Advisor's Advisor Insight

My Blog Has Been Moved

2010-09-07T09:30:00.002-05:00

Please visit http://advadvisor.wordpress.com/ for my up-to-date blog posts!
MJN

Investment News Net Article ~ Is this the start of a lost decade for bonds?

2010-08-06T09:04:00.003-05:00

In a recent article on Investment News Net's website, they ask an important question:
As investors turn to fixed income, primarily bonds, as a safe source of funds are they creating the next problem?

From the article:
"given today's historically low interest rates, large budget deficits and the risk of inflation, one wonders whether investors are making this asset allocation choice at the beginning of what may ultimately prove to be a lost decade for bonds. In particular, the fixed-income asset class most favored during the financial crisis for its safety and liquidity — the Treasury bond — may face an unusually high level of interest rate risk in today's environment because of its long duration. "

The article continues to speak about the pricing of bonds and with the current historically low rates, and the threat of rising rates, how consumers going to bonds may not see any interest - even within the next decade. What does this mean to you?!? Now more than ever your clients need safe-money solutions!!

For the complete article click here: http://www.investmentnews.com/article/20100725/REG/307259999

Happy selling, stay focused.

Matt
http://twitter.com/advadvisor
866.363.9595 ::: matt.neuman@advisorsexcel.com

How Safe is FDIC Insurance?

2010-07-30T14:22:00.004-05:00

Thanks to one of my partners, Global Financial Private Capital (GPFC) for this piece. Here's an excerpt:

…but the Federal Deposit Insurance Corp. (FDIC) pays Depositors when a Bank Fails, RIGHT?

The definitive answer to this question is both Yes and No:
 Yes, the FDIC insures all deposits held within member banks and thrifts, currently up to
$250,000. As this insurance is backed by the “full faith and credit of the United States
Government”, the FDIC should be able to cover all future failures.
 No, the FDIC is required by law to maintain a Deposit Insurance Fund (DIF) of at least 1.15% of total insured deposits. Currently, DIF is approximately $20 billion in the red, a negative ratio of 0.39% of insured deposits.

To read the entire article click: http://tinyurl.com/2vzamcb

Happy selling, stay focused.

Matt
http://twitter.com/advadvisor
866.363.9595 ::: matt.neuman@advisorsexcel.com

Article - Ten Stock Market Myths that Just Won't Die

2010-07-30T09:34:00.002-05:00

An article was recently shared with Mike Reese, our IRA College trainer and IRA Expert, about common myths of the stock market that just won't die.

These myths include the 10% market return lie, that now is the time to get in the market, the high risk equals high return ratio, timing the market and being able to outperform anything with stocks. The article defames each myth in detail and is fantastic to have in your arsenal when clients hear these myths.

To read the full article, click here: http://tinyurl.com/26hwdby.

Stay Focused.

MJN
Empowering the Country’s Best Advisors to Become Better.
Click Here for More on "The Advisor's Advisor"
1300 SW Arrowhead Dr, Ste 200 ::: Topeka, KS ::: 66612
866.363.9595 ::: matt.neuman@advisorsexcel.com

Investors Lose Faith In Big Brokers!!

2010-07-23T09:47:00.002-05:00

A JD Power & Associates Study came across my desk this week titled “Investors Lose More Faith in Big Brokers." How often do you run across Edward Jones, RBC Wealth Management, LPL Financial, Bank of America, Merrill Lynch, Morgan Stanley, Smith Barney or Wells Fargo?!?

The study by JD Power & Associates specifically mentions the above companies and how even though the market rebounded, clients were not satisfied with their brokers. Highlights from the article:

"The general reputation of brokerages, meanwhile, continued to sink this year despite the rebound. An increasing proportion of investors said they believe their investment firm is driven more by profit concerns than focused on the customer.

"Most investors have enjoyed positive short-term gains in their portfolio as a result of the market recovery, but this has not translated into an improvement in investor sentiment toward their firm," said David Lo, investment services director at J.D. Power."

Can you use this in appointments? Can you use this in seminars?
Contact me today for a complete copy of this article.

Take care and happy selling.
MJN

Empowering the Country’s Best Advisors to Become Better.
Click Here for More on "The Advisor's Advisor"
1300 SW Arrowhead Dr, Ste 200 ::: Topeka, KS ::: 66612
866.363.9595 ::: matt.neuman@advisorsexcel.com

Schapiro Backs Off From Indexed Annuity Fight - Regulatory,Legislative and Tax Issues - Life and Health Insurance News

2010-07-21T10:12:00.000-05:00

Schapiro Backs Off From Indexed Annuity Fight - Regulatory,Legislative and Tax Issues - Life and Health Insurance News

$328 Million in Savings

2010-07-15T08:57:00.002-05:00

George Steinbrenner, billionaire and long term owner of the New York Yankees, left this world with a great sense of timing. Steinbrenner passed away last week, leaving his heirs possibly hundreds of millions more. Since he died in 2010, his heirs do not have to pay an estate tax on his estate, estimated to be worth $1.1 Billion.

According to an article on MSNBC:
"Forbes magazine has estimated Steinbrenner's estate at $1.1 billion. The federal estate tax in 2009 was 45 percent, with the $3.5 million per-person exemption. If he had died last year, his estate could thus have faced federal taxes of almost $500 million, depending on how the estate was structured.

That doesn't mean his heirs permanently escape all taxes related to his assets. They will still have to ultimately pay a capital gains tax if and when assets are sold. And due to a change in tax law this year, the tax would be applied to the amount by which the assets have appreciated since Steinbrenner acquired them."

Click here for the complete article: http://www.msnbc.msn.com/id/38232917/ns/business-personal_finance/

This article is a great reminder to talk to your clients about estate planning and how you can help them. Call or email anytime I can help further.

Stay Focused.
MJN

Empowering the Country’s Best Advisors to Become Better.
Click Here for More on "The Advisor's Advisor"
1300 SW Arrowhead Dr, Ste 200 ::: Topeka, KS ::: 66612
866.363.9595 ::: matt.neuman@advisorsexcel.com

Fannie Mae & Freddie Mac - Delisted from NYSE

2010-07-13T15:05:00.002-05:00

Fannie Mae and Freddie Mac delisted from stock exchange

Below are some good conversations points to have with your clients that think the economy is turning around. Indicators may show them otherwise, including Freddie Mac and its sister company Fannie Mae have continued to rack up losses. US home loan giants Fannie Mae and Freddie Mac are to cease trading on the New York Stock Exchange (NYSE). The state-sponsored lenders were ordered to leave the exchange by the Federal Housing Finance Agency (FHFA).

They have both continued to suffer heavy losses in the aftermath of the financial crisis. Their share prices have slumped to the NYSE's minimum level of $1 a share - requiring them to try to boost their stock, or delist. The FHFA said the decision to exit the exchange did not "constitute any reflection on [Fannie Mae and Freddie Mac's] current performance or future direction".
FHFA's acting director Edward DeMarco added that delisting the shares "makes sense and fits with the goal... to preserve and conserve assets".

The two lenders, which provide mortgage finance to other lenders, were placed under government control in September 2008 after being severely hurt by the collapse in the mortgage market. Both have continued to make heavy losses, however, so far costing US taxpayers $145bn in bail-out costs.

Stay Focused.

MJN
Empowering the Country’s Best Advisors to Become Better.
Click Here for More on "The Advisor's Advisor"
1300 SW Arrowhead Dr, Ste 200 ::: Topeka, KS ::: 66612
866.363.9595 ::: matt.neuman@advisorsexcel.com

How to Throw A 4th of July Party ~ With a Twist

2010-06-29T08:50:00.005-05:00

Are you ready to throw a 4th of July party your clients, friends and family won't soon forget? Horsesmouth.com is a fantastic website for financial advisors, giving unique ideas for improving your practice. In an article posted on the website last week, an idea for a great 4th of July party for your clients was shared.

The key part of client appreciation events is to make them memorable experiences for your clients. With that being said, think about this opening sentence from the article: "The U.S. Constitution is the foundational text of our great country and its amazing, self-renewing American Dream. It's the bible to our civil religion…The operating rules for the successful operation of the longest-running Democracy in history… Yet, I believe you'd be hard-pressed to find a copy of it in very many homes in this country. It's the most important, largely invisible document in America!"

