IARFC Register Volume 26 Issue 4 Fall by IARFC

Future Full of Untapped Potential

Barry L. Dayley, MRFC®, CFP®

IARFC Trustee Board Chair

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In This ISSUE

New MRFC®s, RFC®s, RFA®s, and Association Members

Katherine Bradshaw Ballard, RFC®, AL

Joseph F. Boyd, RFC®, UT

Joshua Brands, RFC®, ID

Andrew Chavez, RFC®, CA

Steven Crane, RFC®, OH

Charles T. Cummings, RFC®, VA

Christy Dimatteo, RFC®, PA

Michael R. Dinich, RFC®, PA

Philip Dougherty, RFC®,ME

Donald Aluster Edwards, RFC®, MD

Magen L. Fong, RFC®, OR

Daniel Richard French, RFC®, IN

Alonzo Donte Hall, RFC®, CT

James Andrew Heist-Torres, RFC®, PA

Carter E. Honeycutt, RFC®, TN

Christopher Jones, RFC®, TX

Willina Cherri Kellu, RFC®, FL

Melissa Lara, RFC®, TX

Cole R. Long, RFA®, MO

Rachael Lynn Futo Maschari, RFC®, OH

Stephen Massi, RFC®, TX

Andrew Michaelides, RFC®, MN

Jeffrey M. Patten, RFC®, FL

Tommy L. Ruff, RFC®, AR

Keisha Smith-Jones, RFC®, Association, OH

William J. Szydlowski, RFC®, FL

Jamille Thomas, RFA®, TX

Brian Keith Westrich, RFC®, MO

Scott A. Whisenant, RFC®, AL

– 10

Taiwan – 85

Indonesia – 9

Nigeria – 5

BOARD OF TRUSTEES

Chair, Barry L. Dayley, MRFC®

Vice Chair, Michael Jay Markey Jr., MRFC®

Treasurer, Alan Kifer, MRFC®

Secretary, Nathan Boyle, MRFC® Director of Ethics, Gary Padussis, RFC® Trustee, Kai Yuan Tu, RFC® Trustee, TBD

CEO, Leonard Simpson, RFC® COO, Charlotte Isbell

MRFC CERTIFICATION BOARD

Chair, Mary Anne Redmond, MRFC®

Vice Chair, Melvin Mills Jr., MRFC®

Treasurer, TBD

Secretary, Larry Roby, MRFC®

Director, Sean Clark, MRFC®

Director, Pamela Mayfield -Kizzee, MRFC®

Director, Daniel Courson, MRFC®

Public Member, Kat Moore

Certification Administrator, Rachel Gibbs

IARFC HEADQUARTERS TEAM

Chief Operating Officer, Charlotte Isbell

Editorial Coordinator/Public Relations, Susan M. Cappa

Director of Membership Services, Vicki Caplinger

Membership Services, Judi Nelson Information Technology, Randy Kriner

WEBSITES

China — www.iarfc.cn

Hong Kong — www.iarfc-hk.org Indonesia — www.iarfcindonesia.com Philippines — www.iarfc.org/about/philippines Taiwan — www.iarfc.org.tw United States — www.iarfc.org Vietnam — www.iarfc.com.vn

Article Submission

The average reader has more than four years of experience in financial services and possesses at least one professional designation/credential. Articles provide specific planning techniques, practice management suggestions, or educational content about financial services which might include advisory professional responsibilities, industry news, insurance, investment, software, or compliance. For the entire Register General Article and Editorial Policy, visit www.iarfc.org/register.

Canada

LEADERSHIP

CHAPTERS

President, Chanchal (Sisi) Chakrabarti, RFC® All other positions are in development

Greater China Development

(China, Hong Kong, Macau, & Taiwan)

Chair, Liang, Tien Lung, RFC®

Vice Chair, Liang, Han-Ying, RFC® CEO, Lin, Chien-Hung, RFC®

Hong Kong and Macau

Honorary Chair, Samuel W. K. Yung, RFC®

Chair, Teresa So, RFC®

Executive Director, Allan Wan, RFC®

Indonesia

President, Aidil Akbar Madjid, RFC®

Executive VP, Bareyn Mochaddin, RFC®

Vice President, M. Kharisma, RFC®

Treasurer, Mada Aryanugraha, RFC® Director, Arya Haris, RFC®

Nigeria

President, Dr. Usman Nosa Giwa-Osagie, RFC®

Executive VP., Dr. Sampson Ukeje Emenike, RFC®

Vice President, Lateef Erhunmwunsee GiwaOsagie, RFC®

Treasurer, TBD

Secretary, Fatai Olasunkanmi Makinde, RFC® Director, Kunle Sheriff Dawodu, RFC® Director, TBD

Philippines

President, Grace De Vera Escobar, RFC®

Executive VP., Ryan Daez, RFC® Vice President, Antonio Franco, RFC® Treasurer, Ismael Melendres Jr., RFC® Secretary, Atty. Nicasio C. Cabaneiro, RFC® Director, Andre Mikhail Obierez., RFC® Director, Divina Amor Basbas, RFC®

Taiwan Chair, Liang Tien Lung, RFC®

United States

President, Bradley K. Maples Sr., MRFC® Executive VP., Lisa Ford, MRFC® Vice President, Lemuel W. Kornegay III, RFC® Treasurer, Paul Wharf, RFC®

Secretary, Gregory Kurinec, RFC® Director, Mike Zaino, RFC® Director, Jeffrey Bettermann, RFC®

Vietnam

President, Dr. Frankie Lo C.F., RFC®

Executive Vice President, Kenny Lam C.H., RFC®

Vice President, Prof. Jeslie Chui T.K., RFC® Treasurer, Ramen Chim P.H., RFC®

Secretary, Tracey Nguyen B.T. Director, Ben So S.H., RFC®

Editorial Coordinator

Susan M. Cappa susan@iarfc.org

The Register is published by the IARFC® 2025 and circulated around the world.

It includes articles and advice on technical subjects, economic events, regulatory actions, and practice management.

The facts and opinions in the IARFC’s Register articles represent the author’s views and are not endorsed by the publisher.

Editorial Advisory Committee

Michelle Blair, RFC®

Alan Kifer, MRFC®

Greg Glista, RFC®

The IARFC makes no claim as to accuracy and does not guarantee or endorse any product or service that may be advertised or featured. The IARFC makes no claim to the current status of any designation or credential that is issued in the titles of contributors listed in the Register other than those issued by the IARFC®

Articles, comments, and letters are welcome via email to:Susan M. Cappa,susan@iarfc.org

From the EDITOR

Transitions...

Susan M. Cappa, Editor

Wow, there is so much happening with the Association, this Register was an ambitious endeavor to include everything. First I wish to thank the Editorial Committee (Michelle Blair, RFC® and Alan Kifer, MRFC®). Their input helped develop the 2026 Register Editorial Calender. Then, I would point to the pages that represent the IARFC Growing Global Community. It’s fun to see how these Chapters carry out the Mission and Guiding Principles domestically and internationally through classes, graduations, continuing education events, and meetings. Their pictures tell the story. And... welcome to the new Chapters of Canada and Nigeria. Lastly and sadly, it is with grateful appreciation that we say goodbye to Barry Dayley who has been our Chair for the past three years. His guidance and leadership has been phenomenal and helped us thrive these past years. Thanks Barry, you gave us inspiration and LOVE!

Dr. Reuben Chen, RFC®

“Recounting My Time on the Board of Trustees”

As my term as a member of the Board of Trustees of the International Association of Registered Financial Consultants (IARFC) for 2023–2025 comes to a close, I would like to take this opportunity to reflect on the past year of service and express my gratitude.

It has been an honor and a privilege to serve the Association in this role. Working alongside a group of highly accomplished and dedicated Trustees has been both rewarding and inspiring. Together, we worked to support the mission of the IARFC, helping to clarify policies, guide organizational direction, and strengthen the value of membership for financial professionals around the world.

During my tenure, I have been especially proud to contribute to initiatives that support advisors in their professional growth. By encouraging pursuit of the RFC designation and continued education, we aimed to empower financial consultants to advance their careers while better serving their clients and communities.

Equally meaningful was the opportunity to support young adults entering the profession through mentorship and financial planning competitions — initiatives that are vital to shaping the next generation of leaders.

Beyond organizational achievements, one of the greatest rewards of this experience has been the relationships formed. Serving alongside Trustees of such integrity, leadership, and vision has been an experience I will carry forward with deep appreciation. The friendships and professional bonds made during this year are lasting and invaluable.

As I transition out of this role, I remain committed to supporting the mission and values of the IARFC. I am grateful for the trust placed in me to serve, and I look forward to seeing the Association continue to thrive under the guidance of its outstanding leadership.

“Personally, I thank Reuben for his dedication to the Board of Trustees. Those who give their time and energy to a cause demonstrate a true passion for supporting its values and mission. On behalf of the entire Board of Trustees, we deeply appreciate his service and commitment.”

Barry L. Dayley, MRFC ® , CFP ® IARFC Board of Trustees Chair

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As I write this, I find myself reflecting on an incredible journey. After three rewarding years, my time as Trustee Board Chair is coming to a close. This isn’t just an ending, but a moment to celebrate everything we’ve built together and to look forward to the amazing future that lies ahead for the IARFC.

When I first stepped into this role, the landscape looked very different. We were in need of a refresher on our purpose and mission and a way forward, to grow globally as well as domestically. Together, we refined our purpose, formulated important Guiding Principles, and established the foundation for a “Growing Global Community”.

From there, we had to make some hard decisions as we set ambitious goals. In just three short years, new chapters have been established in Indonesia, Vietnam, Canada, Nigeria, and Sri Lanka. This brings us to a total of ten nations we are serving to raise the level of the financial planning profession. In addition, foundation work has been done to establish chapters for college students in nations where we have active chapters. This will help graduating students successfully make the transition to a Registered Financial Consultant.

From the Trustee Chair

Barry L. Dayley, MRFC®, CFP®

Not Goodbye, But a Transition

The Virtual Summit has been conducted now for three years with great response from our members around the globe. The past two years, we were able to gather people from many nations at our Financial Forums at The Biltmore in North Carolina and Orlando, Florida. We have established bold goals for the future; we’ve always believed in challenging the status quo. We didn’t just want to keep up, we wanted to set the pace. Looking back, I’m incredibly proud of what we’ve accomplished by thinking differently.

Together, we’ve navigated complex challenges and seized opportunities that have fundamentally shaped our path. We’re on track to meet our targets.

