Januar y/Februar y 2014
Contents
On the cover:
A Fresh Look at Pricing Your Advisory Business: Blended Vs. Breakpoint Schedules (p. 23)
Many financial advisors transitioned their practices to the fee-based model 10, 15, or even 20 years ago. Since
then, as our industry has evolved, advisors have been asked to provide more value and services for the fees they
charge, all while the costs of running their small businesses have continued to rise. Despite these increases, most
independent advisors haven’t revisited their pricing schedules. Maybe it’s time.
Editorial
5 Perspectives from the Chairman: Exploring Purpose
and Passion
Wealth Management
Insurance
7 Overcoming Commitment Issues: A Four-Step
Process for Eliminating the LTC Wild Card in
Clients’ Retirement Plans
Planning
10 Peer Learning: Developing a Niche with
Divorcing Clients
13 Does Your Client Have a Pension? His or Her Social
Security Benefit May Not Be What You Expect
Investments & Research
16 Socially Responsible Investing: A Growing Trend
20 E Pluribus Unum: How the PPS Select Team
Forms Consensus Decisions
23 A Fresh Look at Pricing Your Advisory Business:
Blended Vs. Breakpoint Schedules
26 Seller’s Remorse: What Annuity Companies
Are Doing to Mitigate Their Risk
Compliance & Regulation
28 Advisor Impact: Lifting the Ban on the General
Solicitation of Reg D Offerings
Four-Corner Marketing
32 Where the Real Magic Happens: Integrating
Traditional and New Media Marketing
Practice Management
35 Hiring and Mentoring: By Advisors, for Advisors
The Bulletin Board
39 Commonwealth Cares: Spreading Messages of Hope
40 2014 Top Producer Meeting Qualifiers
48 A Welcome to New Advisors
49 Looking Forward to These Events . . .
50 Top 10 Clubs
COMMONWEALTH BUSINESS REVIEW
CBR
