All financial institutions are trying to construct a financial craft (or boat) for a client and his family. The boat is comprised of a sail (equity security), a hull (fixed income security), and a life preserver (insurance-based products).

If a client goes to a bank, a banker will design a craft that is fixed-income based, with smaller amounts of equity securities and insurance-based products. If a client goes to a broker, the broker will design a craft with a large sale (a lot of equity securities), with a smaller hull (fixed income) and a smaller life preserver (insurance). If a client goes to an insurance salesman, the client will get a huge amount of insurance, but smaller amounts of equity securities and fixed income.

These unbalanced financial crafts have been a problem in the financial services industry for over a century. You as the advisor have access to products to build an appropriate craft designed to take your clients safely and effectively to their destination over the long haul.

Please review the Compelling Conversations Guidebook, and explore the additional content and resources in this series.