Now onto how to use this fact at your upcoming 4th of July party... From horsesmouth.com, naturally, your party will mostly be like all other Fourth of July parties: cookout, drinks, fun and games if kids are around, sports events like horseshoes, badminton, softball, Frisbee; and fireworks. But you might want to take a few moments to call everyone together and ask them to participate in a short, patriotic moment. After all, the reason everyone is there is because we're celebrating the birth of the nation.

Here are some ideas of what might come next: Make a short speech, thank everyone for coming and tell them you wanted to take just a minute to ask everyone to reflect on the meaning of the Fourth of July. Contact me today for a few examples of what this speech may sound like. Once done with the speech, thank them for coming and offer direct them to a table where they can receive a copy of the U.S. Constitution.

Remember on this 4th of July what the celebration is all about. Take time to remember the fact with your family, your friends and your clients. And enjoy the holiday - you definitely deserve it.

Stay Focused.

MJN

Empowering the Country’s Best Advisors to Become Better.

Click Here for More on "The Advisor's Advisor"

1300 SW Arrowhead Dr, Ste 200 ::: Topeka, KS ::: 66612

866.363.9595 ::: matt.neuman@advisorsexcel.com

Forget Stocks, Buy and Hold Annuities Instead

2010-06-18T14:59:00.002-05:00

In an article posted on the website for Boomer Market Advisor, Kerry Pechter (an industry expert) gives his take on annuities after attending the Retirement Income Industry Association’s spring conference.

Most of the speakers had similar undertones about getting out of the market and older retirees needing fixed assets. Below is the most poweful part of the article:

"In the conference’s featured presentation, finance professor and retirement income expert Moshe Milevsky argued that advisors shouldn’t encourage people who are mortality risk-averse—that is, scared of living to age 95 and running out of money along the way—to invest in stocks. “Risk is risk,” he argued, and people who are risk-averse to mortality will be equally risk-averse to equities.

Such clients should use immediate annuities or, alternately, deferred income annuities (aka “longevity insurance”) to lengthen the lives of their portfolios, Milevsky said. They should buy equities only with money they can afford to lose.

The conference’s overall message, which happens to be RIIA’s theme, is that retirees should buy a “floor” of risk-free income-producing assets before considering equities. After Wall Street’s recent madness, that makes sense."

For a complete copy of the article, contact me today. Thank you for the tremendous beginning to 2010 and putting June on pace for another record month for Advisors Excel, your firm and your clients.

Stay Focused.
MJN

Empowering the Country’s Best Advisors to Become Better.
Click Here for More on "The Advisor's Advisor"
1300 SW Arrowhead Dr, Ste 200 ::: Topeka, KS ::: 66612
866.363.9595 ::: matt.neuman@advisorsexcel.com

$9 Billion and No Taxes

2010-06-09T15:19:00.003-05:00

An interesting article from NBC.com came across my desk today. The 74th richest person in the world passed away earlier this year, and since he died in just the right year, his beneficiaries will collect their inheritance tax free.

Because of a lapse in the Estate Tax laws for 2010, Dan L. Duncan's estate valued at over $9 billion will pass on to his children and grandchildren free of estate tax. This means his beneficiaries will received billions more than they would have any other year.

This article is a great reminder to talk to your clients about estate planning and how you can help them.

Read the complete article here: http://www.msnbc.msn.com/id/37588278/ns/business-personal_finance//

Stay Focused.

MJN

Empowering the Country’s Best Advisors to Become Better.
Click Here for More on "The Advisor's Advisor"
1300 SW Arrowhead Dr, Ste 200 ::: Topeka, KS ::: 66612
866.363.9595 ::: matt.neuman@advisorsexcel.com

25 Questions ~ Is the Economic Recovery Real?

2010-06-04T16:06:00.002-05:00

Welcome to the summer! Now is the time where top producers separate themselves from the pack…

A top producer I consult recently shared the enclosed article “25 Questions to Ask Anyone Who is Delusional Enough to Believe This Economic Recovery is Real”. My advisor is using these questions as new seminar PowerPoint slides and as appointment talking points to generate business. I feel this is information you can generate business from also.

The article covers how many in popular media portray the American economy as recovering. Yet, the hard facts and economic indicators tell a different story. These 25 key questions are for clients who believe the media, and hopefully it can open their eyes to reality and how you can help.

Read the complete article here: http://www.businessinsider.com/questions-to-ask-anyone-who-is-delusional-enough-to-believe-that-this-economic-recovery-is-real-2010-5#is-richard-russel-wrong-22#ixzz0pbcEsVCW

I look forward to talking with you soon to have a successful 2nd half of 2010!

MJN
Empowering the Country’s Best Advisors to Become Better.

Click Here for More on "The Advisor's Advisor"
1300 SW Arrowhead Dr, Ste 200 ::: Topeka, KS ::: 66612
866.363.9595 ::: matt.neuman@advisorsexcel.com

CNBC Squawk Box ~ Our Advisor!!!

2010-05-28T14:55:00.001-05:00

Just yesterday morning, one of the producers with Advisors Excel was featured on CNBC’s Squawk Box program.

Take a look: http://www.cnbc.com/id/15840232?video=1505606228&play=1.

Chris H was able to coordinate this through a PR connection at Advisors Excel. My question for you…Is your current FMO able to get you placed like this?!? Can you imagine how much extra credibility and business this will generate?!?

This wasn’t a fluke. Advisors Excel works exclusively with top producers. There’s a reason more $5 million+ producers choose us over any other FMO in the country!

Call or email me if you want to know exactly how we did it.
To have a record 2nd half to 2010, we need to talk soon.

MJN

Empowering the Country’s Best Advisors to Become Better.
Click Here for More on "The Advisor's Advisor"
1300 SW Arrowhead Dr, Ste 200 ::: Topeka, KS ::: 66612
866.363.9595 ::: matt.neuman@advisorsexcel.com

Great Article ~ Why Treasury Bonds Aren't Always So Safe

2010-05-21T09:27:00.002-05:00

In an great article on CNN Money, US treasuries are shown as not always being a safe investment. Reason? Because interest rates can go up. In short, interest rates rising will have a serious effect on an investors return on money.

As stated in the article "I hope that you now get the larger point: that you're putting your capital at serious risk if you make a long-term loan to the safest borrower in the world, the U.S. government. Sure, getting your interest and principal from Uncle Sam is guaranteed. But that doesn't mean that you're making a safe investment. Be warned."

The complete article can be found here:
http://money.cnn.com/2010/05/17/markets/treasurybonds_safety.fortune/index.htm

Once again, FIA's show up as the best option for safe money!!
Keep up the great work and remember you provide your clients the greatest service out there.

Stay Focused.
MJN

Empowering the Country’s Best Advisors to Become Better.
Click Here for More on "The Advisor's Advisor"
1300 SW Arrowhead Dr, Ste 200 ::: Topeka, KS ::: 66612
866.363.9595 ::: matt.neuman@advisorsexcel.com

74 New Articles ::: Van Mueller

2010-05-17T08:16:00.001-05:00

Being the top producers I consult, I want to make sure you have the latest Van Mueller sales articles ASAP! You may recall that we have a strategic partnership with Van. He’s the featured worldwide speaker for MDRT and collects more information and data than anyone I’ve ever met.

So as a valued partner with me, you benefit. Here are 74 current articles to use in workshops and client meetings. Have at it…http://www.advisorsexcel.com/downloads/May-2010.pdf.

Call or email me with anything else I can help with. You know I’m here for you every day, ready to help you achieve your goals. Make it a great month in May!

MJN

Empowering the Country’s Best Advisors to Become Better.
Click Here for More on "The Advisor's Advisor"
1300 SW Arrowhead Dr, Ste 200 ::: Topeka, KS ::: 66612
866.363.9595 ::: matt.neuman@advisorsexcel.com

Personal Brokers - Now Just for the Wealthy?

2010-05-07T11:39:00.002-05:00

Thanks to Mike Reese for sharing this article with me...(email me to train with him at our next IRA College June 27-29th!) As if brokerage houses needed another knock against them, now it seems that unless investors have enough money, they may not even be able to have access to a broker at all!

Many of the big names on Wall Street have started to adopt a call center system for those investors that may not have a big enough portfolio balance to make speaking with financial advisors profitable enough to be worth their while. For those of you independent advisors out there that are meeting with these type of prospects (some with accounts up to $750k!), I don't know if there is a more powerful article to be sharing with them! Excerpts and full link to article below.

