Conversation Catalyst

In our 401k Advisor University workshop (and here as well) we rally around this notion of being expert at the Consultative Conversation.

Conversations lead to Diagnostic Opportunities.  Diagnostics lead to Proposal Opportunities. And proposals ultimately lead to converted plans.

As the fee disclosure deadlines get closer, the din is louder and louder.  If you’re actively seeking consultative conversations, this increased attention and buzz works in your favor.  In fact, when folks are reading about the solutions you can provide in Forbes, we see it as a Conversation Catalyst.

In Robertson’s article, he identifies three traps for employers to avoid.  Read them.  Think about them.  Then formulate how what you offer helps plan sponsors avoid them.

Then get out there and join the conversation.

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The Declaration of Independence

Independence and objectivity are among the most valuable qualities you can deliver to your clients. Offering your independent RIA services to the marketplace means fulfilling the fiduciary standard and subjecting your decision making to additional scrutiny.

As the 401(k) Marketplace sees a greater influx of firms holding themselves out to be ERISA § 3(38) fiduciary investment managers, your procedural prudence and objectivity will become increasingly important.

We’re strongly convinced that having a qualified 3(38) Investment Fiduciary managing 401(k) plan assets is the ideal scenario for plan sponsors and, ultimately, participants. Strong convictions are necessary to pursue high standards and deliver great results.

By the way, we’re biased.

So are you.

So is everybody. Bias is not, in and of itself, a bad thing. It just needs to be recognized openly, challenged objectively and defended prudently.

And, since there’s no such thing as a completely bias-free decision-making process, your greatest challenge [just like ours] is to do everything possible to eliminate potential CONFLICTS stemming from your CONVICTIONS.

Outspoken legal expert, Ary Rosenbaum, recently weighed in with a unique perspective on how potential conflicts in this space could undermine the original intent of the independent fiduciary investment manager.

And, yes, he’s biased too.

Mac & John

5 Reasons to Pretend You’re Not Home When the Multiple Employer 401(k) (MEP) Salesman Comes Calling

There is lots of chatter, aka selling going on regarding MEPs.  For the record–I am not an attorney (and never played  one on television) but this fellow Sherpa had the opportunity to talk to a few ERISA Attorneys (you know those folks who know a little about the law) regarding Multiple Employer Plans. Mmmm….

FIVE REASON TO PRETEND YOU’RE NOT HOME WHEN THE MULTIPLE EMPLOYER 401(k) (MEP) SALESMAN COMES CALLING

5.    Uh, Bernie is that you?

Post-Madoff it’s a little hard to believe (okay maybe it’s not so hard to believe) that folks are promoting accounts where essentially unregulated and unregistered entities (i.e., record keepers) have primary responsibility for the allocation of assets to many unrelated employers. If one adopting employer sends contributions that are not properly identified it may be difficult for even the most astute and well meaning, record keeper to adequately the source of the deposit. Needless to say, there is a much greater potential for misallocation.

4. Mary Schapiro on line 2.

Did you say Madoff, unregulated and allocation all in the same paragraph? The SEC has opined on several occasions that MEPs are subject to both the Securities Act of 1933 (only single employer plans are exempt) and the Investment Company Act yet we are unaware of any that have registered.

3. The last guy who called me top heavy would have been 35 yesterday.

Unfortunately, because MEPs are treated as single employer plans for many plan qualification requirements, if any one employer fails to meet any requirements that are tested or required on an employer-by-employer basis the entire MEP fails to meet the qualification requirements. For example, Treasury regulations specifically provide as follows: “… if twelve employers contribute to a multiple employer plan and the accrued benefits for the key employees of one employer exceed 60 percent of the accrued benefits of all employees for such employer, the plan is top-heavy with respect to that employer. A failure by the multiple employer plan to satisfy section 416 with respect to the employees of such employer means that all employers are maintaining a plan that is not a qualified plan.” Nuff said?