These achievements weren’t the work of one person, but the result of a collective effort fueled by passion, expertise, and a shared vision. It’s been a privilege to witness this team’s talent and dedication firsthand. Every success story, every milestone, is a testament to their hard work.

My deepest gratitude goes out to every single person who has been part of this journey. To my fellow board members, thank you for your wisdom, your courage, and your

unwavering support. To our leadership team and all our employees, you are the heart and soul of this Association. Your commitment is the engine that drives us forward. And to our partners and stakeholders, thank you for your trust and collaboration. We wouldn’t be here without you.

Stepping down is never easy, but I do so with immense optimism. I have complete confidence in the leadership and the vision that will guide this Association into its next chapter. The foundation we’ve built is solid, and the future is not just bright, it’s full of untapped potential. The spirit of innovation and partnership that defines us will continue to propel us toward even greater heights.

This isn’t goodbye, but a transition. I will be cheering you on, celebrating your future wins, and watching with pride as you continue to break new ground. Thank you for the honor of serving as your Chair. The best is yet to come.

Goals for 2026

Leonard Simpson, RFC® IARFC CEO

What More is in Store...

Much like I did this time last year, I am setting out my goals for the year ahead. Many of my personal objectives for 2025 were accomplished, but as we all know... that was then, this is now. Here is my 2026 goal list:

1. Assist in Onboarding the New Chair

As you have read, Barry is stepping down. For continuity, it is vital that Association leadership ensures a smooth transition. While I will miss Barry’s guidance and presence, I look forward to the fresh perspective and influence our new Chair will bring.

2. Involve the Next Generation of Consultants

A campaign is underway to connect universities and students with the IARFC. Completing this initiative is a priority for the first quarter of 2026.

3. Chapter Continuity

In 2025, several new Chapters joined the IARFC family bringing us closer to our vision of 35 Chapters within 10 years. With this growth comes the challenge of balancing cultural and financial differences across countries. The goal is to maintain consistency and standards, while respecting these unique distinctions.

4. Increase Touch Points for Membership

The Virtual Practice Building Summit is now well established thanks to David Kinder, Jeremy Nason, and most recently Cheryl Fainelli. I would like to build on this success by expanding opportunities for members to engage with and learn from experienced professionals potentially through another series in the Spring.

5. Enhance YouTube and Member Participation

This past year, we introduced a program that enabled members to share their own podcasts, though few have taken advantage of it. In 2026, I am determined to motivate greater participation. After all, who better to learn from than one’s peers?

6. Support the IARFC Mission of Growth, Innovation, and Sustainability

The committees supporting these pillars continue to generate ideas that drive the Association forward. I remain committed to championing this mission throughout the year.

Finally, I want to extend personal thanks to the Board of Trustees, who worked through challenges and brought innovation to the membership this past year. I also want to recognize the Headquarters Staff, a small but mighty team who tirelessly keep the wheels of the IARFC turning. Most have been with the Association for many years, and their dedication to excellence continues to inspire me.

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Director of Ethics

Gary Padussis, RFC® IARFC Trustee

Ethics Question

What Ethical Challenges do you forsee as Ethical Director of the IARFC in the Financial Services Industry over the next few years?

Answer

Rapid advancements in technology, particularly in the field of Artificial Intelligence (AI), currently and in the future presents ethical challenges within the financial services industry for the consultant.

In year 2019, the Securities and Exchange Commission (SEC) and in year 2020, The National Association of Insurance Commission (NAIC) adopted federal regulation “The Best Interest Contract” (BIC), better known as REG BI, replacing the now defunct 2016 fiduciary rule issued by the U.S. Department of Labor (DOL). REG BI was designed to address conflicts of interest in retirement investment advice. Financial consultants must now adhere to “Impartial Conduct Standards” to mitigate conflicts of interest when providing advice to the consumer. The REG BI regulation requires consultants and management to adhere to recommendations on product selection that align with the clients’ best interest and financial goals. Incorporating AI technology in product selection elevates the ethical standards

for consultants assisting in the decision-making process. It also allows management the ability to scrutinize the product offered and working with the advisor to provide the best “outcome” of what is suitable for the consumer. Many industry leaders believe that incorporating AI Technology into product selection has created better efficiency by assisting the advisor to abide by REG BI, reducing judgment calls on products offered to the consumer.

It has always been critical that the consultant function as a fiduciary and offer the consumer the most suitable product for their financial goals. This was an ethical standard prior to REG BI. However, with today’s technology using AI, and its ability to detect errors in judgement and product selection, and what is in the best interest of the consumer, the consultant and management are now facing an even higher level of standards in the decision-making product.

It is increasingly imperative for financial consultants to uphold their fiduciary responsibilities. providing prudent advice and investment products that are in the clients’ best interest and using the technology of AI can support your business in this manner.

My recommendation is that as a consultant you use AI as source in product selection in your decisionmaking process as it may remove product bias and allow you to offer the best product to the consumer.

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Announcing IARFC Inaugural Global Ambassador Jim Ruta

The IARFC Board of Trustees is honored to bestow upon Jim Ruta the distinguished title of IARFC Global Ambassador.

Congratulations on being the very first individual to receive this recognition. It’s an acknowledgment of his dedication, leadership, and ongoing commitment to the financial services profession. This is not only a personal achievement for Jim but also a milestone for our Association, as it reflects the values and vision we strive to promote on a worldwide scale.

This recognition is both a testament to his past contributions and a vote of confidence in his continued ability to make a difference. On behalf of the entire Board of Trustees, we extend our gratitude and look forward to witnessing the positive impact of your ambassadorship on our Association and the broader financial services community.

The Role of a Global Ambassador

The IARFC Global Ambassador, embodies the ideals of ethical conduct and professionalism that are at the core of the IARFC Mission. This honorary role was created to recognize individuals who exemplify the highest standards of integrity, service, and advocacy for the financial services community. They are entrusted to represent the IARFC by bringing visibility and credibility to our Association, acting as both a spokesperson and a bridge to those who may not yet be familiar with our work.

The Global Ambassador is advocacy-focused rather than administrative or political. This means efforts are centered on elevating awareness of the IARFC, sharing their Guiding Principles, and promoting the importance of ethical, client-centered financial advice. Whether engaging with financial professionals, industry leaders, or organizations across the globe, they will be instrumental in spreading our message of responsible and effective financial guidance.

The Trustees view the position of Global Ambassador as a symbol of outreach and engagement. Through building relationships, fostering goodwill, and raising awareness, the Ambassador extends the reach of the Association beyond borders. Locally, nationally, and internationally, their presence helps create meaningful connections that support the growth of the mission by representing the IARFC not just as an individual, but as a living example of the values and vision we collectively hold.

In this new capacity, a Global Ambassador serves as a champion for collaboration, dialogue, and professional development. Their influence and dedication will inspire others to align with the IARFC goals, embrace ethical standards, and recognize the important role the IARFC plays in strengthening the financial services profession.

IARFC Trustee Chair Barry L. Dayley, MRFC ® , CFP ® Presenting the Global Ambassaador to Jim Ruta

Thank You Alan!

From Mary Anne Redmond, MRFC®, MRFC Board Chair

Alan Kifer, MRFC® has served on the MRFC Certification Board since mid2023. He has worked diligently, and comprehensively, on various projects, including the extremely detailed requirements for the accreditation application project during 2023 and 2024. His diligence has enabled finding and developing a new, remotely proctored test approach for the MRFC exam, as well as charting a course for going forward in future years, including using a different accreditation agency and strengthening outreach for MRFC members and new applicants.

Alan is the author of the recent Register article “Why Be An MRFC®,” highlighting the value of practical knowledge, 5 top reasons to have the MRFC credential, and a detailed comparison of the MRFC credential with the CFP®, ChFC®, and CPA credentials.

Alan’s dedication to the financial planning profession, his enthusiasm for the MRFC credential, and his love of the community comprised of the IARFC members, is wonderfully evident in his various contributions to the MRFC Certification Board work as well as the IARFC overall.

But there’s a catch for those of us who have benefited so much from his work for the MRFC credential and members. Alan has recently become a Trustee of the IARFC Association. This means he is not eligible to be on the MRFC Board during his tenure as a Trustee. We know that the benefit to the IARFC overall will be great, but, for sure, we already miss Alan’s participation on our MRFC Board. It is so very helpful to us all to have the support & contribution of a true (Top Gun) wingman.

The MRFC Board is forging forward with 2 new members: Pamela MayfieldKizzee, MRFC® (Houston, TX) and Daniel Courson MRFC® (Orlando, FL).

MRFC Exam Now Available Online

IT’s OFFICIAL! The MRFC exam is now available via a secure online exam platform! This means that it’s no longer necessary to go to a brick & mortar testing facility to take the exam. The availability of remote proctoring for the MRFC exam reflects a broader trend in professional certification testing, where online options are becoming the norm.

Alan Kifer, MRFC®, researched possible providers and ultimately chose Synap as the solution for a seamless, safe, user-friendly and secure delivery process. Synap is based in the UK, and the team there has been outstanding in working with MRFC staff to establish the new remote proctoring system.

Internet-based, remotely proctored tests must be taken on a computer with a webcam, microphone, and stable internet connection. Remote proctoring is a service that emulates the role of an on-site proctor – confirming the identity of the test-taker and safeguarding the integrity of the exam – using an internet-delivered assessment monitored by Synap’s cutting-edge proctoring tool, Synoptic.

The Synap system reduces the chances of cheating and increases the exam integrity with a range of proctoring and anti-cheat options. Synap’s Synoptic technology ensures the integrity of the MRFC exam:

• Real-Time Monitoring: The system automatically detects suspicious activity, such as looking away from the screen for extended periods or the presence of unauthorized materials. The system stops candidates from being able to progress through their exam if they visit any other browsers or applications.

• Intermittent Screenshots: As part of the anti-cheating measures, Synoptic takes periodic screenshots during the exam. This process helps monitor behavior throughout the exam, making sure everything remains secure and in compliance with the testing rules.

• Automated Breach Detection: The system uses sophisticated algorithms to detect potential breaches in real-time, allowing immediate intervention if needed.

Synap was founded in 2014 to make exam preparation more effective and has since grown into a platform that helps universities, training providers and businesses deliver online assessments. They have administered over 5 million tests, supporting everything from practice tests and progress tracking to high-stakes professional certifications, with a focus on keeping the process straightforward, secure and reliable.

With this online platform, MRFC test takers now can enjoy great convenience, flexibility, comfort, ease and focus.