It was tough enough to get your broker on the phone during the financial crisis. Now, unless you have a sizeable chunk of cash, you may not be able to get a broker at all. Some say the moves create a different class of investors. “It will be challenging for them to get good financial advice,” says Bing Waldert, director of the research firm Cerulli Associates. Investors who complain can sometimes get a brokerage to back down, but some experts say clients might want to take their business elsewhere. “If they are trying to show you the door, maybe it’s not such a good idea to hang on,” Palaveev says.

Full Article

MJN

Empowering the Country’s Best Advisors to Become Better.
Click Here for More on "The Advisor's Advisor"
1300 SW Arrowhead Dr, Ste 200 ::: Topeka, KS ::: 66612
866.363.9595 ::: matt.neuman@advisorsexcel.com

$100 Million Budget Cut ~ Amazing Video ~ ONLY 1 MIN 38 SEC.

2010-04-23T08:25:00.001-05:00

This is not political, per se, but is one of the simplest and best illustration of economics I
have seen. In 1 minute & 38 seconds you see what we can and cannot cut from the national budget and how to illustrate the significance of what is the budget cut proposal.

A college student "Explains our Federal Budget" and the portion that must be borrowed in simple terms for everyone to understand. This student’s visual aid example easily
demonstrates the $100 million cut that President Obama asked for on Monday, April 19th.

Click on this link and be amazed: http://www.wimp.com/budgetcuts/.

MJN
Empowering the Country’s Best Advisors to Become Better.
Click Here for More on "The Advisor's Advisor"
1300 SW Arrowhead Dr, Ste 200 ::: Topeka, KS ::: 66612
866.363.9595 ::: matt.neuman@advisorsexcel.com

The Best Year to Die: 2010

2010-04-16T14:45:00.001-05:00

Another great article came across my desk, this one on Estate Tax planning in 2010. It's great for a seminar as it's written from the humorous perspective of a father who's kids are telling him to die in 2010.

Here's a great quote from the intro and a link to the full article - SHARE THIS INFORMATION, IT'S POWERFUL.

“My kids had just sat me down and given me the bad news: I was going to die. They couldn't tell me what was going to do me in. But I was clearly a goner. The only thing they could guarantee was the year: 2010. Anytime during the year was OK with them. And they would be financially, if not emotionally, devastated if I was still around Jan. 1, 2011. Not that they don't care for me. "It's not personal, Dad," my son Josh said. "It's just business -- good tax planning”

For the full article, click here:
http://articles.moneycentral.msn.com/Taxes/CutYourTaxes/2010-the-best-year-to-die.aspx

Thank you for the phenomenal start to the 2nd Quarter! If you ever need anything for your business, never hesitate to call.
MJN

Empowering the Country’s Best Advisors to Become Better.
Click Here for More on "The Advisor's Advisor"
1300 SW Arrowhead Dr, Ste 200 ::: Topeka, KS ::: 66612
866.363.9595 ::: matt.neuman@advisorsexcel.com

What is One Billion?

2010-04-09T14:11:00.003-05:00

Here’s a quick seminar idea, shared by another highly successful producer I consult.Implement and this should increase 2nd quarter business!!!

During the seminar; put up this slide, then states these facts to your audience:

A billion seconds ago, it was 1979.
A billion minutes ago, Jesus just passed away.
A billion hours ago, our ancestors were Living in the Stone Age.
A billion days ago, no-one walked on the earth using two feet.
At the rate the United States Government is spending, a billion dollars was only 4 hours and 10 minutes ago.
If you don’t plan for increasing taxes, the government will plan for you. Information is nothing without action. Real power lies in informed decision making.

Have a great start to the 2nd quarter and call when I can help further.

MJN

Empowering the Country’s Best Advisors to Become Better.

Click Here for More on "The Advisor's Advisor"

1300 SW Arrowhead Dr. Suite 200 ::: Topeka, KS ::: 66604

866.363.9595 ::: matt.neuman@advisorsexcel.com

Great Commentary From Scott McKain

2010-04-06T12:23:00.005-05:00

Shared with me this week was great insight from our World Series of Sales speaker, Scott McKain. His commentary is below... What will you do to make a difference in your compensation this year?

----------------------------------------------------------------------------------

Unbelievable as it may sound, the new season for Major League Baseball begins this coming Sunday night. It is one of the undeniable rites of Spring - and if you have endured this year's Winter in the Midwest or East, I have no doubt you're ready for the change of Seasons!

Yet, baseball also provides a highly instructive metaphor for something every business - and individual - should be examining. And . . .while I try to avoid the over-use of sports analogies . . . consider these statistics from last year's season: In the Toronto Blue Jays infield, the shortstop position was often filled by John McDonald. Named in a 2007 poll as "Most Popular Blue Jay" - defeating their pitching ace, Roy Halladay, in the voting - this past year's season, McDonald had a batting average of .258.

(If you're not a baseball fan, a batting average of .250 would mean, on average, you got 2.5 hits for every 10 times to bat to that point in the season. A .300 average would, naturally, mean that you safely hit the ball 3 times per 10 times to the plate.)

Over at third base for the Blue Jays, for much of the 2009 season was a fellow Hoosier, Scott Rolen. During his stint with the Jays, (Rolen was traded to the Cincinnati Reds on July 31st.), Rolen's batting average was .305 - about 50 points higher than McDonald's.

How did that small difference translate into compensation? What does one-half of one hit more -- every TEN times at bat -- mean in terms of pay for performance?

McDonald makes a lot of money - his contract is about $1.5 million per season.

But, Rolen's modestly better production means a LOT bigger paycheck. His contract was for $11 MILLION per year!

Here's the point: When you play the game at a high level, being a "little bit" better means exponential improvements in returns!

You do not have to be twice as good as your competition to earn double the results.

Finding small points of distinction will make an enormous difference for you and your organization. Remember - Enterprise Rent-A-Car is renting the IDENTICAL vehicles as their competitor. Doing what could be viewed as a "little thing" - picking up the customer, rather than requiring them come to the rental location - created the nation's largest rental car company.

What small action could you take that could make you the "little bit" better to earn huge rewards?

MJN

Empowering the Country’s Best Advisors to Become Better.
Click Here for More on "The Advisor's Advisor"
1300 SW Arrowhead Dr. Suite 200 ::: Topeka, KS ::: 66604
866.363.9595 ::: matt.neuman@advisorsexcel.com

Social Security Article - Spending Threshold Crossed 6 Years Early!!!

2010-03-29T15:18:00.002-05:00

Ran across this article in yesterday's New York Times - our Social Security program for the FIRST TIME EVER will pay out more this year than it is taking in from tax revenue, a threshold it wasn't expected to cross until 2016. The real estate bubble bursting, recent market downturn, and high unemployment rate (causing more to file for early payments) have been the main cause for the accelerated spend down of the Social Security Trust Fund.

Here's a quote directly from Alan Greenspan on how we can "fix" our Social Security System...
Only three choices: raise taxes, lower benefits or bail out the program by tapping general revenue.

If you don’t plan with your clients for increasing taxes now, the government will plan for you. Information is nothing without action. Real power lies in informed decision making.

Read the complete article by Clicking Here.
Take care and contact me if I can do anything else to help.
MJN

Empowering the Country’s Best Advisors to Become Better.
Click Here for More on "The Advisor's Advisor"
825 S. Kansas Avenue, Suite 510 ::: Topeka, KS ::: 66612
866.363.9595 ::: matt.neuman@advisorsexcel.com

Are You Working On Your Sales Skills?

2010-03-19T13:33:00.002-05:00

In a great article on www.RegisteredRep.com, the publisher Rich Santos speaks about what advisors need to do to improve their sales skills with affluent and high net worth investors. Santos goes through specific action steps, from what you say to events you throw, that all advisors can learn from to become a better sales person.

To read the full article go to: http://registeredrep.com/newsletters/practice/are_you_working_on_your_sales_skills_0318/

In today’s marketing environment, the best get better. Are you?
Let’s talk soon.
Matt

Empowering the Country’s Best Advisors to Become Better.

1300 SW Arrowhead Rd ::: Suite 200::: Topeka, KS ::: 66604
866.363.9595 ::: matt.neuman@advisorsexcel.com

Bill Bachrach: Olympic Inspiration

2010-03-12T14:29:00.002-06:00

The following was written by one of our WSOS speakers, Bill Bachrach. I wanted to share his powerful and inspirational message with you.

