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Q: This is a question about screening. Got a couple in their mid-to-late 40s, went ...
A: I've always tried to make it clear that "risk tolerance" is a concept that is ...

Q: I've gotten an increasing number of retired clients who have been ...
A: This question, which appears to be about annuities, isn't at all. It's about ...

Q: You speak with great clarity about your passion toward stocks for an ...
A: I've never really understood why any genuinely long-term investor would find ......keep reading

Q: The Uniform Prudent Investor Act requires portfolio risk/return analysis and ...
A: This may be something of a first for me. I've been told that what you call my ...

Q: I work with a couple in their mid 40's referred to me by the parents of the wife ...
A: Neither, of course. You should resign the account forthwith. It is the only way ...

Q: A client wants to move some money to another brokerage firm's highly-touted ...
A: Tell him it's his money, and that ultimately he must do with it what he thinks is ....

Q: For the last several years, even if a prospect comes to me with a strong ...
A: Since I can't know any of the specifics--what your form says, what you said to ......keep reading

November 2007 PDF Newsletter...keep reading

Q: I'm finding that when I ask if people feel confident about their retirement ...
A: They're delusional, lying, or both, and you also seem to have a touch of ...

Q: I know that you have answered this question through your past newsletters in ...
A: The best way to respond is not to respond at all, and certainly never more...

Q: I have had steady success following your principles to obtain the ideal clients ...
A: You established, apparently, no emotional connection with these people, and ...

Q: Not a question, but a cautionary tale. It's one for your panic/fear dossier. Had ...
A: I appreciate your sharing this with your fellow subscribers, and thank you. All ...

Q: In one of your past newsletters you succinctly outlined the perils of selling ...
A: No, but it's simple logic. There's historically been a ten percent decline on an ......keep reading

Year 2000 Recommended Book List...keep reading

September 2007 PDF Newsletter...keep reading

November 2002 PDF Newsletter...keep reading

Pop Quiz...keep reading

June 2002 PDF Newsletter...keep reading

As I write, the falling dollar and its concomitant--rising gold, oil and commodity prices--are the apocalypse du jour, decried to the housetops by the same journalists and pundits who were only......keep reading

(Two chapters in The New Financial Advisor are devoted to making a fairly detailed business plan for building a financial planning practice, and then prospecting for appropriate candidates. The following excerpt is from the second of these two chapters.)...keep reading

On March 9, the S&P 500 closed at a new panic low of 676.53....keep reading

One might like to say that one has rarely seen an episode of sheer panic to compare with that of August, but in fact--as the secular bull market which began in 1789 continues to climb its eternal wall of worry--the woes of the developed world dictate that we see one just about every year (viz. 2010's "flash crash," which in depth and season of the year was nearly a mirror image of the recent unpleasantness)....keep reading

I've recently found a number of Client's Corner essays on subscribers' websites, simply by googling the title of the essay. When I brought this to the offenders' attention,......keep reading

Winston Churchill, Jim Paulsen, Joe Jordan...keep reading

January 2003 PDF Newsletter...keep reading

From time to time, you will go out on a prospect interview, present the plan or portfolio you've prepared for him, and have it rejected. All your questions-and-objections-handling skills will be for naught; all your reasoned defenses of your solution will be turned aside. It will look to both you and your prospect as if the interview is over....keep reading

Two recent articles support the realization - long espoused by this newsletter - that this is, in all of human history, the absolute worst time to become a long-term pessimist....keep reading

Q: I'm processing a $1 million life claim for a 45 year old widow, who is the sole ...
A: There are only two possible ways to handle this. ...

Q: I love your 7-minute intro for a initial prospect meeting in your BIC book. How ...
A: As a general statement, of course you have to ask about them long before you ....

Q: I have been wondering for some time and don't recall any discussion in your ....
A: The more third-party commentary you send out--including mine--the more ...

Q: Regarding clients who questions our fee/value renewal:...
A: (1) Your cost is only an issue to the extent that your value is in question....

Q: I had a client asking how the market can go up without money pouring into it. ...
A: (1) Companies always sell in the long run for their value as businesses, not ......keep reading

April 2003 PDF Newsletter...keep reading