Financial Consulting: Beyond Traditional Financial Planning

By Alan Kifer, MRFC®

Financial consulting represents a dynamic and multifaceted discipline that extends well beyond the conventional boundaries of financial planning. While financial planning traditionally involves creating budgets, managing savings, and developing retirement strategies, modern financial consulting encompasses a broader array of services including risk management, strategic business advising, investment analysis, and behavioral finance. The evolving financial landscape demands that consultants not only provide tactical plans but also cultivate holistic strategies tailored to the unique needs of individual and organizational clients. Furthermore, the pursuit of excellence and ethical standards embodied by the Master Registered Financial Consultant (MRFC ® ) credential, underscores a commitment to professionalism in this complex environment.

At the heart of effective financial consulting lies the critical area of risk management. A recent study in the *Journal of Risk Finance* emphasized the necessity for consultants to assist clients in identifying and mitigating potential risks in an increasingly volatile market 1 . Through the application of sophisticated analytical tools and risk assessment frameworks, consultants are equipped to evaluate both internal and external factors affecting a client’s financial trajectory. Adopting a proactive approach to risk management not only safeguards clients' current assets but also positions them to capitalize on emerging opportunities. The IARFC advocates that MRFCs integrate ethical risk management practices, ensuring that strategies are not only effective but also aligned with the best interests of the client.

Moreover, financial consultants now perform crucial roles as strategic business advisors, extending their influence beyond individual financial planning into the realm of organizational growth and sustainability. Research published in the *Harvard Business Review* highlights the importance of financial consultants in helping businesses develop strategic financial plans that resonate with broader corporate goals 2 . This needs a profound understanding of industry dynamics, competitive landscapes, and market trends. By aiding organizations in navigating complex financial decisions such as mergers, acquisitions, and resource allocation, consultants become vital in shaping corporate trajectories and driving long-term value creation. The IARFC’s commitment to enhancing the competencies of MRFCs in business advisory roles reflects the growing recognition of consulting as a key driver of business success.

Investment analysis represents yet another domain where financial consulting distinguishes itself. A 2021 report from the *Financial Analysts Journal* highlighted the pivotal role of financial consultants in conducting rigorous market analyses and managing investment portfolios 3 . Unlike traditional financial planners, who may focus solely on savings and investment strategies, consultants provide comprehensive insights that encompass diversification, asset allocation, and performance monitoring. With the MRFC credential, consultants gain access to advanced methodologies that inform responsible investment practices, enabling them to craft personalized strategies designed to align with the specific risk tolerances and financial goals of their clients. This depth of analysis is crucial in navigating today’s complex investment landscape, where informed decision-making can significantly enhance financial outcomes.

Additionally, the significance of behavioral finance in financial consulting cannot be overstated. Current findings in the *Journal of Behavioral Finance* reveal that understanding clients' cognitive biases and emotional influences is essential for fostering sound financial behavior 4 . Financial consultants leverage insights from behavioral finance to design interventions that guide clients toward more rational decisionmaking processes. This individualized approach cultivates stronger client relationships built on trust and transparency, necessary for effective financial management. The IARFC reinforces this focus on client-centered consulting, urging MRFCs to refine their interpersonal skills to effectively engage and influence client behaviors positively.

In summary, financial consulting has advanced into a sophisticated practice that extends well beyond traditional financial planning paradigms. Emphasizing risk management, strategic business advising, investment analysis, and behavioral finance, consultants provide invaluable support that caters to an array of financial needs.

Achieving the esteemed credential of Master Registered Financial Consultant not only enhances credibility but also reflects a commitment to ethical standards and excellence within the profession.

As the financial landscape continues to evolve, the importance of comprehensive, informed consulting approaches that merge technical acumen with an understanding of client-specific contexts has never been more critical.

References

1.Smith, J., & Jones, R. (2022). Effective Risk Management in Financial Consulting. *Journal of Risk Finance*, 23(4), 45-58.

2. Williams, T. (2023). Strategic Business Advising: The Role of Financial Consultants. *Harvard Business Review*, 101(1), 34-40.

3. Kim, S., & Lee, H. (2021). Investment Analysis in Financial Consulting: Trends and Techniques. *Financial Analysts Journal*, 77(5), 78-92.

4. Davis, L. (2023). The Importance of Behavioral Finance in Financial Consulting. *Journal of Behavioral Finance*, 15(2), 115-126.

5. White, G. (2022). Integrating Risk Management into Financial Consulting Practices. *Journal of Financial Planning*, 35(3), 29-39.

6. Carter, M. (2023). The Future of Financial Consulting: Insights and Predictions. *Consulting Psychology Journal*, 75(2), 168-180.

7. Patel, R. (2022). Financial Consulting: A Holistic Approach to Client Needs. *International Journal of Finance & Economics*, 27(3), 204-215.

8. International Association of Registered Financial Consultants. (2023). MRFC Certification: Standards and Ethics. *IARFC Review*, 12(1), 12-17.

Marketing Your Way to the Top: Tenacity, Persistence, and Drive

If there’s one universal truth in financial services, it’s this: no marketing, no growth. You can have the best solutions in the industry, but if prospects don’t know who you are, what you stand for, and how you can help, you’ll never gain traction. Too many consultants treat marketing as a one-off project - something you “get around to” when business slows down. In reality, marketing is about showing up consistently with tenacity, persistence, and drive.

Nowhere is that more important today than on social media. Like it or not, your prospects are scrolling, swiping, and searching long before they ever sit across from you. If they can’t find you, or worse, if they find a dormant profile that hasn’t been updated since 2019 - you’ve lost credibility before the first conversation begins. Social media isn’t about going viral or being flashy; it’s about being present. I know a consultant who films a simple two-minute video every Friday on his phone - nothing polished, just authentic insight. Week after week, he shows up. Over time, those videos became his silent sales force. Prospects now walk into his office saying, “I feel like I already know you.” That’s not magic. That’s consistency.

Beyond visibility, today’s consultants have another edge previous generations never dreamed of: artificial intelligence. The truth is, AI isn’t coming, it’s already here. Consultants who embrace it are cutting hours of wasted time and redirecting that energy into client relationships. AI can draft social media posts, summarize client meetings, streamline research, and even help identify patterns in client behavior. One consultant I know uses AI to generate personalized follow-up notes immediately after a meeting, saving him from the “I’ll get to it later” trap that often means it never gets done. He looks like a rockstar to his clients because his follow-up is immediate, thoughtful, and consistent. That’s the future, and it’s happening now.

And let’s talk about follow-up. Most consultants stop too soon. They call once, send one email, and move on when they don’t get a response. But prospects live busy lives; you’re rarely their top priority. The advisors who succeed are the ones who stay gently and persistently in front of people until the time is right. I’ve seen handwritten thank-you notes, scheduled email drips, and even short check-in texts completely transform a consultant’s pipeline.

In one case, a prospect who ignored calls for nearly two years finally picked up and said, “The only reason I’m talking to you is because you never quit. That tells me you’ll work just as hard for me.” That client remains with the advisor to this day.

The tools may change - social platforms evolve, AI grows smarter, communication channels shift - but the principles don’t. Tenacity builds visibility, persistence builds trust, and drive keeps you moving when others burn out. Consultants who combine the timeless fundamentals with modern tools will not just keep upthey’ll lead.

Make it a great day!

Mike is the current Founding Member and Managing Director of The Zaino Group LLC. He currently sits on the US Chapter Board of Directors. Mike Zaino, RFC®

Contact: (704) 560-1573

mike@thezainogroup.com www.thezainogroup.com

Issue Theme

Volume 27

No. 1

February Elevating Excellence: The MRFC® Advantage

Volume 27

No. 2

May Only Strategic Referrals Truly Unlock Growth.

Possible

Topics to be Covered

2026

Editorial Calendar

• Personal Stories from Master Consultants

• Building Future Leaders: Mentorship Programs That Work

• How to Unlock Exclusive Professional Growth

• Master Consultants Guide Families to Financial Success

• Tips on Taking the MRFC Exam

• Creating Referral Synergy Across Professional Networks

• Insights from the Field: Crafting Effective Referral Partnerships

• The Right Moment: Timing Your Referral Requests for Impact

• Client Retention through Trust: How Top Consultants Build Lasting Relationships

• Spotting True Referral Partners for Long-Term Success

Volume 27

No. 3

August Financial Consulting: The Trends are Changing

Volume 27 No. 4

November Building Powerful Professional Alliances

• Fostering Growth, Innovation, and Sustainability in Today’s Practice

• Adapting to Global Trends: Consultant Perspectives Worldwide

• Cross-Border Collaboration: Navigating Tax and Currency Complexities

• Matching Your Professional Identity to Today’s Target Markets

• Chapters Share Their Best Practices

• Power in Numbers: Strategies for Effective Collaboration

• The Value Proposition: Harnessing the Wisdom of Financial Podcasts

• Membership Matters: Are You Leveraging All Your Benefits?

• Who is on Your “Go To” List of Other Professional Resources.

• How to Deal with “Alliances Gone Wrong”.

Volume 26, No. 1, February December 1

Volume 26, No. 2, May March 15

Volume 26, No. 3, August June 1

Volume 26, No. 4, November September 1

Susan M. Cappa susan@iarfc.org

Phone: (513) 424-1589 Fax: (513) 345-9479

Advertise in the Register, published by the IARFC since 1999 and circulated around the world. advertise@iarfc.org

January

Empowering the Next Generation: How AI Fueled an Immersive Internship in Group Savings and Pensions

The financial services industry faces a dual challenge: evolving regulations require practitioners to master ever-more complex fiduciary standards, even as the profession faces pressure to recruit, train, and retain talented young people. At Cornwall Financial Partners, we recently found ourselves confronting both issues at once. We saw an opportunity, not only to produce a valuable compliance deliverable for our group pension and savings clients, but also to draw a newcomer into the world of capital accumulation plans with a fresh perspective.

The result was an AI-powered internship whose success speaks directly to the IARFC’s mission: " To recognize world-class financial consultants and empower them to make a transformational difference in the financial lives of the families and communities they serve. " Our story offers a blueprint for how innovation, thoughtful mentorship, and advanced AI tools can empower inexperienced talent to deliver real value to consultants, their firms, and their clients, even in technical and highly regulated spaces.