2. Sure we have something in common but is it really enough.

There is a lot of chatter about whether a MEP sponsored by multiple employers who act as independent co-sponsors, so-called open MEPs, require that each adopting employer have a common nexus or commonality. While there does appear to be a statutory basis for open MEPs, the Department of Labor (“DOL”) has not yet opined on the matter and given the expectation that the DOL will speak to this issue in the near future.

1. I thought that you said I couldn’t be sued.

 These may not be the most famous “last words” (Custer’s last stand?) but they are probably right up there. Despite the clear ability to delegate fiduciary responsibilities in a MEP as in a single employer plan, many practitioners are very skeptical of the claims made by MEPs that they allow an adopting sponsor to avoid all fiduciary responsibility. Instead it does seem likely that adopting employers retain some residual fiduciary responsibility to monitor the MEP. Thus, until the DOL opines on the subject, it appears that the best practice is for adopting employers to assume that they have some fiduciary responsibility to at the very least monitor the plan holding their employees nest eggs.

© 2012, The Advisor Lab. The opinion in this post is that of the author and may not reflect the opinions of The Advisor Lab or any of its affiliated companies. This post is not to be construed as investment advice.

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A Sales Training You Don’t Want to Miss…

So…this was the headline today at 401khelpcenter:

John Hancock Kicks Off Advisor 401k Sales Training

According to  the article “the training is designed to equip advisors with the foundational knowledge they need to grow their business and support their 401k clients”.  I hope the trainees will learn about expensive revenue sharing agreements, contingent deferred sales charges, implicit fee expense and fiduciary warranties.

To see the article, click here.

Mac

Plastic or Real?

This past week, fellow Sherpa John Resnick hosted our monthly Sherpa webinar on the topic of CONSULTATIVE CONVERSATION (this content is posted on The Advisor Lab under The Advisor Sherpa tab).

Listening to John’s talk, I was reminded how important it is to have what I call REAL and AUTHENTIC conversations with clients and prospects.

Of course, these original notions – REAL and AUTHENTIC – now seem so often used that they could border on being trite and cliché. Perhaps they’ve even crossed the threshold to join the immensely tired “peace of mind”.

Sadly, many in our industry still operate as though slick packaging, cute slogans and sensational taglines somehow connect with clients and prospects.

John and I refer to this approach as the PLASTIC BANANA STRATEGY.  All of us remember the bowls of waxy, plastic fruit that sat on every grandparent’s kitchen table.  The fruit looked good; but there was only one problem–it wasn’t real.

I once worked for a guy that mandated the sales and marketing team purchase expensive watches such as Rolexes and Breitlings. And, if you couldn’t afford one, you were told to purchase a fake or knock off.  Real or Fake, the point was to create the illusion with the watches on our wrist that we were successful and “rolling in it.”

Shed the formulaic, plastic sales speak.  Invest your focus and energy on connecting at an emotional level around the meaning and purpose of what’s important to your client.  Doing so may be uncomfortable and risky but will result in a conversation and relationship built on a foundation of TRUST.

© 2012, The Advisor Lab. The opinion in this post is that of the author and may not reflect the opinions of The Advisor Lab or any of its affiliated companies. This post is not to be construed as investment advice.


Variable Annuities and 401(k) Plans

I grew up in a house with three brothers…yes three rambunctious, ornery, funny, fighting brothers.  My mom, Gussie (yes, that’s right Gussie) ruled the house with a tough as nails, take no prisoner-discipline and was never shy  in reminding us who was boss (even when we were teenagers).  I still believe she would have been a heck of a CEO or entrepreneur with her no b.s. style of management and motivation.  Her farm upbringing and the fact that she was the oldest girl of 9 kids served her well.

On one particular Sunday we misbehaved in church embarrassing her.

Clearly, we broke one of her cardinal rules which was don’t act up and bring attention to yourself.   She gently (yeah, right) reminded us that church was not the time or place for such foolishness.

