Begging the boss to be fired
By Kevin Startt
One of the most powerful ways to get a client talking about the DOL rules regarding fee transparency in ERISA plans and work toward closure and a better relationship is to ask the prospect/employee the simple question: "If you had performed as poorly over the last 10 years as your mutual fund manager against their benchmark, what would your boss do to you?"
The answer 90 percent of the the time is, "He or she would fire me."
The response back by the adviser should be, "Isn't it time we consider doing the same thing with your underperforming manager in your IRA as well?"
These new rules also encourage an income annuity as a plan option so you can also comment that if it was or is an option good enough for your employer, it should also be good enough for you, right?