Starting from Zero: Designing a Learning Journey

Our project began with a clear business need. Canada’s evolving Capital Accumulation Plan (CAP) guidelines required us to update our client deliverables and build a robust CAP compliance manual and checklist. We saw this as the perfect internship opportunity. However, the student selected, a bright, ambitious summer hire, admitted to having zero knowledge of pensions, group savings plans, or the notion of fiduciary responsibility.

Rather than see this as an obstacle, we viewed it as a chance to design a structured, self-managed learning and project plan, with knowledge acquisition, milestone reviews, and feedback loops. The goal was twofold: deliver a tangible client outcome and foster the kind of professional and ethical growth the IARFC champions.

Leveraging

AI as

a Learning Buddy and Research Assistant

We introduced the intern to Perplexity, a leading-edge AI platform. Emphasizing responsible use, we encouraged them to start each research phase by framing

clear questions about group savings plans, Canadian regulatory requirements, fiduciary duties, and more... and to use AI not as a shortcut, but as an engaging guide to rapidly acquire domain knowledge.

With a structured work plan, the intern proceeded in weekly sprints:

• First, grasping the core concepts of group savings vehicles such as Group RRSPs, TFSAs, DPSPs, and defined contribution pensions.

• Next, exploring the statutory and industry standards for CAP guidelines, governance, and disclosure requirements.

• Then, drafting document templates and compliance checklists, iteratively presenting these for team feedback to ensure practical applicability.

• Finally, compiling a comprehensive CAP Guideline Compliance Manual, which was ultimately delivered to clients.

At each stage, AI resources provided context, summarized complex regulations, supplied sample checklists, and suggested best-practice governance models. The intern did not just copy information; they learned to interrogate their findings. Regular team check-ins provided quiz-like prompts, deepening their comprehension and nudging them away from merely reciting AIproduced content. This two-way process allowed them to internalize unfamiliar vocabulary, legal definitions, and ethical imperatives.

Measuring Learning: From Novice to Contributor

For many in the advisory world, the watershed moment in professional growth is the recognition of fiduciary duty. In the intern’s own words, when asked why the compliance documentation was important, they replied, “Based on my research, it has to do with fiduciary responsibility, and before I started this, I had no idea what fiduciary meant!” This encapsulated the learning journey: moving from zero subject matter knowledge to internalizing the core ethical obligation of our industry.

Through regular presentations and written summaries, the intern demonstrated real conceptual understanding on the purpose of CAP guidelines, the structure of group savings plans, and, critically, the central role of trust and care in the client-consultant relationship. These are the same core values IARFC highlights: integrity, authentic service, proactive leadership, and relevance in a changing profession.

Delivering Tangible Client Value

By the end of the internship, the student had produced a detailed, customized compliance manual for a major corporate client, a product shaped by both AI-extracted regulatory guidance and firmspecific operational realities. This document will serve as an internal guide for ensuring ongoing plan governance, regulatory alignment, and enhanced participant communication.

More broadly, the process delivered value in several dimensions:

• Productivity: AI tools enabled rapid information synthesis, allowing the intern to progress faster than traditional learning or research routes might allow.

• Efficiency: Senior team members spent their time providing feedback and mentorship, rather than starting the project from scratch.

• Scalability: The workflow and learning model developed can be applied for future onboarding and recurring compliance needs.

The Bigger Picture: AI and the Next Generation of Consultants

What this internship demonstrates is the potential for AI, when harnessed with intention and oversight, to unlock tremendous learning and productivity for both firms and future practitioners. The anecdote aligns well with IARFC’s Mission to foster public confidence, encourage ethical and value-driven consulting, and continuously innovate in education and practice management.

For professional associations like IARFC and its members, this signals several implications:

• AI can democratize access to sectoral knowledge and help bridge talent gaps by equipping new entrants to deliver value sooner.

• Mentorship is still crucial; AI augments, but does not replace, the human process of questioning, reflecting, and applying.

• Documented learning journeys can help both seasoned professionals and students articulate their growth — an idea aligned with IARFC’s standards for credentialing, continuing education, and professional recognition.

Creating a Pipeline for Future Talent

The financial services sector needs more smart, ambitious, and ethical young talent.

Experiences like this, where a student intern delivers meaningful client work, gets paid, builds their CV, and gains exposure to rich industry concepts, offer precisely the “transformational difference in the financial lives of the families and communities they serve” that IARFC champions.

For our firm, the payoff has been multifold: a valuable deliverable, a new industry advocate, a scalable training model, and a concrete contribution to our profession’s future.

Conclusion

By integrating AI into structured, reflective, and mentored internships, financial services firms can simultaneously boost internal productivity and offer transformative learning. Guided by the high ethical and educational standards exemplified by IARFC, AI-enabled projects equip newcomers not just to “do the job” but to become future leaders in a complex, evolving industry.

President Cornwall Financial Partners Inc, Executive Consultant at IG Private Wealth Management, Partner Cornwall Group Benefits, Cornwall Life Insurance and Cornwall Group Savings, GIC Plus Inc.

Contact: (905) 338-1660 greg.glista@cfpinc.ca www.cornwallweath.ca

Editors Note:

Greg will be joining Michelle Blair, RFC ® and Alan Kifer, MRFC ® as part of the IARFC Editorial Committee. When asked, this committee reviews mostly articles and other submissions. On an annual basis they are asked to develop the Editorial Calendar for the Register

Greg Glista, RFC®, FSA

Our Strategic Alliances Affect Your Bottom Line

The Association continually seeks and forms alliances with other organizations and businesses to provide members with discounts for services and products necessary to their practice. Members can log into their IARFC membership profile for a complete listing and more explanation.

• Advisor Controls (discount of $20.00 per month)

• BuyingPower AT&T, Office Depot (discounts up to 50%)

• Copytalk (discount of $20.00 per month)

• DACFP (discount of 20%)

• EP Navigator (discount of 25%)

• FMG Suite (discount of at least $20.00 per month)

• Group Insurance Benefit (highly affordable Group Rates, Open Enrollment for new members)

• Income Insight (discount of 20%)

• Kwanti (discount of 10%)

• MoneyGuide ($300.00 off the Pro and Elite version)

• MyRepChat (discount of $15.00 per month)

• Redtail Technology, Inc. (discount of 10%)

• RightCapital (discount of 10%)

• Riskalyze (discount 10%)

• Selling without Wrestling

• Smarsh Archiving (discount of 10%)

• SmartRisk (discount of 20%)

• Social Security Timing (discount of 20%)

• Success CE (“Package Pricing” of $29.95)

• Tax Clarity (discount of 20%)

• Totum ($100.00 off the Pro Plus annual subscription)

• VSA (discount over 16%)

IARFC members receive discounts with AT&T, Office Depot, Hertz, First Data, WEX, YRC Freight, HP, MyAutoLoan. com, Costco, PetsBest and Clever RX.

The program is simple to use, click here to read more about the new discounts available as a IARFC member.

Members who have any questions or need assistance getting started, can contact wendie@buyingpowerusa.com.

Member Link: http://www. buyingpowerusa.com/iarfc/

Contact Person: Wendie Henderson Phone: (713) 579-9647 Email: wendie@buyingpowerusa.com

Register: You started your career in the financial services industry in 1990. What made you make that decision to become a financial planner?

Dr. Frankie: I started in financial services in 1990 after my career as a Secondary School Teacher. Some of my students, especially from single parent families, struggled with money issues. I saw how better financial planning could have helped them. At that time, insurance awareness in Hong Kong was very low and I felt there was a clear need. I left teaching to help families protect themselves and plan for the future.

At first, I only sold products and focused on targets. Later I learned to deliver full financial planning using the IARFC framework. That shift helped me look at a client’s whole life goals instead of just a single transaction. It showed me the real value a professional financial consultant can bring to a family over time.

Dr. Frankie: Yes. My mother was my first and strongest supporter. When friends questioned why I would leave a stable teaching post, she told me, “Do what you believe is right,” and that gave me the courage to commit fully.

Member Focus -

Dr. Frankie Lo, RFC®

Finding out more about our International Chapters, we focus this issue on Dr. Frankie Lo, RFC ® . IARFC Vietnam Chapter Board President and the Chair of the Asia Pacific Council. In the past year, his energies are inspiring as the Association continues to meet with the Vietnam Chapter both virtually and in person. With a vision to bring together the International Chapters within the Asia Pacific Realm, he was the motivating factor behind forming the APC.

Professionally, my first direct leader in 1990 set high standards for ethics and client focus, and those expectations shaped my own management style. Professor Peter Lau, then Head of Fortis Academy, taught me how structured learning and disciplined development elevate professionalism.

Later, after I became president of the IARFC Vietnam Chapter, Mr. Barry Dayley’s encouragement helped me handle cross-border leadership challenges. Each mentor contributed a different layer to who I am today.

Dr. Frankie: My 35-year journey has unfolded in three broad phases. In the 1990s, I was a practitioner focused on technical excellence and case construction. I have earned the Top-Case Producer Award for 8 consecutive years in financial planning and in 1993 became the youngest manager in my firm. A key pitfall then was believing strong product knowledge alone would generate deep client trust. I had to learn the importance of listening and emotional intelligence.

In the 2000s I shifted into a training architect role, designing curricula and adapting financial planning education across cultures and learning styles. Receiving a Best Trainer Award from the Hong Kong Management Association in 2008 reaffirmed that empowering others multiplies impact, although balancing localization with consistent professional standards was not always simple.

In the most recent phase I have focused on building an RFC ecosystem in Vietnam and chairing the IARFC Asia Pacific Council. The main challenge now is aligning multiple stakeholders while safeguarding ethics. Success today is seeing consultants internalize planning principles rather than treating them as a checklist.

Dr. Frankie: By 2002 I felt that sales figures were not enough for me personally. I wanted structure and a strong ethical base in my work. The RFC program gave me tools for needs analysis, family planning across generations, and clear documentation so decisions were transparent.

Dr. Frankie at Dalet University, Vietnam, delivering an inspiring talk on how financial planning can play a pivotal role in driving growth for emerging nations like Vietnam.

Dr. Frankie Lo, RFC®

It showed me that a client-centered model could still perform well in a commission environment. That gave me confidence to model a different path for others in the market and encourage a planning mindset.

Dr. Frankie: In the early 2000s Hong Kong was moving from pure insurance selling to broader planning. People looked for credentials to build trust with clients. The IARFC focus then was mostly on individual planners improving knowledge and credibility.

Today clients expect complete solutions, clear fees, and alignment with values like sustainability. The Association now has a larger role in shaping ethical standards globally, especially in fast growing Asia Pacific markets where structure is still developing.