Stay focused. We'll visit soon.
MJN

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What were the most inspiring moments of the 2010 Winter Olympic Games in Vancouver for you?

Did you watch certain moments and find yourself saying something like, "If he or she can do THAT… what's possible for me?"

I hope so, because that's one of the biggest benefits of watching sports that most of us only watch every four years. There are valuable lessons to be learned. Let's not miss them and, more importantly, apply them to our own lives.

When was the last time you crossed your finish line at the end of the day and screamed with the joy, relief, and satisfaction of knowing you laid it all on the line? Think about Lindsey Vonn after her gold medal downhill run.

Did you watch some of the cross-country skiing or biathlon with amazement as competitor after competitor collapsed as they crossed the finish line wondering what your own life would be like if you pushed your limits just a little farther? I didn't catch his name, but one of the cross country skiers commented about how his sport is the only one where it's normal to puke after practice. That's commitment. I'm not suggesting that you should throw up at the end of good day's work, but maybe you could leave a little more on the "field of play." What do you think?

Who will ever forget 24 year-old figure skater Joanne Rochette whose mother, to whom she was very close, passed away unexpectedly shortly after arriving in Vancouver? Instead of packing it in, just four days later she skated with extra inspiration and won the bronze medal. Could there possibly have been a dry eye in the house or living rooms around the world when she looked to the heavens at the conclusion of her program? It's no wonder she was awarded the Terry Fox award as the athlete who best exemplifies courage and selfless qualities.

My favorite quotes from the games were:

"Before you go to sleep at night ask yourself one question: Did you do every single thing you could today to make sure that you did your best? It's hard to answer 'yes' every single day." - Apolo Ohno; Short-track speed skater

"The more awkward positions that I become comfortable with, the fewer situations I'll be uncomfortable with." - Graham Watanabe; Snowboarder

"I don't like to look at it as competition. It's about me conquering myself… me being able to face my own fears, distractions, and weaknesses and say that I overcame them." - Apolo Ohno; Short-track speed skater

How does this apply to you? What if being a financial advisor was an Olympic Sport?

How good would you have to be to make the team? Where would your client service experience and client acquisition skills have to be in order to compete with the rest of the financial professional "athletes" on the world stage? How good would you and your team have to be to earn a spot on the podium or win the gold medal? These are great questions for you and your team to consider as you continually look for ways to be your best.

Fortunately, being a great financial advisor is not a zero sum game with only one gold medal. And you don't compete against other financial advisors only against your own potential. There is plenty of business for all of the great financial advisors in the world. As the saying goes, "it's only crowded at the bottom."

Take some inspiration from the athletes of the 2010 Winter Olympic Games in Vancouver, Canada and use it as propellant to achieve your next level of success.

Remember… anything is possible.

Keep moving forward,
Bill Bachrach, CSP, CPAE (Speaker Hall of Fame)
Chairman & CEO; Bachrach & Associates, Inc.
Author: Values-Based Financial Planning & High Trust Leadership

Best First Line I've Ever Seen!

2010-03-05T12:37:00.003-06:00

For a great article to share with your clients, check out this article from Investment News Net:

http://www.investmentnews.com/apps/pbcs.dll/article?AID=/20100224/FREE/100229944/1094/INDaily01

The first line is the most powerful statement I've ever seen in an article. It says how important annuities are inside of every clients portfolio. By having annuities in a portfolio, you can help hedge the risk of clients outliving their assets.

Make it a profitable week and thank you for all your hard work. They may not know it today, but clients need your diligence more than ever.

Take care and contact me if I can do anything else to help.

MJN

Empowering the Country’s Best Advisors to Become Better.
Click Here for More on "The Advisor's Advisor"
825 S. Kansas Avenue, Suite 510 ::: Topeka, KS ::: 66612
866.363.9595 ::: matt.neuman@advisorsexcel.com

Indexed Annuity Sales Increase in 2009 - Over $234 billion in Annuities Issued!

2010-02-26T13:43:00.003-06:00

In a recent study by LIMRA, over $24.9 billion in indexed annuities were issued in 2009, an increase of over 9% from 2008. In the same study, variable annuity sales were also up over the last 6 months of 2009, up enough to erase sales loss from earlier in the year.

A theory known as the "herding effect" can be used here with potential clients by sharing this information with them: in 2009 there was a total $234.9 billion issued in individual annuities!! An insured way of protecting their retirement assets. Share this with your clients in every appointment and they will automatically feel more comfortable with the indexed annuity purchase.

Thank you for the phenomenal month of business in February! If you ever need anything for your business, never hesitate to call.

MJN

Empowering the Country’s Best Advisors to Become Better.
Click Here for More on "The Advisor's Advisor"
825 S. Kansas Avenue, Suite 510 ::: Topeka, KS ::: 66612
866.363.9595 ::: matt.neuman@advisorsexcel.com

Alarming Article from CNN Money - Bank Failure Rate

2010-02-24T10:22:00.002-06:00

This week I ran into an article on CNNMoney.com that talks about how one in every 11 banks is at risk of failing. There are over 700 banks on the FDIC watch list today! That's the highest number since 1993!! The number has been growing since the recession started. As the article states, the list was at only 76 in 2007.

For a complete copy of the article, and also to hear FDIC Chairman Sheila Blair speak on why more banks will fail in 2010 Click Here.

Now is the time to provide your clients with safe and insured assets.
February is proving to be the biggest month of the year - thank you for all the hard work.

MJN

Empowering the Country’s Best Advisors to Become Better.
Click Here for More on "The Advisor's Advisor"
825 S. Kansas Avenue, Suite 510 ::: Topeka, KS ::: 66612
866.363.9595 ::: matt.neuman@advisorsexcel.com

Good Read - Investors Keep Fooling Themselves

2010-02-16T08:44:00.003-06:00

A good article came across my desk yesterday that I wanted to share. The last 3 paragraphs are great, and definitely stress the importance of being an honest advisor.

Investors are looking to get higher than average returns, and in some cases, advisors might be over-promising on their ability to get those returns in the stock markets. The article mentions that some clients hope to make a 22% return each and every year in the stock market!! To get your copy of the article Click Here.

Make it a great week. Remember that your clients need your advice now, more than ever.

MJN

Empowering the Country’s Best Advisors to Become Better.
Click Here for More on "The Advisor's Advisor"
825 S. Kansas Avenue, Suite 510 ::: Topeka, KS ::: 66612
866.363.9595 ::: matt.neuman@advisorsexcel.com

2010 Tax Summary Now Available!!

2010-01-22T08:14:00.002-06:00

The Allianz 2010 Tax Summary is now available!!! Keep up to date with tax standards and rules for this year by clicking Here.

January has started off strong, and we're on pace for a record year! Thank you for all your hard work and dedication to Advisors Excel. Let's talk soon on how to increase your business for 2010! Your hard work now guarantees your success this year and beyond.

Stay focused.
MJN

Empowering the Country’s Best Advisors to Become Better.
Click Here for More on "The Advisor's Advisor"
825 S. Kansas Avenue, Suite 510 ::: Topeka, KS ::: 66612
866.363.9595 ::: matt.neuman@advisorsexcel.com

Retiree Annuities May Be Promoted by Obama Aides

2010-01-14T08:31:00.002-06:00

I ran across a great positive annuity article this week in at Businessweek.com. It covers how the government is finding ways to encourage retirees to put their IRA's and 401(k)'s into safe money annuities, especially after significant market losses.

The article also mentioned how only 2% of IRA's and 401(k)'s are transferred into an anniuity. Think about the potential there to grow your business in 2010! For a copy of the article, please click Here.

Thank you for the tremendous start to 2010.

MJN

Empowering the Country’s Best Advisors to Become Better.
Click Here for More on "The Advisor's Advisor"
825 S. Kansas Avenue, Suite 510 ::: Topeka, KS ::: 66612
866.363.9595 ::: matt.neuman@advisorsexcel.com

Great Article from Senior Market Advisor

2009-12-23T15:41:00.002-06:00

If you haven't seen it yet - check out this article in Senior Market Advior:
http://www.seniormarketadvisor.com/Exclusives/2009/12/Pages/Nine-annuity-misapprehensions.aspx

The article covers the top 9 annuity misconceptions and misapprehension, and how some of your clients might not be acting on an opportunity out of fear alone.

