(Video) Financial Advisor Video Marketing: Don’t Get Left Behind

(Video) Financial Advisor Video Marketing: Don’t Get Left Behind

Video Overview

Video Marketing: Don’t Get Left Behind
Tune in to see how we can bring powerful video to your brand

Tucker Advisors Video Marketing Expert Len Lorentz speaks about financial advisor video marketing best practices. Tune in to realize the full potential of video marketing on your prospects. 

This presentation was given at the Tucker Super Conference XVI in January of 2021 and is only for financial professional use. Insurance-only agents are not licensed to offer investment advice.

Video

Video Synopsis: Video Marketing For Financial Advisors

The 2nd biggest demographic using Facebook is the baby boomers. That is great news for financial advisor video marketing. We encourage advisors to use video and tell their story. People want to know who you are and what you do! Many advisors think that they don’t have a story or something exciting to share. We’re here to tell you that you’re wrong! You need to tell your story to your prospects because this is an industry built on making connections.

So much of finance marketing is trying to connect with your audience. Telling your story and taking pieces of interviews to create a visual representation of who you are and what you do adds a human element to your messaging. People don’t invest with bots, they invest with other people. Showing users who you are can and will lead to connections you never thought possible. As people, we have more in common than we don’t. Studies confirm that video has unparalleled power to break down walls, build connections, and get people to act.

When you talk about your financial advisory practice it’s necessary to talk about both the features and benefits of your practice. Our staff is very cognizant of this while we shoot and we encourage you to connect your past to your client’s future.

Other topics described in this session include:

-How long should my video be?

-Should I use my phone to make my videos?

-What should my video be about?

-What topics should I cover in my video? 

If you’d like to learn more you can schedule an appointment through the phone number below. 

Join Tucker Advisors

Call 720-702-8811 or email COO Jason Lechuga at Jason.Lechuga@TuckerAdvisors.com

Explore Super Conference 2021

If you’re on this page, you probably missed the 2021 Tucker Super Conference. No problem! Click on the image below for access to all of our recorded sessions.

tucker-super-conference-2021-ticket
tucker-advisors-client-appreciation-guide

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For Financial Professional Use Only. NOT INTENDED FOR VIEWING OR DISTRIBUTION TO THE PUBLIC. Insurance-only agents are not licensed to offer investment advice.
© 2020 Tucker Advisors | All Rights reserved.

7 Questions About the Market with Phil Kosmala

7 Questions About the Market with Phil Kosmala

Phil Kosmala, co-founder of Taiber Kosmala, looks ahead

Sam-deleo

By Sam DeLeo
Tucker Advisors Senior Content Specialist/Editor

Phil Kosmala, co-founder of Chicago-based Taiber Kosmala & Associates, LLC, has been in the investment consulting industry for over 20 years. In the early 1990s, he spent five years with the Securities and Exchange Commission (SEC) as an auditor of money management firms and registered investment advisors, which made for a natural extension into his later roles as chief compliance officer and manager of research & due diligence.

As an independent consulting firm, Taiber Kosmala & Associates (TKA) currently manages more than $13 billion in assets under advisement. TKA’s core investment team members average over 20 years of experience. 

Phil holds a bachelor’s degree in finance from DePaul University, has been awarded the CFA designation, and is a member of the CFA Institute and the CFA Society of Chicago. Kosmala has been quoted in various national media publications and has appeared at several financial industry conferences throughout his career. We were lucky enough to talk with him recently to get his thoughts on the current economy and how it affects our industry.

 

Q: Is it fair to say your outlook for the market is still largely positive, and if so, why?

A: Yes, definitely. We have a basket of recession indicators that we’ve followed and refined over the past 20 years and nearly every one of them is flashing green or “risk on.” It’s extremely rare to have a bear market without an accompanying recession—in fact, it’s only happened three times in the last 70 years.

Some of the key factors we look at are: Record levels of fiscal stimulus, including the latest $1.9 trillion bill, as economic data has been gaining momentum even without this latest stimulus; Record liquidity from the Federal Reserve, not just in terms of purchasing Treasury securities and mortgage securities, pushing interest rates down, but also the outright purchase of ETFs and corporate municipal bonds; Also, every central bank around the world, not just in the U.S., is engaging in activity similar to this, and that would include the European Central Bank, the Bank of Japan, and the Central Bank of China; Finally, one other important green light is the amount of cash sitting on the sidelines—unfortunately, the Fed also cut interest rates back to zero in March of 2020, so your average retail money market is yielding 0.01%—using the “Rule of 72,” that would mean it would take 7,200 years for your money to double.

 

Q: Why are tactical models necessary for financial advisors to consider in bull markets?