Dr. Frankie: Around 2018 I saw Vietnam growing quickly, similar to Hong Kong in the 1990s. Wealth was rising, but advisor ethics and planning systems were behind. After 2020 many multinational companies brought products from other countries that did not always meet local needs.

I believed Vietnam first needed stronger professional standards before complex product expansion. We started the Chapter to build trust, raise ethical awareness, and help advisors adopt real planning from an early market stage.

Dr. Frankie: In Hong Kong people often view wealth as a sign of success. This drives strong saving and investment behaviors and a fast decision pace.

In Vietnam family and community come first, and new wealth commonly goes into children’s education and property. People are still careful with debt use.

In the United States independence and individual effort are strong values. People use credit more freely to build opportunities, which can help growth but also create problems if not managed carefully. These cultural differences shape risk tolerance, saving habits, and when people seek advice.

Dr. Frankie: I am very positive about the future.

As people build assets, they start to look for full planning support instead of just products. Vietnam is now at that point.

We work with insurance companies to include planning education, since they still dominate distribution. We also partner with groups like GAMA for leadership skills and use social media to teach the public what real planning is. We highlight the IARFC Code of Ethics as a trust signal. These steps together help us attract quality members and build a strong foundation.

Dr. Frankie: The Code is the base of trust. It means putting the client’s best interest first in all advice. It means clear disclosure about costs, risks, and limits. It also means always learning and staying current, so advice stays relevant and safe.

It includes following all laws, protecting client data, and treating clients with respect and care. When we live with these values daily, public confidence in consultants goes up and professionals feel proud of their role.

Register: Important to the Association are the IARFC Guiding Principles. How does an IARFC member observe those principles in their interactions with clients?

Dr. Frankie: Members follow them by making deep discoveries. They ask about goals, family needs, time frames, and values, not just numbers. They explain the plan in simple language, so clients understand each step and why it matters.

They document reasons for recommendations and keep compensation fair, so it does not distort advice. They review plans when life changes. Consistent practice of these habits builds trust and long relationships.

Register: You also are the leader of the IARFC Asia Pacific Council. Why is this group important and what kind of things do you accomplish?

Dr. Frankie: The IARFC Asia Pacific Council is important because it gives us a shared platform to work together instead of each country acting alone. Many chapters in different associations tend to operate separately. When we combine the strengths, experience, and networks of each country, we

Dr. Frankie (left) and Mr. Ramen Chim (right) discuss the vital role of financial planners with Hung Le (middle) Group, the largest sales force at Manulife Ho Chi Minh City.

create real synergy. The Council helps us manage time zone differences, understand cultural differences, and share ideas faster. This makes cooperation smoother and improves how we solve common problems.

We focus on networking, sharing best practices, and dealing with the specific challenges consultants face in the Asia Pacific region. Through regular meetings, we support professional development and raise planning standards. Overall, the Council strengthens the regional planning community and supports healthy growth of the profession across Asia Pacific.

Register: The IARFC Trustee Chair visited with you in person, both overseas and most recently you attended the Financial Forum in April. How beneficial are these face-to-face meetings?

Dr. Frankie: They are very helpful. Meeting in person builds trust and removes misunderstandings. We can solve issues faster and agree on action steps more clearly. One meeting helped us confirm a training rollout plan that would have taken many online calls. These sessions also create energy and accountability. People leave with stronger commitment and a shared understanding of priorities, which speeds progress afterward.

Register: How are your interactions with the IARFC Headquarters? What do you see is their function in supporting their Chapters.

Dr. Frankie: Headquarters is a strong and supportive partner. They helped closely during the approval stage of the Vietnam Chapter and continue to check on our needs. They provide governance guidance, brand and ethics resources, and global visibility for our work. They also listen actively, which makes it easy to ask for help. This “family” feeling lowers barriers and helps Chapters act faster and stay aligned with the mission.

Dr. Frankie: Family is very important to me and keeps me balanced. In my free time, I enjoy hobbies with loved ones, which adds a special dimension to my life. I keep an experience list and have already earned a diving license and gone skydiving. I hope to earn a pilot’s license next as part of my personal goals.

I enjoy exploring new technology. With rapid advances in AI, I am exploring ways to utilize this technology for real-time language translation, which makes it accessible for everyone to remove language barriers in meetings. As I plan the next stage of my life, I want to give back by helping shape a values-based planning profession in Asia Pacific. These interests keep me motivated and engaged.

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Everyone needs their own dreams and checklist. For Dr. Frankie, the next exciting goal is to earn a private pilot license!

Dr. Frankie (Right) & Ms. Sherman(Left) embracing the beauty of Melbourne with a refreshing boat ride - an inspiring reminder of how work-life balance fuels success and happiness.

Canada Becomes the Newest IARFC Chapter

From... Jim Ruta, Hall of Fame Speaker & Coach IARFC Global Ambassador

How could any thoughtful professional not be attracted to an consultant association featuring love, servant leadership, honesty, morality, fairness, authenticity, and relevant thought leadership among its Guiding Principles? I surely couldn’t. Barely 2 years ago I had scarcely heard of the IARFC and today I am delighted to be part of the founding group of the Canadian Chapter.

Barry L. Dayley, MRFC ® ,CFP ® , IARFC Trustee Chair, officially announced the formation of the Canadian Chapter on Tuesday, September 30, 2025, from the main stage of the Canada Sales Congress in Toronto, Ontario where he was speaking on a panel discussing the future of life insurance distribution. In the audience and on stage were many newly minted RFCs who received their membership pins from Mr. Dayley, including the inaugural Chapter President, Chanchal (Sisi) Chakrabarti, CLU CHS MFA-P RFC ®. Having watched with pride Sisi’s tremendous development as consultant and leader since he started, I am honored that he accepted the chapter leadership.

As IARFC’s first Global Ambassador and advisor to the Canadian board, I see IARFC Canada as the new home for financial services consultants working together to serve and protect our communities with all financial services. We will strive to help deliver financial advice through strong professional relationships and collaboration.

IARFC Canada will fill a critical gap in the Canadian industry between basic professional development and regulatory advocacy to increase consumer value. The new shared international perspective and professional relationships will enhance the value RFCs provide here and strengthen the global community.

The Canadian membership drive is in full swing, and a Board of Directors will be in place before year end. IARFC Canada is proud to be a part of this Growing Global Community of financial consultants and will work hard to exemplify our Guiding Principles and Code of Ethics.

New IARFC Canada Chapter making a presence at the Canada Sales Congress.

IARFC Trustee Chair Barry L. Dayley, MRFC ® , CFP ® , meeting members from Canada and presenting their RFC pins.

L-R: Vishal Taneja, RFC ® , Rhona Konnelly, RFC ®

Barry Dayley, MRFC ® , Sisi Chakrabarti, RFC ®

Igor Goloborodov RFC ®

Richard Knabenschuh, RFC ®

Balwinder Kaur, RFC ®

Vishal Taneja, RFC ®

Maricar Soriano, RFC ®

Arzoo Jha, RFC ®

By: Mr. David Yuen, RFC ® , MRFS, Member Development Manager, IARFC Hong Kong and Macau Centre

New Intake Launched

Hang Seng University of Hong Kong and IARFC Hong Kong/Macau Chapter

In collaboration with School of Business, The Hang Seng University of Hong Kong, IARFC Hong Kong and Macau Centre launched a new intake of the jointly organized Executive Certificate in Contemporary Financial Planning Program. Classes commenced on Saturday, September 6, 2025 at the main campus of The Hang Seng University of Hong Kong. This move signals a fresh push to upskill local talents in Hong Kong’s asset and wealth management sector.

At the Opening Ceremony, inspiring remarks were delivered by Dr. Teresa So, RFC ® , MRFS, Chairman, Hong Kong and Macau, IARFC; Dr. Andrew Wu, Associate Dean, School of Business, The Hang Seng University of Hong Kong; and Mr. Peter Yu, First Vice President (Public Relations), General Agents and Managers Association of Hong Kong, the specially invited promotion organization of the program. The Hong Kong InsurTech Association continued its role as the Supporting Organization. This combination symbolized the tight alignment among the academia, professional bodies, and the industry.

The syllabus of the program consists of two core Financial Planning elements – “Trust” and “FinTech”, spanning over 33 lecture hours. The program focuses on the most prevalent client scenarios in today’s Financial Planning practice, with an eye towards elevating both professional competency and compliance standards. The program aligns with Hong Kong government’s agenda to bolster training for asset and wealth management professionals, and given so, it is included in the government subsidy scheme. Under the scheme, each eligible participant who completes the program as required will be reimbursed 80% of the tuition fee paid as subsidy, capped at HK$ 15,000. Based on the current tuition fee, the net out-of-pocket cost for each eligible candidate is HK$ 2,560.

Dr. Teresa So, RFC ® , MRFS Chairman Hong Kong/ Macau IARFC

Dr. Andrew Wu, Associate Dean School of Business

The Hang Seng University of Hong Kong

Mr. Peter Yu, First Vice President (Public Relations) General Agents and Managers Association of Hong Kong

The program also serves as an IARFC-accredited advancement pathway. Holders of the RFC professional designation who successfully complete the program and meet the association’s prescribed requirements are eligible for the conferment of the Master Registered Financial Specialist (MRFS) professional certification.

Since its inaugural launch in 2023, the Executive Certificate in Contemporary Financial Planning Program has garnered positive appraisals and accolades. As Dr. Teresa So reiterates, in a market defined by intensifying competition and increasingly complex client needs, “Trust” and “Fintech” form an essential skill required by Financial Planning professionals. Continuous learning remains the lever for competitiveness, professional depth and upward mobility.

2025 Graduation Ceremony

IARFC Indonesia successfully held its 2025 Graduation Ceremony on Saturday, July 26, 2025, in Jakarta. The event marked a significant milestone for graduates who have completed their certification as Registered Financial Consultants through IARFC Indonesia.

More than just a graduation, the event also featured a talk show titled “The Power of Trust: Building Reputation, Achieving a Remarkable Career,” as well as the signing of Memorandums of Understanding (MoUs) with several partner universities (Universitas Veteran Jakarta - UPNVJ) and SalingJaga, a collaborative platform where IARFC members can act as insurance product referees.