I hope you have a great holiday season - you definitely deserve it. Thank you for our success together in 2009. It was an unprecedented year and one that made all of us stronger.
Heading into 2010, there is no doubt it is poised as a “breakout” year. Everyone has refined business practices, solidified sales models and is poised for a huge year. We’re thrilled to share 2010 with you.

MJN

Empowering the Country’s Best Advisors to Become Better.
Click Here for More on "The Advisor's Advisor"
825 S. Kansas Avenue, Suite 510 ::: Topeka, KS ::: 66612
866.363.9595 ::: matt.neuman@advisorsexcel.com

What's Next for Bonds?

2009-12-21T08:29:00.002-06:00

This week I received an interesting article put together by an RIA firm out of Florida regarding the current bond market and what it may look like in the near future.

The first sentence of the article really caught my attention, it says:
"At some stage, interest rates and inflation will rise. When they do, recent bond price appreciation will be reversed and many investors may be surprised at how much money can be lost in a bond."

The article goes on to talk about current factors that will affect future bond pricing including unemployment, bond fund demand, gross domestic production and inflation. For your copy of this thought-provoking article, contact me.

Make it a great week - as always your hard work is truly appreciated.
MJN

Empowering the Country’s Best Advisors to Become Better.
Click Here for More on "The Advisor's Advisor"
825 S. Kansas Avenue, Suite 510 ::: Topeka, KS ::: 66612
866.363.9595 ::: matt.neuman@advisorsexcel.com

Breaking News: House Votes Yes on Estate Tax Bill

2009-12-11T15:26:00.003-06:00

Last week on December 3rd, the House of Representatives voted 225-200 in favor of H.R. 4154.

H.R. 4154 will make the 2009 Estate Tax Level permanent. For calendar year 2009, the estate tax exemption amount is $3.5 million ($7 million total for a married couple) and the maximum tax rate on estates is 45%. H.R. 4154, the Permanent Estate Tax Relief for Families, Farmers, and Small Businesses Act of 2009, would permanently extend this estate tax exemption amount and tax rate.

Not mentioned in this change, the estate tax is scheduled to enter one year of full repeal in 2010 followed by a return of the estate tax in 2011 with much lower exemption amount ($1 million) and a much higher maximum tax rate (55%). To see the full bill, click here: Read H.R. 4154.

There is only a couple more short weeks in December. Will you make your 2009 goals? Let me know what I can be doing to help close out 2009 as your best year yet!

MJN

Empowering the Country’s Best Advisors to Become Better.
Click Here for More on "The Advisor's Advisor"
825 S. Kansas Avenue, Suite 510 ::: Topeka, KS ::: 66612
866.363.9595 ::: matt.neuman@advisorsexcel.com

The Future of Taxation ~ Great Website

2009-12-04T15:40:00.004-06:00

None of us know exactly what taxes will look like in the future. I ran across a great website and article this week, and I think several of you will absolutely love this site. It's a great tool and filled with information to use with you clients.

http://www.taxfoundation.org/

A couple highlights you may like from the website:
·A two page pdf that gives a breakdown of your individual state and how its taxes compares to other states in several areas
·There is a nice booklet titled “Why Taxes Matter”
·There’s also podcasts and blogs available

For a quick tutorial - pull up the link and watch the video on the right hand side, the President of the foundation goes through what the organization is, and what info you can find on the site.

With some of the stagerring information on the site comes this quote: ‘Americans will pay more in taxes than they will spend on food, clothing and housing combined.’

December is starting off as one of the busiest and most productive months for my advisors. Your hard work now guarantees your success in 2010 and beyond.

Stay focused.

MJN

Empowering the Country’s Best Advisors to Become Better.

Click Here for More on "The Advisor's Advisor"

825 S. Kansas Avenue, Suite 510 ::: Topeka, KS ::: 66612

866.363.9595 ::: matt.neuman@advisorsexcel.com

How to Prepare for the Coming Crash - New Must Read Book!!

2009-11-20T15:04:00.003-06:00

Bob Prechter has released a revised version of his New York Times Best Seller from 2002, Conquer the Crash: You Can Survive and Prosper in a Deflationary Depression, and it is a must read. When first put on the shelves in during the market high of 2002, similar to where we are today with the recent rebound. Prechter has been "on the mark" with many market predictions including the latest rebound, which led to him releasing the updated book with a new 188 pages.

In the new release, Prechter goes through many present scenarios setting up the market for another crash including bailouts, bank stocks, collateralized securities, real estate, rating services, political leaders, consumer confidence and psychological changes.

For more information on the new second edition of Conquer the Crash, visit Elliott Wave International. Bob Prechter has added 188 new pages of critical information to his New York Times bestseller

Remember, your clients need you now more than ever. Keep up the hard work, protecting America's retirees and their retirement goals.

Make it a profitable week. Stay focused.
MJN

Empowering the Country’s Best Advisors to Become Better.
Click Here for More on "The Advisor's Advisor"
825 S. Kansas Avenue, Suite 510 ::: Topeka, KS ::: 66612
866.363.9595 ::: matt.neuman@advisorsexcel.com

Court May Toss 151A

2009-11-13T08:25:00.003-06:00

An article published yesterday in National Underwriter gives some great news regarding 151A and it's progress in being appealed in the courts system!!

For the complete article, click here: Court May Toss 151A Order

Contact me if I can do anything else to help your business and make it a great week!
MJN

Empowering the Country’s Best Advisors to Become Better.
Click Here for More on "The Advisor's Advisor"
825 S. Kansas Avenue, Suite 510 ::: Topeka, KS ::: 66612
866.363.9595 ::: matt.neuman@advisorsexcel.com

S&P Overvalued, Set To Fail

2009-10-30T16:32:00.002-05:00

Economist Andrew Smithers notes the S&P is overvalued by more than 40% in a Bloomberg.com article released this week! The overvaluation is due, in part, to central banks that have pulled back on securities purchases that pushed up asset prices months ago.

Andrew Smithers is quoted as saying: “Quantitative easing has set off another sharp, and so far containable asset bubble, But if it gets too high and starts to come down then we’ll go straight back” into recession.

Your clients need your advice more now than ever. Help your prospects lock in their gains, and keep their hard earned money safe. For a full copy of the Bloomberg.com article, contact me today.

Stay focused.
MJN

Empowering the Country’s Best Advisors to Become Better.
Click Here for More on "The Advisor's Advisor"

825 S. Kansas Avenue, Suite 510 ::: Topeka, KS ::: 66612
866.363.9595 ::: matt.neuman@advisorsexcel.com

3rd Party FIA Study :: Updated and Hot off the Press!

2009-10-23T16:32:00.001-05:00

The 3rd party study, Real World Index Annuity Returns, featuring David Babbel and the Wharton School of Busienss has been updated to include more positive indexed annuity information.

In the study, FIA expert Jack Marrion contributes meaningful information for your clients, like the quotes below:
"Principal preservation products have evolved to address the needs of many risk-averse consumers by providing them a safety net for their investment/savings capital. These data indicate that most of the positive market return over time comes from relatively few performers, which lends support to the use of stock index strategies as part of an overall portfolio. Furthermore it supports the notion that there is significant risk in the stock market and thus, for moderately to highly risk-averse clients, the need for principal protection programs such as fixed indexed annuities (FIA’s). Nearly 96% of FIA’s possess reset (or ratchet) features that allow for locking in positive returns each annual or biannual period. By eliminating the prejudicial effects occasioned by significant stock market declines, and locking in returns annually or biannually, there is less of a need to try and capture large upside market swings to recoverfrom the declines.”

Also included is a reality chart comparing FIA gains to S&P actual return. The results are beyond impressive, showing an average annuity gain of 5.79% each year.

For your updated copy of the Real World Index Annuity Returns Study, contact me today.Stay focused and finish October strong.

MJN

Empowering the Country’s Best Advisors to Become Better.
Click Here for More on "The Advisor's Advisor"

825 S. Kansas Avenue, Suite 510 ::: Topeka, KS ::: 66612
866.363.9595 ::: matt.neuman@advisorsexcel.com

TIME Magazine Feature :: Why It’s Time to Retire the 401(k)

2009-10-19T09:09:00.003-05:00

Just today, TIME Magazine hit newsstands with the cover story Why It’s Time to Retire the 401(k). This article hits on several points about why clients close to retirement, those between 55-65, should roll their 401(k) to something safer, and something with an insurance guarantee.