For some reason when I read the linked article below from Forbes called Why Variable Annuities Have No Place in Your 401(k) Plan I heard the words of Gussie and her behavioral expectations of what was appropriate.

Variable Annuities in 401(k) plans?

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© 2012 The Advisor Sherpa.  The opinion in this post is that of the author and may not reflect the opinions of The Advisor Lab or any of its affiliated companies.  This post is not to be construed as investment advice.

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Fighting the 401(k) Bully

When I was in junior high there was this cocky kid who professed to be the second coming of Billy Jack (for those of you younger than me and and have never heard of Billy Jack–check out IMDB at this link http://www.imdb.com/title/tt0066832/ ).  He was constantly bragging about his so called black belt skills and how he was a kung fu master.  Since I grew up in a small farming town in southern Illinois, I was completely clueless how he acquired such skill since the nearest Dojo was at least 5 hours away.  One beautiful spring day during 7th hour PE, the supposed karate master got into a scrap with a fellow classmate.  This classmate was the nicest, most down to earth, sweet natured boy who was not a fighter–in fact it is probably safe to say that he had never fought anyone in his adolescent life.  As the kung fu master motored his mouth, he belittled this classmate resulting in after school fight at Mueller Park.  We were excited to see the ninja skills in action (as we worried that our ever friendly classmate was in for a butt-whipping).

We could have never predicted what happened next.

This easy-going classmate gave the braggart ninja a barnyard butt whipping of his life.  The kung fu mystique was gone. Done. Kaput.

So what does this have to do with 401(k) business?

As I watch independent advisors compete with the insurance companies, it is easy to be intimidated by the so called ninja skills of these large annuity providers.  Plan sponsors are easily confused as they buy these products that are hard to understand but expertly marketed.  Don’t get fooled into thinking that you cannot compete with these goliaths. In fact, there are independent advisors who are working with The Advisor Lab that are having great success in taking business from these industry behemoths.  Through sheer determination, focus (and with silent swag) they are having an impact with Plan Sponsors (and growing their retirement plan channel).

I encourage you to map out a 2012 plan and use the tools developed by the team at The Lab.

You can show up at your Mueller Park knowing that you will win the fight.

© 2011, The Advisor Sherpa by Mac

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When Nothing Happens…

A well worn business adage you may have heard says:

“Nothing happens until something gets sold.”

This universal truth applies to virtually every product or service-producing operation.  Advisory practices growing in the 401k arena are no exception. 

However here, most often, the first “sale” is a concept or idea rather than a product. In fact, distilled to its essence, the VERY first “sale” is to have a meaningful conversation about a potentially beneficial concept or idea.

We should be continually mindful of this progression: Conversations lead to discovered opportunities.  Discovered opportunities lead to proposed solutions.  And proposals ultimately lead to new plans or plan conversions.

If your goal is to have more meaningful conversations in 2012, the first “thing” that needs to be sold is you; sold on the idea of the progression above and sold OUT to the notion that achieving this goal requires focused purpose and effort.

The second thing that should be sold is one of these.  Because along with the adage above, nothing happens until you set a date. 

If you haven’t already, sell yourself on the idea that mapping out your 2012 with specific target dates for your Fiduciary Roundtable Events is something you must do today.

Then do it.

Mac & John

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The Big Flaw in 401(k) Reform According to Solin

I like reading Dan Solin’s investment column and his books.  He is like a cranky uncle that says exactly what’s on his mind.  Check out his December 20, 2011 column from the Huffington Post called The Big Flaw in 401(k) Reform.  You can read the article here.

Hope 2012 is off to  a great start!

Mac & John

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Disruptive Technologies

We ran across an article this week regarding disruptive technologies that caused us to think about 401k’s and retirement plans.

Disruptive technologies destroy markets and creates new opportunities, more value and innovation.

This is a reminder that in the world of 401k’s, objective benchmarking and efficiency optimization are disruptive technologies spelling the end of bundled, fee-obscured, costly products.

You can read the article here.

Have a great weekend!

Mac & John


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