A: I would say that, not only were there three bear markets in otherwise booming economies, in 1962, 1966 and 1987, but there were also three close calls, in 1998, 2011 and 2018. So exogenous shocks can happen, and therefore, it’s always prudent to have some level of protection for portfolios. Secondly, a good tactical model will keep you in the market for most of its upside, so the cost of that insurance remains relatively low.

Q: The recent spike in bond markets caused some alarm—where do you see rates heading?

A: Rates will head higher because of all the stimulus and deficit spending. We currently have $28 trillion dollars in debt, so eventually rates will have to rise to compensate investors. That said, yields can’t run away too far or too fast, given the yield differential in the U.S compared to the rest of the world. For instance, 10-year U.S. Treasury yields in early March 2021 are in the 1.4% marker, whereas the 10-year German equivalent is at -.25%, and very weak fiscal countries like Spain and Italy, are at .34% and .68%, respectively, while Japan is at .13% for their 10-year bonds. So foreign investors will seek the safety of U.S. Treasury bonds, and that will help put a lid on interest rates in the short term. For the past 70 years, 10-Year U.S. Treasury Bonds have averaged 5.6%, so eventually the markets should revert back to the average. But that will take a long time to come to fruition. We should also keep a perspective on why rates are rising. Historically, when 10-year rates rise over 1% due to strong economic growth, stocks have produced positive returns in seven of the past eight yield surges since 1990.   

Q: Do you worry about increased inflation?

A: I’m going to quote my favorite economist here, Yogi Berra, who said, “When you come to a fork in the road, take it.” Our fiscal deficit and trade deficit are close to 20 percent of GDP. The Fed also changed its mandate in 2020 and no longer views 2% inflation as a ceiling, but as a target. Therefore, we do see inflation brewing, but not until the U.S. economy gets back to full employment, which likely is a problem for calendar 2022. Back to Yogi—at some point in 2022, the Fed is going to come to a fork in the road: Whether to raise interest rates to stop inflationary pressures, or let inflation run hot.

Q: What do you feel are the biggest risks for the market?

A: I’ll quote another one of my favorite economists, Mark Twain, who said, “It ain’t what you don’t know that gets you into trouble. It’s what you know for sure that just ain’t so.” So, the market is pricing in several things that may not be so in 2021, such as:

1. The vaccines will be effective and result in a surge of economic activity in the second half of 2021. (So, any disruption, due to virus mutations or adverse effects from the vaccine, would be met with an abrupt repricing of equities.)

2. The stimulus will continue to flow. (Now, that risk may actually come off the table if and when the latest $1.9 trillion stimulus money is distributed.)

3. Washington’s tax hikes are going to be slower. (The risk here would be that they are accelerated into 2021 for both corporate and individual.)

4. Interest rates will remain low. (The risk would be if the Fed is forced into action because of inflation earlier than the market anticipated.)

Q: What are the advantages of tactical vs. strategic models in relation to investing and retirement planning?

A: The benefits of strategic allocations (“buy and hold” type strategies) are clear if you have a long-term horizon, generally anything over 20 years. The powers of compounding, time and capitalism work in your favor. For tactical models, there’s an opportunity cost with the insurance, and you run the risk of not capturing all of the upside of a buy and hold strategy. However, tactical strategies should substantially mitigate those catastrophic drawdowns in your account. Both methods have their merits, and it really is a function of the risk tolerance and time horizon that determines which strategy is better for a particular client. Over the past decade, we’ve had the European debt crisis, the U.S downgrade in 2011, the “Flash Crash,” the trade war sell-off in 2018, the COVID-19 collapse. And yet, the market is up 13% for the last decade. Unfortunately, due to behavioral biases, most investors abandon their strategic plans at the wrong time (unfortunately, at market bottoms), as was the case last spring when $1.4 trillion flocked into money market funds and missed a 65% rally in the S&P 500 over the last nine-months-plus of 2020. 

Q: What other current market trends seem important for retirement planning?

A: The biggest issue we have right now is that the Fed has declared war on savers by adopting zero-interest rate policy twice in the past decade. Unfortunately, cutting interest rates to zero and artificially suppressing Treasury yields forces investors to take undue risk in order to stay ahead of potential inflationary pressures or to generate income. This distortion leads to bubbles, which we last saw in the Great Financial Crisis of 2008, or the Commodity Boom of the early 2000s, and arguably, what we’re seeing once again in the explosion of corporate and government debt spurred by abnormally low interest rates. Eventually, all that debt will have to be refinanced at a substantially higher rate, and that’s what caused the Great Financial Crisis of 2008 and 2009. We’re worried, down the line, that the Fed will produce a similar crisis to 2008-2009 when it decides it’s time to take the punch bowl away. And that’s another good reason to consider tactical investment models.

