Adviser update: back to basics

By Daniel Williams


These last couple of years there’s been one distraction to your book of business after another. There’s been the financial crisis, SEC 151A, the finance reform bill, health care reform and so on.

But now, finally, it’s time to roll up your shirt sleeves and do what you do best—make that personal connection with your clients. With all those distractions gone, for the first time in a long time you can completely focus on clients and their needs. It’s time to get back to basics.

SMAX 2011

We took all of that into consideration as we began planning on our 2011 Senior Market Advisor Expo, which will be held at the world-class Mandalay Bay Aug. 24-26. So you can go ahead and mark those dates down on your calendar.

This year’s Expo will bring you what you need to get recharged and give you the edge you need to be at the top of your game. Whatever might be keeping you up at night, we’ll have the solution for you at this year’s show.

Many of you have told me generating new leads and closing the deal on referrals are two of the top challenges you’re facing. We will make sure to cover those bases as well as topics such as mastering the media and cross-selling products at the Expo.

In addition, SMAX will provide you access to the top producers in the country, so you can find out their path to success and what you need to do to get there, too.


We also have a couple of major announcements about the show I’d like to share with you now. We’ve locked down our two keynotes.

Opening the show is Larry Winget, known as “the pitbull of personal development.” If you’ve heard Larry deliver a keynote you know what I’m talking about. If you haven’t, you’re in for a real treat. His rock and roll persona is unlike anything else you’ll encounter in the financial services industry.

He’s known for his “tough love” approach to motivation as you might tell from the titles of his books, including “You’re Broke Because You Want to Be,” “Shut Up, Stop Whining & Get a Life,” and “People Are Idiots and I Can Prove It.”

Also on board is our own rock and roller Van Mueller, SMA’s reining Advisor of the Year. Van writes our monthly column, “The Close.” So it’s fitting that we’ll have him closing the show. Anyone who saw Van bring the house down at last year’s Expo knows he can deliver the goods to motivate and educate advisors.

If you have any comments or suggestions about the event’s content, please contact me at the Look forward to seeing you in Vegas!