Here is a small sample from the featured article:
“The ugly truth, though, is that the 401(k) is a lousy idea, a financial flop, a rotten repository for our retirement reserves… In what must seem like a cruel joke to many, the accounts proved the most dangerous for those closest to retirement. During the market downturn, the 401(k)s of 55-to-65-year-olds lost a quarter more than those of their 35-to-45-year-old colleagues. That's because in your early years, your 401(k)'s growth is driven mostly by contributions. You control your own destiny. But the longer you hold a 401(k), the more market-exposed it becomes. It's a twist that breaks the most basic rule of financial planning.’’ The article then goes on to say that those near retiring need to have an insurance plan for their funds, or else 44% of Americans are in danger of going broke during their retirement years.

What a powerful statistic to use in client appointments and meetings! For a complete copy of the TIME article, please contact me today. the goal is you can always use my materials to help clients make better decisions.

MJN

Empowering the Country’s Best Advisors to Become Better.

Click Here for More on "The Advisor's Advisor"
825 S. Kansas Avenue, Suite 510 ::: Topeka, KS ::: 66612
866.363.9595 ::: matt.neuman@advisorsexcel.com

New Financial Language

2009-10-09T09:15:00.007-05:00

I ran across a fun piece that you should take a look at from the Journal of Financial Planning.
It’s called “New Financial Language” and has some funny things you can use in seminars and appointments. Lightening up your seminar crowd might be easier with some of these:

October is proving to be one of the biggest months for most of the advisors I work with. Let me know what I can be doing to help close out 2009 as your best year yet!

MJN

Empowering the Country’s Best Advisors to Become Better.

Click Here for More on "The Advisor's Advisor"

825 S. Kansas Avenue, Suite 510 ::: Topeka, KS ::: 66612

866.363.9595 ::: matt.neuman@advisorsexcel.com

Another Published Article!

2009-10-08T10:01:00.007-05:00

I am fortunate enough to be featured/published again, in the most recent edition of Agent Sales Journal, thank you very much to their editorial team.

To read "Keep Your Top Clients - and Attract Your Top Prospects", find page 10 of the most recent edition or click: http://www.agentssalesjournal.com/content/view/1472/.

This marks the 4th time I've been published in 2009. Others include:

InsuranceNewsNet: Dangerous Demand
ProducersWeb: Unprecedented Annuity Demand to Outweigh Supply and
ProducersWeb: I was ready to retire: The opportunity of 2009

Thank you to everyone who follows me on this blog and throughout our weekly Sales Adrenaline tips. I'll work harder than anyone in the country to increase business together.

Make it a profitable week and stay focused!

MJN

Empowering the Country’s Best Advisors to Become Better.

Click Here for More on "The Advisor's Advisor"
825 S. Kansas Avenue, Suite 510 ::: Topeka, KS ::: 66612
866.363.9595 ::: matt.neuman@advisorsexcel.com

Providing Security in All Markets

2009-09-25T14:45:00.001-05:00

An interesting Gallup study came across my desk this week that I want to share with you. It talks about annuity owners and how their contracts have provided financial freedom and security, despite low overall consumer confidence. In the poll, more than ½ of the annuity owners said they believe they will have enough, or more than enough, money to take care of their finances throughout retirement.

When trying to make up losses, or stop more from happening, clients are turning to fixed indexed annuities. People are now more risk averse than ever before, making it prime time for you to help them.

I have articles citing the above numbers, and more! Contact me for your copy.
In today’s marketing environment, the best get better. Are you?
Let’s talk soon.
Matt

Empowering the Country’s Best Advisors to Become Better.
Click Here to View “The Advisor’s Advisor” Insight Blog
Click Here for More on "The Advisor's Advisor"
825 S. Kansas Avenue, Suite 510 ::: Topeka, KS ::: 66612
866.363.9595 ::: matt.neuman@advisorsexcel.com

Retirement Analyzer - FREE Software

2009-09-18T15:03:00.003-05:00

Wall Street Journal says 81% of investors with $1 million or more in investible assets plan to move money away from their current advisor. On top of the assets that are moving from their broker, there has been a dramatic increase in lawsuit cases against brokers and brokerage firms. The number of arbitration filings in 2009 so far is up 55% from 2008 and up a staggering 139% from 2007!
I have articles sourcing the above numbers, contact me for a copy.

Pre-retiree baby boomers are not only looking to place their money with someone else, but are also considering to delay retirement to ensure they do not outlive their nest egg that has dwindled due to the recent volatility of the market. You can discuss your clients retirement options by offering an analysis of their assets using the new Retirement Analyzer software to review if and when they can retire.

For a sample report of the retirement analyzer data and information on how to obtain a copy of the software for free, simply contact me. Powerful sales generating software used make the 4th quarter of 2009 your best of the year...let's talk soon.

Empowering the Country’s Best Advisors to Become Better.

Click Here to View “The Advisor’s Advisor” Insight Blog
Click Here for More on "The Advisor's Advisor"
825 S. Kansas Avenue, Suite 510 ::: Topeka, KS ::: 66612
866.363.9595 ::: matt.neuman@advisorsexcel.com

3rd Party FIA Study ::: Best I've Ever Seen

2009-09-04T11:59:00.002-05:00

I know you have a lot to read in this business...too much.
But trust me here, I need a couple minutes of your undivided attention. What I’m sharing will greatly increase your credibility and your business!!! It's the best 3rd party material I’ve ever seen on indexed annuities!!!
Recently I came across 3 documents from David Babbel, Professor at the Wharton School of Business – on indexed annuities. His 2 articles and study show incredible power to the fixed indexed annuity and his team of professionals tell you exactly why.

Here is a small sample:
An Interview with Wharton Professor David Babbel, 26 July 2009

Annuity Digest:_If you had a friend who knew very little about annuities or investing, how would you communicate the gist of this study and its results to that person?_ In
other words, the study was presumably developed for an industry and academic audience._ What would you want or expect a consumer audience to take from the
study?_ Is there a sort of distilled message that could be drawn from the study for a consumer audience?

Professor Babbel: The genesis of the study is as follows._ There has been a lot of misinformation in the popular press regarding FIAs. The vast majority of newspaper
and magazine accounts vilify FIAs based on the results of alleged academic studies. The in-depth studies we conducted took over two years to complete and involved
six Ph.D. financial economists and a pair of very well known senior actuaries._ Our studies show that the products of at least some of the companies in this field are
viable – indeed, rather attractive products. Our findings regarding actual products show that since their inception in 1995, they have performed quite well – in fact,
some have performed better than many alternative investment classes (corporate and government bonds, equity funds, money markets) in any combination.

If there’s one thing you read study and implement ideas from, before the end of the year, this is it. Contact me for all the of materil in its' entirety - I'd be more than happy to share.

Clients need help now more than ever; make it a successful year for them and you.

Matthew J Neuman, Vice President of Marketing
Click Here for More on "The Advisor's Advisor"
825 S Kansas Avenue, Suite 510 ::: Topeka, KS 66612
Toll Free: 866.363.9595 ::: Fax: 785.271.1448
matt.neuman@advisorsexcel.com

1000 Banks to Fail ~ Next 2 Years ~ CD Marketing

2009-09-02T07:48:00.003-05:00

"The US banking system will lose some 1,000 institutions over the next 2 years.We've already lost 81 this year; the numbers are climbing every day." - John Kanas, Former CEO and Chairman of North Fork Bank and Current CEO of BankUnited

"With bank failures rising, the government's deposit insurance fund fell 20 percent to $10.4 billion in the second quarter as U.S. banks lost $3.7 billion...The $3.7 billion loss compared with profits of $7.6 billion in the first quarter and $4.7 billion a year ago. The FDIC also said the number of banks deemed to be in trouble jumped to 416 from 305 at the end of the first quarter." - CNBC.com

Banking institutions are failing at record rates. FDIC funds are losing value faster than ever. Overall consumer confidence in the banking system is at an all time low. But people still want a safe and secure place to deposit their money. So why are you passing up sales?!?
I talk with advisors everyday that make things too difficult. Income riders, MVAs, split dollar funding, uncapped monthly average 4 index blends with spreads...if that's you...STOP IT!!!