Back to the fork in the road from the esteemed economist Yogi Berra: In 2005 and 2006, the Fed raised interest rates quickly (and sharply) to stop inflationary pressures in housing, real estate and commodities—they stopped inflation, but also induced the collapse of over-levered financial markets. Stocks cratered, but bonds performed very well. The flip side of that is what happened in the 1960s, with the Great Society spending programs and the great costs of the Vietnam War, where the Federal Reserve and Congress let inflation run hot in order to pay back all the debt with cheaper currency. Stocks performed very well, but bonds suffered losses as inflation headed to double digit levels. Neither outcome is good, but they are two very different investment playbooks. A tactical approach can help adapt to the tough decisions the Fed and future sessions of Congress will have to address.

For Financial Professional Use Only. NOT INTENDED FOR VIEWING OR DISTRIBUTION TO THE PUBLIC. Insurance-only agents are not licensed to offer investment advice.
© 2020 Tucker Advisors | All Rights reserved.

 

Join Tucker Advisors

Call 720-702-8811 or email COO Jason Lechuga at Jason.Lechuga@TuckerAdvisors.com

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(Video) Don’t Be a Stumped Chump: Overcoming Client Objections

(Video) Don’t Be a Stumped Chump: Overcoming Client Objections

Video Overview

 Don’t Be a Stumped Chump
Learning to Overcome Client Objections with Karlan Tucker & Darren Petty

Karlan Tucker is joined by Tucker Financial President Darren Petty to discuss how they overcome client objections in their financial planning process. In this video, Karlan and Darren explain the idea of selling the hole and not the drill. By this, we mean that it is crucial to educate your clients on plans to fix their problems and not push products. Products may be the vehicle of your plan, but providing value and context for your process will leave you and your clientele with a great return.

This presentation was given at the Tucker Super Conference XVI in January of 2021 and is only for financial professional use. Insurance-only agents are not licensed to offer investment advice.

Video

Video Synopsis

At Tucker Advisors, we sell plans; not products. Every prospect we talk to has a unique situation that needs to be attended to. There are no one-size-fits-all solutions for someone’s financial future. With every client demonstrating the need for custom solutions, it is critical to understand their objections. In this video, Karlan and Darren tackle many of the common objections they receive when meeting with prospects. You can expect to learn a lot about how to navigate difficult conversations with clients and families as they plan for the future.

Some of the topics include:

-How to help prospects that don’t fully understand a product
-How to get to the core of a prospect’s questions
-How to talk about liquidity
-Where are the right prospects for your practice
-How to talk about fees
-When to talk about age
-What clients read from 3rd parties

Another word for a challenge is an opportunity. Objections are an opportunity to show your prospects that you know your stuff. By bringing their concerns about the financial planning process to you, they are trying to understand how you think and if you are the right person to help. The right financial advisor is the one that understands where their client is coming from and educates them on why or how a strategy will benefit them.

For many financial and insurance-based companies a good scare is worth more than good advice. We disagree with that type of thinking and believe it is more important to correctly inform prospects and give them confidence. Every prospect has concerns about investing their hard-earned money into the market. Darren and Karlan take you in depth as they show you how to take your prospect from a skeptic to a client.   

From here, Karlan and Darren dive into the nitty-gritty of common objections they receive from clients. These topics can range from product education to advisor compensation transparency. Strap in and get ready to fortify your practice with these thoughtful responses to client objections.

Join Tucker Advisors

Call 720-702-8811 or email COO Jason Lechuga at Jason.Lechuga@TuckerAdvisors.com

Explore Super Conference 2021

If you’re on this page, you probably missed the 2021 Tucker Super Conference. No problem! Click on the image below for access to all of our recorded sessions.

tucker-super-conference-2021-ticket

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© 2020 Tucker Advisors | All Rights reserved.

(Video) $11-Million Written in 46 Days: Indexed Annuity Seminars

(Video) $11-Million Written in 46 Days: Indexed Annuity Seminars

Video Overview

$11M Written in 46 Days!
Top advisor, Karlan Tucker describes in detail exactly how he did it, and how you can use the same process

Founder Karlan Tucker is joined by Retire With Tucker President Darren Petty to discuss their recent success selling $11 million in indexed annuities and assets under management in 46 days. You will learn about the impact of getting a securities license, how to find new prospects, and the appointment process Karlan and Darren use to build their clientele.

This presentation was given at the Tucker Super Conference XVI in January of 2021 and is only for financial professional use. Insurance-only agents are not licensed to offer investment advice.