The ceremony was attended by prominent figures from Indonesia’s financial and Fintech industries, including:

• The Chairperson of the Indonesian Sharia Fintech Association (AFSI)

• Representatives from the Indonesian Fintech Association (AFTECH)

• The Chairperson of the Indonesian Association of Financial Planners (APKESINDO)

• The Chairperson of the PROPAMI

• Representatives from the Indonesian Sharia Financial Planners Association

• Key players and professionals from the broader financial services industry in Indonesia

In his keynote address, Mr. Aidil Akbar Madjid,RFC ® , President of IARFC Indonesia, emphasized three core values that every financial planning professional must uphold:

1. Compliance with regulations and ethical standards,

2. Prioritizing clients’ best interests,

3. Commitment to continuous innovation.

A highlight of the event was the oath-taking ceremony, in which graduates formally recited the IARFC Code of Ethics, a symbolic and solemn commitment to integrity in their professional journey.

“This profession is not only about numbers; it is about trust. Without ethics and integrity, there is no reputation. Without reputation, there is no career,” said Mr. Madjid during his address.

Through this event, IARFC Indonesia reaffirms its commitment to developing a strong ecosystem of professional financial planners who are credible, competent, and client-centered.

Oath Taking Ceremony

IARFC Chapter President Aidil Akbar, Madjid, RFC® administering oath. RFA Graduates

A total of 30 graduates completed the Conversion Course during the Conferment ceremonies led by their Class Valedictorian John Paulo Mariano (from the right). This is 23rd batch that completed the RFC Conversion Course conducted by our esteemed lecturers led by IARFCPH President, Ms. Grace De Vera-Escobar, RFC ®

August 2025 Annual Forum and RFC Conferment

The IARFCPH Board of Directors with our Forum speakers, Mr. Augustus "Joe" Ferreria of Forticare Health Systems (5th from right) and Mr. Julian Tarrobago Jr. (far left).

Also in the picture are spouses Tony & Marissa Francisco, Ambassador Awardees for 2025. The BODs, led by President Ms. Grace De Vera-Escobar, RFC ® , left no stone unturned to make this year's Forum remarkable and memorable despite assuming their posts quite recently. Both guests and newly designated RFCs were inspired and felt the event was all wellworth their time.

The IARFCPH Board of Directors together with some of the newly conferred RFCs, alongside their friends and relatives for a candid shot to celebrate their success.

President Ms Grace De Vera-Escobar, RFC ®

“Our passion lies in empowering individuals and institutions with the knowledge and tools to make sound financial planning decisions and achieve sustainable growth.”

IARFC Nigeria Chapter Expansion

Raising the Standard

The IARFC Nigeria Chapter was established to raise the standard of financial planning and advisory practice in Nigeria by providing a professional home for consultants committed to ethics, education, and excellence.

Nigeria’s financial planning landscape is rapidly evolving, driven by a youthful population, growing entrepreneurship, and an increasing need for structured financial guidance. However, the industry remains fragmented and underdeveloped compared to global standards.The Nigeria Chapter aims to bridge this gap by promoting best practices, certifying qualified professionals, and offering continuing education that meets international benchmarks.

Immediate Goals

1. Nationwide Growth: Expand IARFC membership across Nigeria’s major cities and regions through targeted outreach to financial consultants, educators, and wealth management practitioners.

2. Professional Development: Host conferences, workshops, and certification programs to enhance skills and raise the ethical and professional standards of financial planning.

3. Regional Expansion: Position the Nigeria Chapter as the launchpad for West African and broader African integration, supporting the creation of new Chapters in neighbouring countries and building a strong continental network of Registered Financial Consultants.

Chapter Leaders

L-R: Sampson Ukeje Emenike, Ph.D., RFC ® – Executive Vice President Rotimi Jenkins-Coker – Chairman CIPFC Nosa Giwa-Osagie, Ph.D., RFC ® – President Patrick Lawal – IARFC Office Manager

With Nigeria’s strategic position in Africa, the Chapter can serve as a catalyst for spreading IARFC’s values and certifications across the continent, fostering collaboration, and strengthening the global reputation of the Association.

The Nigeria Chapter welcomes partnerships with financial institutions, universities, regulators, and industry stakeholders who share our vision of advancing financial literacy and professionalism. Together, a community of trusted financial consultants who positively impact individuals, families, and businesses can be built.

Moreso, the financial planning industry in Nigeria is still emerging and underdeveloped, though it is growing steadily. There is increasing awareness of personal finance, wealth management, and retirement planning, driven by a young

population, rising middle class, Fintech innovations, and entrepreneurship.

Key Challenges

1. Low financial literacy among the general population.

2. Limited regulation and professional certification standards compared to developed markets.

3. A dominance of traditional banking and informal savings systems, with few independent, certified financial planners.

Despite these gaps, demand for structured financial advice is rising, creating opportunities for professional associations like the IARFC to set ethical standards, train practitioners, and grow the profession nationwide.

Raising the Bar Together

From US Chapter Director, Mike Zaino, RFC®

One of the things I’ve always appreciated about the IARFC is that it never stands still. Just like we encourage our clients to continue learning, adapting, and improving, our own Association models that same commitment to growth. This past season has been no exception, and if you haven’t taken a close look lately, you’ll see a number of exciting developments taking shape.

First, check out the newly redesigned branding. The refreshed logos, brochures, and website are more than just a facelift - they’re a reflection of who we are as a profession today. Clean, professional, and modern, the new look gives members a powerful set of tools to present themselves with credibility and confidence in a highly competitive marketplace. Whether you’re using the updated brochures in your office or directing prospects to the revamped website, the branding now depicts the same quality and professionalism that we bring to our client relationships.

We’ve also just wrapped up the kick-off meeting for this year’s Financial Planning Competition, and expectations couldn’t be higher. With record participation from universities and student teams, the competition is shaping up to be our strongest yet. It’s inspiring to see the next generation of financial professionals diving into the process with energy and fresh ideas. These students are already developing skills they’ll carry with them into practice, and their enthusiasm is a reminder of why mentorship and professional support matter so much in our industry.

On the organizational side, US Board Member Jeff Bettermann, RFC ® is hard at work developing a partner program that promises to bring added value and new opportunities to members. I encourage you to stay plugged in

through Monthly News & Reviews, the U.S. Chapter Newsletter that arrives in your inbox on the first of each month. It’s the best way to stay informed about upcoming events, evolving member benefits, and the resources available to help you grow both personally and professionally.

It’s also important to acknowledge the people who make all of this happen. Bradley Maples, MRFC ® , US Chapter President, extends his heartfelt gratitude to the US Chapter Board members for their tireless work behind the scenes. Their dedication and enthusiasm drive progress on lofty goals and ensure that everything runs smoothly. Equal appreciation goes to the office staff, whose efforts keep operations seamless day in and day out. And, of course, to all of our members - thank you. Your hard work on behalf of your clients, and your commitment to ethics, education, and skill, make this organization what it is. The influence you carry in your communities and professional circles does not go unnoticed, and it reflects the very best of what the IARFC stands for.

While these organizational updates and acknowledgments are exciting, I want to bring it back to something every consultant should take to heart: the value of ongoing education. When I look back at the

time and effort I’ve invested in becoming and remaining a Registered Financial Consultant, it’s clear that the payoff isn’t just for me - it’s for my clients. The knowledge I’ve gained translates directly into conversations I have every day. It shows up in the clarity I can provide when clients are overwhelmed. It’s present in the strategies I help them implement to protect and grow their portfolios.

Clients notice when you’ve put in the work. They can tell when a consultant goes above and beyond, not just meeting the minimum standard but striving to exceed it. And the truth is, a consultantr who continually sharpens their skills isn’t just better equipped to explain concepts - they’re better equipped to positively impact outcomes. At the end of the day, that dedication can make all the difference in a client’s financial confidence and portfolio performance.

As we move forward togethercelebrating fresh branding, encouraging the next wave of planners, building stronger partnerships, and recognizing the people who make it all possiblelet’s not lose sight of the most important impact of all: the way our commitment to education and excellence changes the lives of the clients who trust us. That, ultimately, is why we do what we do.

Thanks to Mike Zaino, RFC ® our Board Director who spearheaded the project of rebranding all the logos that you see throughout the Register and these new trifolds. It gives the Association a new updated look and feel.Visit the IARFC store and download the new logos for use in your own marketing.

Fostering Community, Expanding Influence, and Embracing Global Connections

The IARFC Vietnam Chapter continues to build momentum, driven by a series of engaging events and strategic initiatives. Our focus remains on strengthening our community, promoting the value of the IARFC designation, and creating pathways for Vietnamese financial professionals to engage with the global IARFC network.

Workshop: Sharing Key Takeaways from the IARFC Financial Forum

In June, the IARFC Vietnam Chapter organized a special workshop for its members dedicated to sharing valuable insights and key lessons learned from the IARFC Financial Forum last April in the USA. The session was led by Dr. Frankie Lo, President, Mr. Kenny Lam, Executive Vice-President & Mr. Ramen Chim, Director, who personally shared their first-hand experiences. We were honored to feature our Ambassador, Mr. Thai Pham – a renowned financial YouTuber with over one million subscribers – as the online speaker. Dr. Frankie and Mr. Ramen effectively translated the global forum’s content into actionable local strategies, emphasizing the substantial professional value of international engagement. The workshop reinforced our chapter’s commitment to fostering global connections and professional development.

Strengthening Industry Ties at GAMA Day, Vietnam

IARFC Vietnam was proud to participate in GAMA Day Vietnam, held on July 20th in Ho Chi Minh City. The event gathered leaders and managers from major life insurance companies, including AIA Vietnam, Bao Viet Life, Chubb Life Vietnam, Manulife Vietnam, and Prudential Vietnam.

Mr. Kenny Lam, Executive Vice President of IARFC Vietnam, delivering a presentation on Leadership Development. His talk seamlessly introduced the IARFC, highlighting its critical role in elevating professional standards and developing careers in financial consulting. The presentation met with an enthusiastic and joyful response, generating immediate interest from the audience. Following the event, we received over 20 applications from candidates wishing to join the IARFC Vietnam Chapter community.

Exploring Future Growth: A Productive Visit to Dalat University

Building on the foundational idea conceived at the April 2025 Financial Forum in Orlando, Mr. Kenny Lam, Executive Vice President of IARFC Vietnam Chapter, visited Dalat University in Vietnam’s Central Highlands. He held a productive meeting with the University’s Vice Principal, Mr. Thang, to discuss the opportunity of establishing a future IARFC student chapter. The University’s leadership warmly welcomed the initiative and expressed keen interest in understanding the next steps.