There are many, many clients out there who are perfect candidates for a good indexed annuity; but not everyone. Are you walking right past easy Long Term Guaranteed Annuity (LTGA) sales and didn't even know it? Better yet, what if you could get more potential clients into your office to talk fixed rates and then expand out to other products and other needs if the situation is right? More prospects in your office is always a good thing. So don't complicate it too much. I have 5 Tools to gather more LTGA prospects and clients today (email me for access to all of them)!

If the Bank Fails - Listing of Recent Bank Failures & Total Uninsured Depositor Dividends Paid. Are there any failed banks in your area?
CDs vs Annuities - 2 page sales piece comparing these fixed-return vehicles!
CD Prospecting Letter - An updated letter to immediately create prospects and clients.
CD Prospecting Blast Voicemail Script - Reach your clients through blast phone calls!
CD Risk Disclousre - If your prospect/clients still decides to purchase a CD, complete this disclosure and keep it on file at your office.

Implement these tools today and additional business is sure to follow. Call or email to access these tools today and make it a great week. American retirees need you.

Matthew J Neuman, Vice President of Marketing
Click Here for More on "The Advisor's Advisor"
825 S Kansas Avenue, Suite 510 ::: Topeka, KS 66612
Toll Free: 866.363.9595 ::: Fax: 785.271.1448
mailto:matt@advisorsexcel.com

September Market Turbulence?!?

2009-08-18T14:42:00.002-05:00

Take Out Your Crystal Ball and Look into September.
What Do You See?

Recently, many of the advisors I consult have said prospects feel helpless. They've been at the "mercy of the market", watching retirement accounts fluctuate wildly with little indication why. Negative 20%, negative 30%, and negative 40% returns hurt. Recent 10% or 20% gains feel good. But how do you know what's next? What's the most prudent step today?

Fortunately, the stock market's recent rebound has produced some significant gains for many people over the last few months! Many accounts that we're down 40% last year have seen some of that come back. It feels like there is potential to "fix" what was once "broken".
Friends and advisors in the business...This is Your Opportunity to Take Action...Don't let it pass you by.

This week a slew of articles have appeared on my desk, all stating that the current up-trending market may be short lived. Below are 3 of those articles (from very credible sources). Give me 15 minutes and read these pieces, highlighting thoughts you agree with an can use in your practice.
Have the courage to position a possible market downturn with clients and prospects where appropriate. Don't let these gains continue to ride the market! Be happy with your newfound funds and take some money off the table! Now is the time to solidify safety in the portfolio!!!

"A Time to Let Go of Overvalued Stock" - Wall Street Journal
"For Stocks, September May Be the Cruelest Month" - Wall Street Journal
"Stocks Could Pull Back as Earnings End" - Yahoo! Finance

Make it a profitable end to August and thank you for all your hard work. They may not know it today, but clients need your diligence more than ever.
Take care and contact me if I can do anything else to help.

Matthew J Neuman, Vice President of Marketing
Click Here for More on "The Advisor's Advisor"

825 S Kansas Avenue, Suite 510 ::: Topeka, KS 66612
Toll Free: 866.363.9595 ::: Fax: 785.271.1448
matt.neuman@advisorsexcel.com

US Court Orders SEC to Reconsider Annuity Rule

2009-07-21T13:58:00.002-05:00

WASHINGTON, July 21 (Reuters)
A U.S. appeals court ordered the Securities and Exchange Commission to reconsider a rule it adopted in the final weeks of the Bush administration to expand scrutiny over annuities linked to equity indexes.
The U.S. Court of Appeals for the D.C. Circuit said in a ruling issued on Tuesday that the SEC "failed to properly consider the effect of the rule upon efficiency, competition and capital formation."
The SEC had agreed to define annuity contracts and optional annuity contracts as securities so it could better police the fast-growing market. The SEC's new definition applies to indexed annuities issued on or after Jan. 12, 2011.
The court said that the SEC had failed to rigorously analyze the impact as required by law but noted the SEC's argument that the agency believed its regulation would be better than a patchwork of state laws.
"After a more thorough review of the existing state law regime, the Commission may decide ultimately that (the regulation) Rule 151A will promote competition, efficiency, and capital formation," the court said in its decision.
The court's three-judge panel sent the rule back to the agency for reconsideration.
"We will continue to consider the procedural issue identified in the opinion," said SEC spokesman Kevin Callahan.
Annuities are insurance products in which the insurer promises to make periodic payments to the customer.
Equity indexed annuities possess insurance-product features such as a guaranteed minimum return, as well as securities elements like a return linked to an equity market. They have the potential to generate higher returns but are riskier than traditional fixed annuities.
SEC and state securities regulators have worried that the products are being sold to elderly investors, despite long accumulation periods that mean an annuity may not mature until after an elderly investor has died. Equity linked annuities also have higher surrender charges, making it difficult for investors to pull out when they need the money. (Reporting by Jeremy Pelofsky, editing by Tim Dobbyn and Gerald E. McCormick).

To view the story on Reuter's website, click here: http://www.reuters.com/article/marketsNews/idUSN2124132120090721

If you have any questions on what this means to your business; call me.

Matthew J Neuman, Vice President of Marketing
"The Advisor's Advisor"
Click Here for More on "The Advisor's Advisor"

825 S Kansas Avenue, Suite 510
Topeka, KS 66612
Toll Free: 866.363.9595
Fax: 785.271.1448
matt.neuman@advisorsexcel.com

2009-07-21T09:45:00.003-05:00

Healthcare Reform Creates Tax Planning Demand

With comprehensive healthcare reform in progress, currently calculated at $1 trillion+, President Obama and House Democrats have proposed significant changes to the medical treatment provided many Americans. Along with healthcare change also comes tax increases for the wealthy to offset the extensive costs. This is not a political commentary or a push to one side of the isle or the other; but rather another planning opportunity for you and your business...

"All told, shifting the cost of health care, Social Security and other budget priorities toward high-income Americans would mean an actual tax rate above 45% for the wealthiest - 'levels never seen,' - Clint Stretch, Deloitte Tax LLP."

Under the House legislation, families earning between $350,000 and $500,000 would pay an additional 1% in income tax. The new tax would increase with higher salaries so that families earning more than $1 million would pay an additional 5.4%. (Full USA Today Article)

President Obama hopes to see the reform passed prior to an August recess, which means that in the very near future your ideal, top-dollar clients are going to be seeking tax planning services more than ever before! Tax deferred annuities, tax-free life insurance and other tax efficient vehicles are going to be in HUGE demand for upper income clients. Start planning today to take advantage of this opportunity. If you don't serve your current and new potential top-dollar clients, someone else reading this will.

Below are some other links/tools that may help and as always, call me for ideas on how to leverage more tax-advantaged strategies in your business.

Related Tools for Client/Prospect Meetings

Articles
House Dems to tax rich to pay for health care (AP)
Proposals tax top earners to pay for benefit programs (USA Today)
House Dems' health bill would tax rich (USA Today)

Illustrations

Tax brackets (individual)
Tax brackets (married)
Tax Rate Timeline Forecast

Matthew J Neuman, Vice President of Marketing

"The Advisor's Advisor"
Click Here for More on "The Advisor's Advisor"

825 S Kansas Avenue, Suite 510
Topeka, KS 66612
Toll Free: 866.363.9595
Fax: 785.271.1448
mailto:matt@advisorsexcel.com

Riches to Rags...Estate Planning Failures

2009-07-10T14:01:00.002-05:00

You might dream of living like a rich and famous celebrity but you wouldn’t want the nightmare of dying like one...
If you want a phenomenal article on the importance of proper estate planning, check out this edition of Insurance News Net magazine: www.insurancenewsnetmagazine.com/may09.

Thank you for all your hard work and we'll visit soon!

Matthew J Neuman, Vice President of Marketing
Click Here for More on "The Advisor's Advisor"

825 S Kansas Avenue, Suite 510
Topeka, KS 66612
Toll Free: 866.363.9595
Fax: 785.271.1448
matt.neuman@advisorsexcel.com

The Importance of Evaluation

2009-07-07T10:36:00.002-05:00

The Importance of Evaluation

You invest $100s or $1000s each month on your clients (think client events, contact pieces, gifts, even cold beverages in your lobby) - all to make certain they're completely satisfied with their experience and your company. But how often do you check in & ask for feedback?!?

As you're investing significant time and money into your clients, it is critical you incorporate an evaluation to measure the level of success.
Take the extra time to find out what worked, what didn't, and constantly be improving!

