Avoid the Summer Slowdown (and take 2 big risks out of your clients’ retirement plans)


As the weather gets nicer, it’s easier to want to get out and do things — it can especially increase your motivation to connect with your clients. Unfortunately, they are probably out doing things as well, and preparing for retirement is probably not the first thing on their minds.

No matter what level of success you’ve achieved, it’s common to find it hard to talk with your clients during the summer months. So, let’s make this summer dramatically different. It starts with different processes and different ideas. And your existing book of business is a great place to start. You can help your current clients protect against two big risks.

1. Don’t let long-term care derail an otherwise sound retirement plan

There are more than $471 billion of fixed annuity assets that are available to be upgraded and moved. One of the best things that you can do for your clients is to shift some of the long-term care costs off their plate. And, when you do that, you can take them from tax-deferred to tax-free by using a PPA-approved annuity.  By taking advantage of the Pension Protection Act, you can take those annuity assets and turn them into a tax-free income when your clients need it the most.

It’s a great opportunity for you because only 11% of Americans have actually planned for the possibility of a long-term care event.

2. How Social Security shortfalls might impact your clients

Speaking of risk, now is also the time to talk with your clients about Social Security. We’re anxiously awaiting the Board of Trustees solvency report, and it’s been estimated that shortfalls may have been moved up anywhere between five and eight years. Fortunately, it’s another risk that can be mitigated by retirement planning. Specifically, we’re excited to offer the PlanGap annuity, created specifically to pay more benefits in the event of Social Security deficiencies. It’s a new resource that hasn’t been available up to this point, available exclusively through Ash.

Let’s take a minute to touch base on assets held away — not only can you help your client, but they also offer a huge opportunity to grow your business. There are $27 trillion sitting in bank CDs, money market accounts and checking accounts, earning very low interest rates.  You owe it to them to make those assets work harder for them. Use them to plan for long-term care costs and Social Security downfalls. These are just two ways to stir up client activity, which I know will lead to sales.

So, call our retirement income consultants at (800) 589-3000 for more information. They will be more than happy to help you implement these two different ideas and avoid the summer slowdown.



Transformational Tactic

Ensure your clients have the income they need in retirement by mitigating the risks of long-term care and Social Security shortfalls.

Build Income WITHOUT Sacrificing AUM


No, it’s not too good to be true. With our innovative approach, it really is possible to maximize income creation without sacrificing assets under management.

We’ve talked a lot about the necessary shift from asset accumulation to income planning. But it’s a concept that some advisors are hesitant about, especially if you’re worried that making the shift will cost you when it comes to assets under management. But what if you found a strategy that focuses on income planning while helping increase your assets under management? There is such a strategy, and we can show you how to get started. But first, let’s talk about why it matters.

Today’s economic situation is full of low-interest rates. Those rates, however, are starting to creep up and have a negative impact on our total return.  Worst yet, we are experiencing higher risk in bond portfolios.  In 2007, that risk was just over 4%. Today, it’s about 6.05%. This increase further complicates our decisions about how to generate yield and income inside of the portfolio. And there’s the risk that your client’s assets could drop to zero before their end of retirement.

The reality is that today’s environment makes the 4% rule that we used to use obsolete. It’s no longer a good benchmark. And that means that income planning going forward must change.

In addition to your clients running out of assets, planning the way you always have puts your reputation and potential referrals at risk. And, more importantly, your assets under management will slowly erode. It’s time to look at a better, more innovative way, to plan for income.

It’s called Income Alpha, and it allows you to reposition some of your assets under management while growing your lifetime client value. Using this approach, we’ve seen annuity sales increased by 62%–and many of those assets came from assets held away. But, more importantly, we’ve seen increases in client income of anywhere between 23-36%. That level of growth is significant for your business, but also for your client’s income.

Take 10 minutes to understand our innovative Income Alpha solution. Your clients will win, and so do you.  

Transformational Tactic

If you’re ready to help your clients reach their income goals, without lowering your assets under management, we have an innovative solution. Find out more about Income Alpha.

retirement income alpha income planning assets under management

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.