It’s Time to Change Your Game


You’ve heard that you need to adapt to stay relevant. And, those who are the best at it are able to anticipate upcoming changes, rather than just react to them. When it comes to your business, that means paying close attention to what your clients want today, but also to what they want to achieve in the future. And if you don’t change your playbook, you’re going to miss the goal.

According to a Gallup and Harris poll, clients today only value asset allocation services at about 40 basis points. But they value tax planning services at closer to 100 basis points. And, of course, the value of tax planning really comes into play during the income stage — a stage many of your clients are rapidly approaching.

It’s time to focus on income planning, not asset accumulation. 

It means shifting certain parts of your practice but keeping certain parts — such as your pricing model — the same. And it’s easier to make the change if you can partner with someone.

As we move forward, changes in demographics are going to lead to more than 18 million Americans leaving the workforce and moving into retirement in the next five years. And when that happens, the focus will be on income. Asset allocation won’t be near as important as it was. In fact, I would argue that the new currency is how well do I plan for income?

Unfortunately, in addition to the shift into retirement, we’re also facing the reality that most people simply haven’t saved enough. The time to start planning for that is now, and even that is a big job. Currently, there is one financial advisor for every 76 baby boomers. But in five years, when we see that huge retirement shift, there will be about 176 retired baby boomers to each planner. That’s 176 of them to one of you. On the court, that would be terrifying. But for your business, there’s an opportunity to gain clients and make an impact. Income planning is the way to do that.

The scary thing for our industry, though, is that more than 85% of baby boomers report that they will leave their current financial planner if they fail to have a conversation about how to maximize Social Security and income planning. This means you need to be talking about where your clients want to be, not just where they are today.

At Ash Brokerage, we have the resources to succeed, including one of the leading retirement income software tools out there. We also have an abundance of expertise with our retirement income consultants. Reach out to our team at (800) 589-3000 to learn how we can get your business to where it should be going — not where it is today.


Transformational Tactic

If you want to retain your clients and set them up for success, it’s time to focus on income planning. We’ll show you how.

A 3-Pronged Approach to Faster Growth


Like so many other things, the pandemic slowed down business growth for many — and not just in our industry. It’s possible your clients, or prospective clients, are worried about their own industries, making them more reluctant to reach out for financial planning.

In 2019, 41% of financial advisors were aggressively adding new clients. Today, that number is down to 26%, and not because we’re not trying. 65% of advisors who work to generate leads through a website find it ineffective. You need additional opportunities if you’re going to transform into a High Performing Practice. 

3-Pronged Approach

  1. Use Automation Effectively: Create engagement and organic lead generation through consistent communication. The best way to do this efficiently is to use automation. If you’re not sure how to get started, let us know. We can discuss the different solutions available.   
  2. Get in Front of Ideal Prospects Digitally: To start, you need to define who your ideal clients are — those who generate the most revenue —  and then focus your marketing efforts on prospects that fit the same demographics and location. Drive brand awareness and website traffic through social advertising.
  3. Focus on Using Words that Work: Remember, if you confuse, you lose. People will convert when they hear or read the words that make them want to buy your products and services. And remember that prospects from referrals convert much faster than those from marketing activities alone – 85% convert to a client in under two months. So, it’s key to use words that work when asking for referrals as well.


Once you’ve gotten in front of your prospects, use our Income Alpha approach. It’s a unique strategy to speed that process up. With Income Alpha, we can increase lifetime income by more than 15%. We can increase legacy to the beneficiaries by more than 300%. And we can improve the probability of success by more than 25%.

So, I encourage you to reach out to our retirement income consultants at (800) 589-3000 to learn how Income Alpha can help you become more valuable and how our automation and how our lead generation ideas can help you grow your business as we head out of the pandemic.


Transformational Tactic

A three-pronged approach focusing on automation, digital messaging and the right words to use when talking to prospects can help you transform your business to a High Performing Practice.

Planning for the Year 2025 Starts Today


Wayne Gretzky was quoted as saying, “I tried to deliver the puck where the person is going to be versus where they are today.” It’s a good strategy for hockey, and it’s also very appropriate as you work to transform your business into a High Performing Practice.

Currently, before they retire, your clients are focused on accumulation. That could be through their 401(k), an IRA or assets under management.  But over the next five years, by 2025, 18 million Americans will have left the workplace and joined the ranks of the retired. Unfortunately, today the average retirement account balance is about $130,000 — definitely not enough to fund the type of retirement many of us are hoping for.

