A fellow with whom I am acquainted, a married man in his 40s, has just retired after a few years as a broker. Regrettably, the reason for his retirement is not the fabulous riches he accumulated at a young age, but the rather more common problem in this difficult industry: He just didn’t make it. He couldn’t generate enough business. He’s now training to be a therapist.

Even advisors who have managed to build a sustainable business can sympathize with this unlucky fellow’s plight. We know how tough business is these days; we’ve all stared down the abyss. Most of us have our own fiscal cliffs to contend with, if for no other reason than that our clients from whom our revenue comes are facing theirs.

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