Engaging Globally: IARFC Virtual Summit Invitation

All IARFC Vietnam Chapter Members and Ambassadors were formally invited to participate in the IARFC Virtual Summit on September 18th and 19th. We are pleased to report that several members registered, demonstrating their commitment to continuous learning. To ensure maximum participation in future global events, we are proactively exploring solutions for two considerations: the significant time difference, which places the event in the middle of the night Vietnam time, and the language barrier. We are confident that with the integration of readily available translation tools and perhaps the future possibility of regional time-zone sessions, we can overcome these hurdles and ensure our members can fully benefit from these invaluable global gatherings.

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To Fee or Not to Fee That is the Question for the 21st Century Practitioner

In Shakespeare’s time, the question was “to be or not to be.” In the 21st-century financial profession, the question has become “to fee or not to fee?” For many practitioners, fees are at the forefront of modern practice building, promoted as the purest model, criticized as impractical in some client segments, and regulated under a growing cloud of fiduciary expectations. It’s not a simple choice. Fee models affect marketing, positioning, compliance obligations, and, most importantly, how clients perceive your loyalty. And as my work on fiduciary duty has revealed, the heart of the conversation isn’t just how we get paid, but who pays us.

Beyond the buzzwords: best interest vs. fiduciary duty

The words “best interest” and “fiduciary” are often used interchangeably, but they are not the same.

A best interest standard is an ethical commitment; what I call the “professional’s standard.” It means making recommendations designed to leave the client better off given their current circumstances and your knowledge. Most association codes of ethics, including the IARFC’s, incorporate this principle.

A fiduciary duty is a legal standard – one with teeth. At its core is the duty of loyalty, defined by the source of your compensation. If you are paid only by the client, the law presumes you work solely for them. If you are paid by a third party, such as a product provider, you have a conflict of interest that must be disclosed and consented to – no matter how small the amount or how appropriate the recommendation.

The fee conversation is inseparable from this reality: a client-paid fee structure is more closely aligned with fiduciary duty, but it’s not the only way to act ethically or to meet a client’s best interest.

The client’s real question: “Can I trust you?”

When prospects ask, “Are you a fiduciary?” they’re rarely asking about your ADV Part 2 or the DOL’s Prohibited Transaction Exemption forms. They’re really asking: Can I trust you?

Fee-only advocates often argue that eliminating commissions removes the conflict. In one sense, it does – at least the source conflict. But a fiduciary standard doesn’t guarantee good behavior (Bernie Madoff was a fiduciary). Nor does earning a commission automatically mean you’re serving yourself at the client’s expense.

The real issue is transparency: What are you paid? Who pays you? How does that align with client’s goals?

Building a modern practice: the fee spectrum

Modern practice building doesn’t have to be a binary choice between “all fee” and “all commission.” Most professionals operate somewhere on a spectrum:

• Fee-only – Compensation comes solely from the client. Often seen as the “gold standard” for fiduciary alignment but may limit product availability and exclude clients unwilling or unable to pay up-front or ongoing fees.

• Fee-based – A hybrid of fees and commissions, often tied to different types of products or services. Offers

flexibility but requires clear disclosures to avoid client confusion.

• Commission-only –Compensation from product providers. Still common in insurance and annuity sales. It can serve clients well when products are designed and implemented ethically, but under fiduciary scrutiny, every commission is a reportable conflict.

The strategic question for the 21st-century practitioner isn’t just “Which model is right?” but “Which model best serves my ideal clients while supporting my compliance posture, marketing message, and business growth?”

Ethical considerations in choosing your model

The model you choose says something about your practice philosophy. It also shapes how regulators and clients will evaluate your actions. From my fiduciary duty research, here are key considerations:

1. Disclosure discipline – If you receive compensation from any source other than the client, treat it as a potential conflict. Disclose it in writing – amount, source, and any related incentives. Even if not required by law, voluntary disclosure builds trust and can defuse skepticism.

2. Representation risk – Be careful how you describe yourself. Calling yourself a fiduciary when you aren’t bound to that standard in all engagements opens the door to legal exposure. Similarly, terms like “expert” carry liability weight – let others use that label for you.

3. Compensation context – A commission, fee, or bonus isn’t “good” or “bad” in isolation. Context matters. A maximumfunded life policy designed for cash value growth may produce a faster break-even and higher long-term benefit than a minimum-funded version,even if the latter has a lower commission. The ethical question - does it serve the client’s goal?

4. Capacity clarity – For dually licensed advisors, clarify whether you are acting as an insurance agent or investment adviser in each recommendation. The capacity dictates the standard to meet and the disclosures you must make.

The inevitable: more disclosure, not less

Some form of expanded fiduciary disclosure requirements will likely become law. The Department of Labor’s prior attempts with Best Interest Contract Exemptions and Prohibited Transaction Exception forms show where the regulatory winds are blowing.

When that happens, the most successful practitioners will be the ones who have already integrated transparent compensation discussions into their process. Don’t wait to be forced into compliance, make it your competitive edge.

Turning disclosure into a competitive advantage

When you control the conversation about your compensation, you can position yourself on offense instead of defense. Imagine explaining to a client:

“Here’s exactly what I’m paid for this strategy, here’s how it compares to alternatives, and here’s the net benefit to you even after compensation.”

The math is clear, but numbers alone don’t tell the whole story. In my practice, I’ve compared annuity commissions to RIA fees over 10 years. With a reasonable 6% onetime commission, clients often pay less than in a 1% annual fee model when the product fits their goals. That commission comes from the insurer’s reserves and marketing budget, not directly from the client’s account, and is recovered

over time as the contract remains in force. Framed this way, the commission becomes part of the value equation, not a hidden cost.

Matching model to market

Your ideal compensation model also depends on your target client:

• High-net-worth and business owner clients often appreciate fee arrangements for strategic consulting, where product implementation may be a separate decision.

• Middle-market consumers may be better served with commissionbased solutions that don’t require writing a separate check for advice.

• Hybrid practices can segment clients and services to match compensation methods with client needs and preferences.

The “modern” practice isn’t defined by a single revenue model, but by intentionality, segmentation, and the ability to articulate why you work the way you do.

Practical steps to evaluate or evolve your model

1. Audit your current compensation sources – Identify every way you’re paid, direct or indirect.

2. Align disclosures with reality

– If your public messaging suggests you’re always a fiduciary, ensure your process matches.

3. Test your transparency – Could a client explain your compensation model to someone else accurately?

4. Scenario-plan regulatory changes – Have a plan for adapting if fiduciary-level disclosures become mandatory in all advice relationships.

5. Experiment with fees – Test fee-for-service offerings with a subset of clients. Evaluate uptake, satisfaction, and profitability.

The modern practitioner’s balancing act In an age of heightened client awareness, regulatory activism, and rapid industry change, the question

“to fee or not to fee” isn’t merely about revenue. It’s about trust, positioning, and the sustainability of your practice.

I believe that charging a fee automatically implies a fiduciary duty, because your duty is to the person who is compensating you. That doesn’t mean commissions are inherently wrong, but it does mean that once the client is paying you directly for advice, the law and common sense both presume you are working solely in their best interest. The modern practitioner builds a model: fee, commission, or hybrid – that serves clients ethically, withstands scrutiny, and supports the business’s growth goals.

The IARFC Store offers client-facing resources and customizable forms to define engagement terms and responsibilities. These tools can elevate your professional image, formalize client relationships, and demonstrate value – even if you don’t charge a fee. For more on fiduciary standards, my complete Fiduciary Duty White Paper is available from the IARFC Store.

Final thought

The 21st-century practice isn’t built on one compensation method – it’s built on clarity. In the end, whether you work for a fee, a commission, or both, the defining factor will always be whether your clients can say with confidence:

“I know how my advisor is paid, I believe it’s fair, and I trust that their advice serves me and my interests, not just their bottom line.”

When you reach that point, the answer to “to fee or not to fee” becomes less about the method and more about the mission.

David

H. Kinder, RFC ® , ChFC ® , CLU ® is an industry speaker and host of the IARFC Annual Virtual Practice Building Summit. www.DavidKinderFinancial.com

Building a Modern Practice

Is Also a Return to the Basics

If you could wave a magic wand, what would your ideal practice look like? Do you look towards successful established consultants in the office who seem to do business without seeming to work too hard? Do you look at teams where newer consultants are prospecting and senior consultants turn the prospects they find into clients? Do you admire the consultant you see at exclusive community events who seems to have the account of every major figure in town? What would you ideal practice look like?

Let us take elements from each example you have just considered:

1. The successful established consultants . They appear not to work so hard, but they put great numbers on the scoreboard. They developed long-term relationships. Over time, their business transitioned from transactional to asset-based pricing. Their production revenue increased as their clients’ assets grew. They have become relationship managers, outsourcing day-to-day decision making to portfolio managers in separately managed accounts.

2. The team structure . What do we see? We see a mechanism that provides a steady stream of qualified prospects for other

consultants to close. The job of prospecting all the time can be very stressful. Turnover can be high. Those team members hope to climb the ladder, becoming consultants who develop and present proposals, closing the business. You need a system that fills a pipeline with prospects.

3. The high-profile consultant. She has become part of the world of the HNW individuals she hopes to gain as prospects. She is investing in her business, buying tickets to charity galas. She is taking people out to dinner and accepting their invitations. She does not have a 9:00 to 5:00 job. Evenings and weekends are often invested in cultivation.

Designing the Modern Practice

How does the consultant who wants to be successful set about building their modern practice? Let us consider ten steps:

1. Determine the end result. Years ago, the “gold standard” was reaching million dollar producer status. If you have 100 clients averaging $1,000,000 under management and fees are 1%, then this $100 million in assets should translate into $1,000,000 in production. Not all assets will be under management. Individual bonds and CDs might be in another

account. Account fees might not average 1%. It may be lower. You adjust the numbers accordingly.

2. How much of the process can be delegated? How much staff support the firm provides is one issue. How much you are willing to finance personally is another. There is the potential of getting support through college interns, although they also need to be learning about the industry to make their internship personally worthwhile. The amount of work to be delegated starts with the question “What tasks can be done by me and only me?”

3. How much of the process can be automated? This is an advantage long time experienced consultants often do not have: Some consultants get comfortable with a level of technology and are resistant to embrace new tech. You are working with a clean sheet of paper. You need to be embracing social media. Can you automate posting? You need to rely on your CRM system. What else can be automated? How much will the firm let you do if you need to invest in systems or hardware?