This week, I'll be heeding my own advice and am asking you to evaluate "Matt's Weekly Sales Adrenaline". In order to offer the most valuable sales ideas and information, your feedback is greatly appreciated! As a thank you for participating, at the end of the survey you'll find an article talking about the benefits of lifetime income annuities from the Omaha Herald.

Click HERE to take the Sales Adrenaline Survey & thank you in advance.

Matthew J Neuman, Vice President of Marketing
Click Here for More on "The Advisor's Advisor"

825 S Kansas Avenue, Suite 510
Topeka, KS 66612
Toll Free: 866.363.9595
Fax: 785.271.1448
matt.neuman@advisorsexcel.com

"Success usually comes to those who are too busy to be looking for it.”- Henry David Thoreau
US Transcendentalist Author (1817–1862)

Fighting for a Better, Richer & Happier Tomorrow...Happy 4th of July

2009-06-30T09:50:00.005-05:00

Fighting for a Better, Richer & Happier Tomorrow

On July 4, 1776, we claimed our independence from Britain and Democracy was born.

Every day thousands leave their homeland to come to the "Land of the Free and the Home of the Brave" so they can begin their own American Dream.
"Those who expect to reap the blessings of freedom, must, like men, undergo the fatigue of supporting it." ~Thomas Paine

With the daily barrage of bad news painting a bleak outlook for our country, I encourage you to set aside time this weekend to relish our many freedoms, rekindle hope and move forward with renewed strength and courage. We as a country prepare to tackle the many challenges that lay ahead.
"What we need are critical lovers of America - patriots who express their faith in their country by working to improve it." ~Hubert H. Humphrey

Fire up the barbeques, spark up fireworks and soak up time with your family and friends. From myself and everyone at Advisors Excel, thank you for your hard work to protect American's retirements. Your dedication to providing hope and security for so many individuals and their families (so their American Dreams can become a reality) is impressive.
"This, then, is the state of the union: free and restless, growing and full of hope. So it was in the beginning. So it shall always be, while God is willing, and we are strong enough to keep the faith." ~Lyndon B. Johnson

Make this time with your family and friends valuable, you deserve it.

Matthew J Neuman, Vice President of Marketing
Click Here for More on "The Advisor's Advisor"

825 S Kansas Avenue, Suite 510
Topeka, KS 66612
Toll Free: 866.363.9595
Fax: 785.271.1448
matt.neuman@advisorsexcel.com

Regulators Close 5 Banks...Worst Single Day Since 1992

2009-06-29T15:57:00.002-05:00

2009 bank failures jumped more than 10% in a single night last week.

Federal and state regulators shut down 5 banks totalling over $1 billion in assets late Friday. These moves singled the largest number of failures in a single night since the end of the savings and loan crisis.

To read the full On Wall Street article click: http://www.onwallstreet.com/news/regulators-close-5-banks-2663099-1.html

Contact me if I can do anything else to help your business and make it a great week!

Matthew J Neuman, Vice President of Marketing
Click Here for More on "The Advisor's Advisor"

825 S Kansas Avenue, Suite 510
Topeka, KS 66612
Toll Free: 866.363.9595
Fax: 785.271.1448
matt.neuman@advisorsexcel.com

Double Digit Inflation & No COLA for SS

2009-06-26T10:06:00.003-05:00

Here are the 2 articles I ran across that coupled together should have a profound impact with prospects.

Article #1 – Martin Feldstein (Harvard economist & member of Obama’s Independent Economic Advisory Board) projects 7-10% inflation down the road.
http://www.businessandmedia.org/articles/2009/20090422154308.aspx

Article #2 – Social Security, for the first time ever, will have no COLA for the next 2 years. Also in the same article, it references 2016 as the magical year that Social Security benefits are more than tax revenue (1 year earlier than they thought last year).
http://www.newsday.com/news/columnists/ny-bzsaul3012762555may28,0,7368854.column

Take a look and the goal is you can always use my materials to help clients make better decisions.

The Opportunity is Now...2009 Senior Survey Results

2009-06-25T15:19:00.002-05:00

The July, 2009 edition of Senior Market Advisor magazine came out recently. If you haven't taken a careful look at it; you should.
Inside they revealed results from their national poll of seniors age 60+. It gives you insight to what they're thinking and where your opportunity for the second half of 2009 could come from.

Let me share some of these polling results with you:

2.6 million affluent seniors do not have a financial advisor

Who do seniors turn to for financial advice (can choose more than one answer)?

51% Financial Planner or Advisor, 35% Certified Financial Planner, 34% Family or Friend, 11% Stock Broker, 10% Certified Public Accountant, 9% Accountant, 7% Banker, 6% Insurance Agent or Broker, 6% Attorney, 3% Other

How important are the following from someone offering financial advice? How does your current advisor rate?

Importance Current Advisor
Honesty 90% 63%
Trustworthy 89% 63%
Knowledgeable 85% 56%
Acts in My Best Interest 84% 54%
Understands My Needs and Goals 78% 55%
Gives Objective Advice 76% 54%
Gives Good Advice 75% 50%
Communicates Effectively 74% 53%
Explains Fees Clearly 70% 45%
Meets Goals 66% 43%

41% of seniors routinely seek the advice of others when it comes to financial matters.

To what extent do you trust each of the following when it comes to financial matters?

All Respondents/Have a Planner
Myself 61% 54%
Financial Planner or Advisor 26% 42%
Certified Financial Planner 23% 36%
Certified Public Accountant 21% 20%
Accountant 18% 20%
Family Member or Friend 15% 16%
Banker 11% 12%
Attorney 7% 7%
Insurance Agent or Broker 6% 6%
Stock Broker 5% 8%
(numbers were estimated from a graphical representation of the data)

70% of those surveyed are either retired or are only working because they want to.
66% of seniors believe the economic situation will be very good in 10 years.
19% say the economic downturn has had a very significant personal impact.
11% have delayed their retirement more than 10 years.
32% have delayed their retirement for 1-2 years.
89% of seniors say “trustworthiness” is a very important quality in an advisor.

When do you anticipate retiring from your main career or job?

Within the next year 2%
1 – 5 years from now 32%
6 – 10 years from now 28%
More than 10 years from now 6%
Will never retire 15%
Don’t know 17%

If you have investments such as stocks, bonds, mutual funds, 401(k) or personal retirement accounts, which is your highest priority now?

Stay the course 23%
Keep Investments from Declining in Value 18%
Minimize Losses 15%
Have Both Income and Growth in Investments 15%
Continue to Invest as Planned 9%
Maximize Current Income from Investments 7%
Follow Advice or Plan Developed By Advisor 6%
Increase Size of Investment Portfolio 4%
Move From High Risk to Lower Risk 3%

Some quick thoughts as a result (shared with me from another very successful advisor I work with):

1) Retirees perceive no significant difference between CPAs and accountants.
2) Only 10% of seniors turn to CPAs for financial advice.
3) CPAs should, therefore, align themselves with a financial planner (51% seek their advice on financial matters) to enhance their overall practice.
4) Only 32% of seniors with investments intend to do nothing (stay the course – 23% and continue to invest as planned – 9%).

What you do with this information is up to you - put I see opportunity (as do many of my advisors) everywhere!
Call me if you'd like this published report.

Matthew J Neuman, Vice President of Marketing
"The Advisor's Advisor"
Click Here for More on "The Advisor's Advisor"
825 S Kansas Avenue, Suite 510
Topeka, KS 66612
Toll Free: 866.363.9595
Fax: 785.271.1448
matt.neuman@advisorsexcel.com

Welcome to The Advisor's Advisor Blog

2009-06-25T13:24:00.002-05:00

Welcome to The Advisor's Advisor Blog!!!

This is a a place I created to regularly share ideas given to me from some of America's elite financial advisors.
You might see sales scripts, business-building ideas, reference articles or a number of other items that (when implemented) will increase your business.

If your looking to better your client's situation(s), build your practice, and learn from the 85 advisors I work with who will do over $300 million in annuity production this year - you've found the place.

Welcome and here's to a successful journey together.

Matthew J Neuman, Vice President of Marketing
"The Advisor's Advisor"
Click Here for More on "The Advisor's Advisor"
825 S Kansas Avenue, Suite 510
Topeka, KS 66612
Toll Free: 866.363.9595
Fax: 785.271.1448
matt.neuman@advisorsexcel.com