This past Christmas, I received the book, “Sidelined,” as a gift from my mother-in-law, and I was inspired when I read it. The book is about Chuck Pagano, who battled cancer during his first season as head coach of the Indianapolis Colts. It’s a story of family, faith and vision that rings true for everyone, including financial professionals.
Coach Pagano was named head coach of the Colts in January 2012. Not long into his first season, he was diagnosed with leukemia and started cancer treatment, forcing him to take a leave of absence from his coaching duties. Pagano’s family – both his blood relatives and his football family – helped keep his spirits high.
Throughout his treatment, he kept telling himself one thing:
“But regardless of our circumstances, they do not define us – not unless we give in and let them. Circumstances never determine who we are; they reveal who we are.”
– Chuck Pagano
Today, Coach Pagano remains cancer free and in full remission.
Ask yourself, “How are my circumstances defining me and/or my financial services practice?” Maybe a broker-dealer is defining how you serve your clients. Maybe your perception of certain products and services within our industry are affecting your financial plans. Or, maybe the circumstances of pending regulation and the uncertainty around new standards are making you unsure of your entire practice.
There will always be changes in our industry – some more drastic than others. However, we can’t let those circumstances define us. Instead, each change provides a chance for us to reveal our true value to the American public – providing quality advice to help generate dependable, secure income that our clients can’t outlive.
Those professionals who hold their clients’ best interests front and center will thrive in our new transparent world. No one should hesitate to earn a commission or charge a fee so long as the service and/or product meets the best interest of the client.
Because the commission structure of a financial solution is largely irrelevant. What that solution does and how it fits into the individual’s financial plan is what matters most.
That, I believe, is what our circumstances will reveal about our industry.
Don’t let your circumstances define you. Instead, let them REVEAL you.
Indianapolis Colts Announcement: http://www.colts.com/news/article-1/Chuck-Paganos-Book-Sidelined-Now-Available/729ebe03-2076-4b84-b4ff-0fa8769a23e9
Mike McGlothlin is the Executive Vice President of Annuities at Ash Brokerage. His strength is helping advisors become more efficient and effective in their businesses. He and his team provide income-planning solutions focused on longevity and tax efficiency, and they also assist advisors with entering defined-benefit termination planning and structured settlement markets.
© 2018 Ash Brokerage LLC.