Advisor Sales Strategies

If you’ve read about the alarming gender gap we’ve recently identified between men’s and women’s financial literacy, you might already know some of the risks it poses to plan sponsors from both a financial perspective and from a long-term cultural perspective.

Too often a sale is lost because the salesperson blew it during the selling process.

Vanguard, a large turnkey 401(k) plan provider, recently documented trends among its millions of defined contribution (DC) plan participants in an informative report: The great recession and 401(k) plan participant behavior.

Job market shrinks, wellness programs expand to keep pace with employee waist lines.

Call it a case of supply and demand. John Hancock Financial Network’s latest survey of retirement plan advisors finds 85 percent of them are performing the same duties as plan fiduciaries, but only 34 percent actually has an Accredited Investment Fiduciary (AIF) designation.

I can’t figure out if Phyllis Borzi is tougher than Mary Shapiro or just smarter.