Video

Presentation Overview

Karlan and Darren sat down to talk through their appointment process and how it led to a very successful year for Tucker Advisors. You will learn how they use seminars to get in front of potential clients, how to define your ideal prospective client, and techniques to help you with the appointment process. 

From here, Karlan and Darren dive into how they like to format and present to their audience. Information on choosing a venue, maximizing your seminar space, and how to present are covered in detail to help you make the most of your opportunities. Both share on how they respond to the common opportunities and pitfalls associated with putting together a live speaking event.

Some of the topics include:

-How to host a great seminar
-How to connect with your audience
-What is the right number of attendees?
-How should guests be greeted and seated?
-When should we sit down with prospects?
-What is the process from start to finish? 

The number of people at your seminar can affect the dynamic of your presentation. While the seminar is a great stage to educate guests, you will need to connect with your audience on a more personal basis at the conclusion of the event. Karlan and Darren help point out that it isn’t just about how many people are in the room but also, how many of the people in the room are the right people. If you are not filling the room with the correct people, you need to revisit how your marketing process is pulling in leads to your practice.

Knowing who your ideal client is and what they value is a massive advantage when approaching a room full of strangers. Having this information allows you to differentiate yourself from the competition and really focus on providing value. It’s not just a sale, it is their financial future, their health, and what will offer the greatest return for their retirement plan. 

Additionally, Karlan and Darren talk through the steps of the appointment process, pointing out important milestones and objectives that you will come across when helping a prospect with their financial plans. With every client’s needs being different, this is a unique look into how each of our presenters are able to provide unique solutions for every client’s portfolio. Take this opportunity to position yourself as an expert to your clientele using techniques that are tested by the best. Given these points, we present to you Karlan Tucker and Darren Petty.

Join Tucker Advisors

Call 720-702-8811 or email COO Jason Lechuga at Jason.Lechuga@TuckerAdvisors.com

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For Financial Professional Use Only. NOT INTENDED FOR VIEWING OR DISTRIBUTION TO THE PUBLIC. Insurance-only agents are not licensed to offer investment advice.
© 2020 Tucker Advisors | All Rights reserved.

(Video) Tucker Super Conference Marketing Panel

(Video) Tucker Super Conference Marketing Panel

Video Overview

Tucker Advisors Marketing Panel
Learn from the Tucker Adivsors Marketing Panel.

Tucker Advisors Chief Marketing Officer Justin Woodbury is joined by the Tucker Advisors team to answer questions from the Tucker Super Conference 2021 attendee chat log.  

This presentation was given at the Tucker Super Conference XVI in January of 2021 and is only for financial professional use. Insurance-only agents are not licensed to offer investment advice.

Video

Video Synopsis: Tucker Advisors Marketing Panel 

During the 2021 Tucker Super Conference, we received a tremendous amount of questions. The Tucker Advisors Marketing team sat down to answer these questions LIVE and in depth to help financial advisors with their marketing efforts. 

To start, there was a question about how to feature in Kiplinger Magazine. For contracted advisors with Tucker, we have a vetting process that ensures that our top advisors are suggested to feature. If you are contracted with us, be sure to send us your enquiries about participating in our annual Kiplinger piece.

Another inquiry we received was about picking email topics. Attendees wanted to know what criteria is used to create email topics going out each week. Our panel suggested that the following criteria should factor into your email content plans.

1. Send your audience things they find useful

2. Take a walk in their shoes

3. Know what you’re posting, why you’re posting it, and who it is for

4. Don’t push products

5. Be sure that your messaging is compliant 

6. Find the channels that work for your message and don’t spread yourself too thin

Next the panel fielded questions on how to come up with website content and how this process works at Tucker Advisors. Alli and Sam reported that they like to do an interview and discovery with each advisor to find out what needs to be shared with your audience. Your website is a portal for prospects to know and understand your business before talking to you so lets give them something to talk about!

Other topics were included but not limited to:

-How to create content that is original and not stuffed with too many keywords

-How your website property should be perceived in reference to search engine optimization

-How Google Analytics and tracking your campaigns will lead to better insights and understanding of prospects

-The difference between brand awareness and lead generation

-What video equipment is necessary to produce your own content

 

 

Join Tucker Advisors

Call 720-702-8811 or email COO Jason Lechuga at Jason.Lechuga@TuckerAdvisors.com

Explore Super Conference 2021

If you’re on this page, you probably missed the 2021 Tucker Super Conference. No problem! Click on the image below for access to all of our recorded sessions.

tucker-super-conference-2021-ticket

Follow Along on Social Media

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For Financial Professional Use Only. NOT INTENDED FOR VIEWING OR DISTRIBUTION TO THE PUBLIC. Insurance-only agents are not licensed to offer investment advice.
© 2020 Tucker Advisors | All Rights reserved.