To further complicate preparing for a successful retirement, from a business standpoint, is the shortage of qualified advisors. Currently, there is one financial advisor for every 76 baby boomers. And in just five short years, there will be 163 baby boomers for every one financial professional.

This means that we’re going to have to generate more income for longer periods of time with the least amount of assets than ever before.

To do that, you need a new technique. You need resources and tools to adapt to this new world looming ever closer over the horizon. Instead of worrying about how to get started, take the first step today and reach out to our retirement income consultants. They can talk with you about the new and different approaches and tools that can help you evolve — such as our JourneyGuide software that can help you efficiently and effectively income plan as your clients shift from the accumulation phase to the income phase.

But our most important resource isn’t a tool, it’s a strategy. Our Income Alpha approach can help you increase income — something we know our clients aren’t generating enough of. We regularly see 20% increases in the amount of income we can deliver clients, along with an improved probability of success. In fact, we’re actually able to leverage protected income to free up some liquidity, allowing you to address other concerns such as leaving a legacy, transferring wealth or planning for a long-term care need.

So, take a few minutes. Give us a call at (800) 589-3000. Find out how JourneyGuide and Income Alpha can prepare you to thrive over the next five years and be ready for success in 2025.


Transformational Tactic

Find out where your revenue is going to come from by 2025 and how you can prepare now to become a High Performing Practice. Talk to your retirement income consultant today.

Maximize Your Clients’ Retirement Income


We’ve been talking the last several weeks about tax-deferred vehicles like annuities including protected income. You’ve also learned how to turn tax-deferred into tax-free when it comes to planning for long-term care. Today, I’m going to bring it all together.

It can seem like you’re being pulled in two different directions. On the one hand, you want to drive value in your business. On the other hand, you don’t want to conflict with your clients — you also want to provide value to them. What you need is a solution that enables you to do both in a safe scenario.

The approach is Income Alpha. It’s been the topic of this blog in the past, and it’s such a powerful tool that it’s worth bringing up again today.

Currently, there are many Americans out of work, creating a great opportunity to talk about how to get the maximum amount of income in retirement for our clients. How do we increase our probability of success? Income Alpha works by using only a little bit of protected income, allowing you to maximize your assets under management.

In many case scenarios, we were able to use the Alpha Income strategy to increase the client value in terms of income during retirement by as much as 21%. But at the same time, we increase that client’s lifetime value to you with assets under management. The power of the proper placement of protected income and the best use of tax-deferred vehicles work together to align your goals of adding value to both your business and your clients.

I encourage you to reach out to our retirement income consultants at (800) 589-3000 to learn more about how Income Alpha can speed up retirement, provide more income and, most importantly, offer your clients a higher probability of success.


Transformational Tactic

Finding a strategy that works for you and your clients is possible with Income Alpha. Find out more about how it can transform your business.

Shifting Tax-Deferred to Tax-Free


It’s no surprise, but when Americans are surveyed about retirement, one of the consistent results is the desire to avoid being a burden on their families. And as advisors, our job is to help them reach that goal. Not only can you keep them from burdening their families in the event of a long-term care need, but you can also help them save on taxes, all with one strategic move.

Many Americans have placed their money in conservative, tax-deferred annuities. Over the course of several years or even decades, these annuities have grown significantly. Now the problem is tax-deferred gains. If you take money out of the annuity, it is taxed as last-in-first-out, meaning the gain is taxed first. So, if your client experiences a long-term care event and you use the annuity for any type of home or facility care, your client is going to be taxed on the gain at ordinary income rates.

If your client is unable to perform two of the six activities of daily living, however, you can shift to an annuity that qualifies under the Pension Protection Act. The advantage of this is that not only is the cost basis returned tax-free, but the tax-deferred growth is also returned tax-free as are the long-term care benefits provided by the insurance carrier.

What you have done is shifted tax-deferred assets to tax-free distributions when your clients need it the most. This creates leverage because you’re not paying tax on those gains.

Only 11% of the population has actually shifted that long-term care expense to an insurance carrier. And it is one of the greatest multipliers of any type of failure that we see in retirement income planning. So, think about using some of those old fixed annuities to cover a long-term care need.

Our retirement income consultants can help you get started on the Annuity Audit process, so you can identify which annuities are no longer meeting your clients’ needs. Reach out at (800) 589-3000. We will be more than happy to show you our process and work with some of your clients.


Transformational Tactic

Help your clients plan for long-term care while converting tax-deferred assets into tax-free benefits in one simple move.