 11:32 PM Oct 9th via web
@calebbrown is telling us at the Speaker Spotlight #FPA2010 that he will share how to hire NextGen Planners during his session Sunday 10 am. 5:10 PM Oct 9th via web
@cicilymaton will speak at #FPA2010 on Tuesday 8:15 am on working with a therapist. Will share success stories from her practice, tools. 5:08 PM Oct 9th via web
@lindastimak says her session will help FAs gain sustainable growth. Don't miss finding out what your DNA Footprint is on Tuesday #FPA2010. 5:06 PM Oct 9th via web
@lindastimak giving preview of her Rainmaker session to happen Tuesday a.m. She is speaking live right now at Speaker Spotlight at #FPA2010 5:04 PM Oct 9th via web
@gradycash is live speaking at Speaker Spotlight at #FPA2010. Giving preview of session he will give with @rickkagawa. Startling statistics! 5:03 PM Oct 9th via web
@gradycash will talk with @rickkagawa on Managing Health Issues for Aging Clients at #FPA2010. 5:01 PM Oct 9th via web
Dr. Jacobson's frame work includes 4 phases and action steps, tools at his session Tuesday morning at #FPA2010. Life Abundance Portfolio. 4:59 PM Oct 9th via web
@edjacobson speaking at #FPA2010 Tuesday morning. Reengergize Relationships with Client Review Meetings. Dr. Ed is fantastic speaker, Ph.D. 4:57 PM Oct 9th via web
Marie Swift interviews nine Industry Thought Leaders at FPA Anaheim 2009. She poses Three Big Questions to the Thought Leader panel and gets some insightful - and sometimes surprising - answers. Download and read the Thought Leader Round Table transcript now.
Thought Leader panelists joining Marie Swift:
Mary Zimmerman - Kinder Institute of Life Planning Justin Nichols - Garrett Planning Network Deborah Fox - Fox Financial Planning Network Robert J. Lindner - Lindner Capital Advisors Brett S. Ellen - American Financial Network / CSP Training Scott Hanson - Hanson McClain Retirement Network Dick Weber - ObjectivEdge Mark Pace - ObjectivEdge Geoff Davey - FinaMetrica
Welcome to Twitter Live! with the Industry Thought Leaders. My name is Marie Swift. I am president and CEO of Impact Communications, a full-service marketing and PR firm for independent advisors and the institutions that serve them.
We are celebrating the 40th anniversary of the financial planning profession. My how things have changed in just the past 20 years that I have been a part of the industry. I remember doing business before their was anything called “email” or “the internet.”
Today Twitter is all the rage. And since FPA has always been progressive, we decided to try something new this year – we’ll be combining the best of “high tech” with “high touch” here at Twitter Live.
20 Industry Thought Leaders are here in the audience. They will each come to the microphone and in 2 minutes max share the #1 thing that, from their perspective, advisors should be thinking about – or doing – as we round the corner into 2010 and beyond. I will ring this small chime 3 times to indicate that there are only 30 seconds left in the allotted time slot. I will ring the chime once when time is up. And I will be forced to use this gong if the Thought Leader just won’t stop – that’s doubtful, but you just never know when passionate people start speaking.
We have set up a Twitter page so you can sign up to follow all the great ideas that today’s Thought Leaders will share – and the other great information that FPA wants to share with you. Just go to http://www.twitter.com and sign up for a free account. Then follow “fpassociation.” So, the Twitter feeds will be found at http://www.twitter.com/fpAssociation.
I hope you will take notes, follow the blog and twitter feeds, retweet the things that interest you and leave comments on the blog. Let’s start a dialog online – and include the other people who could not for some reason be here with us live.
In addition, if you want to speak further with the Thought Leaders here today, come by Booth #651. There you will find many of the 20 people who will be speaking here today.
I’m Liz Pulliam Weston, the most-read personal finance columnist on the Internet and author of the book, Your Credit Score, and I believe credit will be the big story for 2010.
We’ve already seen a revolution in the credit card industry, with issuers doubling or tripling rates, lowering credit limits and shuttering accounts even for customers with great credit scores and perfect payment histories.
This is pushing many over the financial edge into bankruptcy, and threatening the credit scores of others by reducing their available credit. Those who still have good credit need to know they have the power to fight back against these changes, or take their business elsewhere, since customers with credit scores of 740 and above are still in high demand.
If the economy continues to shed more jobs than it creates, defaults will remain high and issuers cautious about extending credit to anyone with less-than-exceptional scores. Expect truly good balance transfer offers to get scarce and rewards deals to get less appealing for all but the sterling-credit class.
New rules mean people under 21 will have a much tougher time getting a credit card starting in February—but they will still need good credit scores to get decent apartments, insurance rates and car loans when they’re out of school. Parents need to think about whether they want to co-sign for a card or add a child as an authorized user to one of their own accounts. This is a child-by-child issue—co-signing can work for the most responsible but could be a disaster otherwise.
If your clients have credit card debt, they should fix their rates now by paying off their debt with a three-year, fixed-rate personal loan from a credit union, where those with good credit can get a fixed rate of 10% to 11%. Other alternatives: social lending sites such as Prosper or Lending Club.
If they can’t pay off the debt within three years, they need to talk to a legitimate credit counselor and possibly a bankruptcy attorney. The old days of easy credit aren’t coming back soon, and strapped borrowers need to realistically assess their options rather than continue to struggle with unpayable debts.
Hi, I’m Mary Zimmerman. I’m a Certified Financial Planner® professional and Registered Life Planner ™. I’m proud to be a founding member of the Kinder Institute of Life Planning and was the first certified faculty member of the institute in the United States. I serve on the Board of the Greater Phoenix Financial Planning Association as Director of Public Awareness.
The one big thing all advisors should anticipate is managing change.
How do we do that? When we invest time with our clients, deepening our relationships with them, we find out what is most important in their lives.
As their trusted advisor, we understand their goals of keeping the family home or putting a premium on education. As a result, we put structures and safeguards in place to help protect our clients’ priorities.
We should walk side by side with our clients through change. Change isn’t always easy, and your guidance and support will help them through a difficult time.
Remember to 1) Be nimble. Change doesn’t just affect our clients; it affects us, our families, our societies, and our planet.
2) Be alert. If one of your clients wants to “go green,” and you know about cash for clunkers or energy credits for heat pumps, alert them!
3) Be enthusiastic. Crackle with ideas that support and encourage our clients’ dreams. For example, a middle class client, working for Southwest Airlines wants her parents in Milwaukee to have a driver. You can encourage your client to trade driving for buddy passes.
4) Be still. Make sure to have some quiet time. Just like I tell my grandchildren, it’s good for the soul.
If you have any questions, you can contact me via my financial life planning practice, PATH Financial Strategies, LLC., at mary@pathfinancialstrategies.com, or via the Kinder Institute's Find a Life Planner map at www.KinderInstitute.com.
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