4. Everything needs to be process driven. This gets into the “High Tech, High Touch” aspect of the modern practice. You already have a multi-step process for turning a

prospect into a client. This involves financial planning, presenting a proposal, closing and follow-up. Every new client needs to be onboarded this way. Current clients need to be transitioned to the managed money, asset-based pricing model. You have favorite money managers. The percentage with each varies by the risk tolerance for each client. The process needs to be as standardized as possible.

5. You need a steady pipeline of prospects. Your modern practice needs both a short and a long-term strategy. What is your short-term strategy? Social media and e-mail marketing might be components. Seminars or webinars might fit in. It is easy to neglect this aspect, but it is critical. The long-term component is often more fun. That involves referrals and social networking. Like a blacksmith, you always need irons in the fire, even if this is a 21st century strategy.

6. Set service expectations. You deliver personalized service, but on your terms. What does that mean? How many reviews can the client expect? What will they cover? How often will you be in touch and though which channels? How can they get hold of you? You can toss a ball, but someone has to catch it. What are your expectations of the client? The client needs to see value and be receptive. This justifies the cost.

7. Focus on deepening each relationship. How much time can you spend with each client on an annual basis? This includes meals together, visits at each other’s home, getting to know family members. This also included the expected reviews including performance, wealth and retirement reviews. Budgeting, insurance and lending fit in too. You want to be the first person they call when a decision involves money. Your aim is to deepen the relationship and increase share of wallet.

8. What is the client’s preferred channel of communication? The modern consultanty practice might standardize the product delivery, but you also need to engage with the client on their terms. This is not

the only channel you use, but it is the one you use when you need to get their attention. A quarterly review might be face to face, in person or via video call. The setup and scheduling could be done through their preferred channel. Engage with the client on their terms.

9. How much deepening can be automated? This involves client newsletters, invitation to client only events, reminders to schedule reviews, confirming their availability before the reviews and alerting the consultant when the client reaches out on social media. Replies should be personal, but getting alerted can be automated.

10. Marketing yourself. How will you differentiate yourself from your competitors? Can you get nominated for a people’s choice award in a local magazine competition? Can you get people to vote for you and win? Does advertising make sense? This needs to be done continuously. What needs to happen for advertising to turn into leads? How do they become prospects? This costs money. You are investing in your business.

11. Raising your visibility in the community. You need to join the right organizations and attend the right events on a regular basis. Become a familiar face. Get your picture in the newspaper, which has

both print and online editions. This often involves becoming a member, volunteer or board member at local nonprofits. You are cultivating your image as a successful financial consultant.

Most of this will sound familiar. The major step you are taking to build a modern practice is to automate and standardize as many of the processes as possible. Your aim is to deepen client relationships, gain share of wallet, manage a pipeline of prospects and raise your visibility in the community.

Bryce Sanders is president of Perceptive Business Solutions Inc. He provides HNW client acquisition training for the financial services industry. His book, “Captivating the Wealthy Investor” is available on Amazon.

Contact: (215) 862-3607 brycesanders@msn.com www.perceptivebusiness.com

Bryce M. Sanders

From Invisible to InDemand: How Real Consultants Grow Their Practice with Tenacity and Trust

Let’s be honest for a minute. Most consultants don’t love marketing, more likely to hate it!

It feels awkward, time-consuming, and maybe even a little pushy. After all, we got into this business to help people , not to be salesy or chase leads on social media.

But here’s the truth: You can be the most skilled financial planner in your area and still struggle if no one knows you exist. As one of my mentors taught me…

“You cannot hide your light under a bushel basket!” – Forrest Cato

That’s why marketing matters. Not flashy, complicated marketing, but real, consistent outreach that builds trust and shows people you care. And if you want to build a thriving practice that grows year after year, you need three simple things: tenacity, persistence, and drive .

Why Do Some Consultants Grow…. While Others Stay Stuck

I’ve seen it over and over again. Two consultants with the same training and the same product access. One’s struggling. The other is thriving. What’s the difference?

It’s not talent. It’s not luck. It’s how they show up — day in, day out. The ones who grow are the ones who keep showing up, even when no one’s clapping yet. They write the email when no one replies. They post the helpful tip when no one “likes” it.

They host the workshop that only five people attend. And they do it again the next week. Because they know trust takes time and that quiet effort eventually turns into results.

Tenacity: Show Up, Even When It’s Quiet

We all love quick wins. But let’s face it, most wins in this business are slow burns. You don’t always see the payoff right away. A prospect might read your newsletter for six months before reaching out. Someone might watch three of your webinars before booking a call. That’s why tenacity matters so much. You have to keep showing up even when it feels like no one’s watching.

Because they are. Quietly. Silently. They’re listening and learning and when they’re ready, they’ll remember who was there the whole time!

Persistence: Don’t Quit Just

Because It’s Not

Instant

It’s easy to get discouraged. You record a video and get three views. You send a letter and get zero calls. You go a full month without a single new lead. Most consultants stop there. They say, “This stuff doesn’t work.” But the consultants who grow know better.

Persistence means doing the right thing long enough for it to work. It’s not about being perfect, it’s about being consistent.

One consultant I coach kept sending his newsletter for almost a

year with no response. Then one day, a long-time reader called him and rolled over $400K. Not because of a flashy pitch. Just because he stuck with it.

Drive: Remember Why You Started

Let’s not forget why we’re doing this.

You didn’t become a financial consultant to spam people with ads. You did it because you care. You want to help people retire with dignity. Protect their families. Avoid big mistakes. Live better lives. When you keep that purpose front and center, marketing stops feeling like a chore. It starts to feel like leadership.

Because you’re not pushing products, you’re sharing real value. And that drive , that mission, is what gets you out of bed when things are hard.

A Simple Plan (That Actually Works)

If you’re not sure where to start, don’t worry. You don’t need a huge marketing team or fancy tools. You just need a rhythm and be consistent! Start with these strategies!

• Every week: Share one helpful tip by email or on LinkedIn.

• Every month: Do one live event, online or in person. (Webinars, workshops, networking meetups— whatever fits.) PRO TIP – Monthly Newsletters are your best friend here!

• Every quarter: Show appreciation to clients. A review, a handwritten card, or a small thank-you.

• All year: Ask for referrals and follow up with warm leads.

No tricks. No pressure. Just regular contact that shows you care and keeps you top of mind.

You Don’t Have to Be Loud. Just Present. Here’s the good news: You don’t have to become an influencer. You don’t have to post selfies with hashtags. BLAH! You just have to be present

In your community. In your clients’ inboxes. On the platforms your audience uses. Not every day, but regularly, and with purpose.

Because when someone finally needs help, when their 401(k) needs rolling over, or they get laid off, or they start thinking about retirement, they won’t have to Google a stranger. They’ll call the person who’s been there all along. That’s you!

Jeremy is the co-founder of the Insurance Pro Shop™ – The first affordable, full-service Insurance Marketing and Sales Resource Center for today’s Financial Pro, and co-creator of Found Money Management™, a life insurance sales training system dedicated to helping Middle-Income Families to ‘Live Debt Free and Truly Wealthy!’

Contact: (877) 297-4608

Outside USA +1 (770) 443-2852

Jeremy@insuranceproshop.com www.insuranceproshop.com

Take the IARFC Challenge

From the COO

Charlotte Isbell

As the Chief Operating Officer of the IARFC, I often wonder if our members are fully taking advantage of their “What’s In It For Me” membership benefits. Being part of the IARFC can be a powerful tool for both your professional growth and personal development.

Just for fun , I invite you to take the IARFC Challenge and see how well you know your membership perks. Mentally check off all the benefits that apply to you. Once you finish, take a moment to review what you didn’t do. Those are opportunities waiting for you to explore. It’s time to get the most out of your membership!

So... as an IARFC Member, have you:

Downloaded the Register and read it?

Displayed your certificate in your office?

Completed any IARFC Surveys?

Kept your profile current in the Member Area?

Submitted an article for the Register ?

Listened to the Practice Building Summit for 2025?

Sent in referrals?

Read about the international Chapters of the IARFC?

Volunteered for a leadership position?

Worn your RFA ® , RFC ® , or MRFC ® pin?

Used your designation in your marketing?

Ever interacted with the staff at headquarters?

Displayed the Code of Ethics?

Completed the Ethics Exam?

Been to an in-person IARFC event?

Qualified for Ethics Approved?

Donated to the National Financial Plan Competition?

Utilized any Practice Management Tools?

Taken advantage of partner discounts?

Read any IARFC White Papers?

Written an IARFC White Paper for publication?

Submitted a book to the IARFC “Book Nook”?

Jeremy Nason, RFC®

Member Benefit

Multi-Dimensional Risk Tolerance Questionnaire and Tool Kit

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This risk clarity closes prospects faster, helps win additional assets from existing clients, and serves as a necessary reassurance when anyone has doubts.

The Totum Risk toolkit includes the multi-scoring risk questionnaire, integrations, analytics, model marketplace, and custom reporting with an IPS all for $99/month. Get career details including projected growth and wages, daily tasks, recommended education and skills and much more.

$79.95 plus shipping and handling

Prepare for the MRFC® Exam Exam Study Guide In Stock Contact Membership Services

The MRFC Exam Study Guide is now available for those who wish to take the Master Registered Financial Consultant (MRFC®) Exam. Presented in a condensed outline format and designed for the professional in mind who has limited study time, the Study Guide addresses every task of the MRFC Blueprint Exam Content to help you focus on exam topics. These are tasks derived from the most current 2021 MRFC Job Task Analysis.

Features

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IARFC Guiding Principles

Vision Clarity of purpose and direction will trigger our service to current members and stimulate consistent growth by attracting new members.

Love Love is a matter of the heart. Our work matters and we are committed to serve our members and the public with a brand of love we call a Committed Benevolent Interest (CBI) in everyone. We are truly concerned about the outcomes for others and ourselves.

Servant Leadership is about service. We are committed to serve our members with servant leadership as we provide resources to help them achieve their career and business objectives.

Integrity Honesty, morality, and fairness are a bellwether of what we stand for and how we serve our members and affiliates.

Innovation In an ever-changing profession, we are committed to introducing new ideas and methods to disrupt the status quo and support financial professionals and their business.

Proactive In a profession of constant change, action is essential. We are constantly alert to changes and seek to become the catalyst for change and the opportunities they create.

Authentic We are who we say we are. We invite our members to be so as well. This vulnerability builds a bedrock of trust with our members and the public.

Relevant Relevance is essential to survival. We provide practical, thought leadership in an effort to make our membership relevant to practitioners and business owners.

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