“The Future is Ours”
New IARFC Trustee Chair Alan Kifer, MRFC®
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Paul J. Bechtold, RFC ® , IN
Christopher Demetropoulos, RFC ® , NC
James L. Hawkins, RFC ® , FL
William C. Lindsey, RFC ® , CA
Melissa Hope Matson, RFC ® , NV
Lisa McCann, RFC ® , CO
Paul A. Pollatz, RFC ® , MI
Duane F. Porter, RFC ® , OR
Louie Porter, RFC ® , SC
Christopher Jermome Routley, RFA ® , IN
Stephe R. San Roman, RFC ® , TX
Cody Aaron Tarver, RFC ® , NY
Canada – 10
Taiwan – 85
Indonesia – 9
Susan M. Cappa, Editor
This issue places a special focus on the MRFC credential: what it represents, why it matters, and how it continues to elevate professionalism within our community. Earning the MRFC is more than passing an exam; it is a commitment to advanced knowledge, ethical responsibility, and excellence in serving clients at the highest level.
For those considering taking the MRFC exam, preparation is key. Understanding the structure of the exam, approaching the material strategically, and managing your time effectively can make all the difference between feeling overwhelmed and feeling confident. That’s why we encourage you to read Alan Kifer, MRFC®’s column in this issue, where he shares practical tips, proven strategies, and insights designed to help candidates approach the exam with clarity and purpose.
Additionally, this issue features two firsthand perspectives from Nick Royer, MRFC®, and Gary Dannar, MRFC®, who share their personal experiences and the reasons they chose to pursue this elite credential. Their stories highlight not only the professional value of the MRFC credential but also the confidence, credibility, and long-term impact it brings to their practices.
Whether you are actively preparing to sit for the MRFC exam or simply exploring the credential as part of your professional journey, we hope this issue provides both motivation and direction. The MRFC Credential represents growth, mastery, and leadership. We look forward to welcoming the next generation of MRFC credential holders.
Available at the IARFC Store. Download and Brand IARFC!
The Trustees have approved changes to the By-Laws regarding the qualifications for Trustee and Chapter Board Members. Association-level members are now approved for the Trustee Board and/or Chapter Boards with the following restrictions:
• Trustee Board - may not serve as the Trustee Chair or Vice Chair
• Chapter Board - may not serve as President or Executive Vice President.
• Both Boards - two Association-level Members (maximum) are permitted.
Chair, Alan C. Kifer MRFC®
Vice Chair, Michael Jay Markey Jr., MRFC® Treasurer, Dominique Vercaemert, RFC® Secretary, Nathan Boyle, MRFC® Director of Ethics, Gary Padussis, RFC® Trustee, Kai Yuan Tu, RFC® Trustee, Lea Smith Johnson, RFC® CEO, Leonard Simpson, RFC® COO, Charlotte Isbell
MRFC CERTIFICATION BOARD
Chair, Mary Anne Redmond, MRFC®
Vice Chair, Melvin Mills Jr., MRFC®
Treasurer, Daniel Courson, MRFC®
Secretary, Larry Roby, MRFC®
Director, Sean Clark, MRFC®
Director, Pamela Mayfield -Kizzee, MRFC®
Public Member, Kat Moore
Certification Administrator, Rachel Gibbs
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
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
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®
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®
Sri Lanka - UAE
President, Sussil Liyanage, RFC®
Executive VP., Pathum Fernando, RFC® Vice President, Ravi Pahajrai Rajpal, RFC® Treasurer, Shohan Chaminda Wijesinghe, RFC® Secretary, Vibushan Bulathsinhala Ganemulla, RFC®
Director, Sithari Thanya Ranawakage, RFC® Director, Thechinamoorthy Subbiah Chettiar, 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 VP, 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®
Susan M. Cappa susan@iarfc.org
The Register is published by the IARFC® 2026 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.
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@iarfc.org
Vol 27 No. 2 May Only Strategic Referrals Truly Unlock Growth
• 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
Vol 27 No. 3
August Financial Consulting: The Trends are Changing
Vol 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”.
Issue
Volume 26, No. 2, May March 15
Volume 26, No. 3, August June 1
Volume 26, No. 4, November September 1
Susan M. Cappa, Editor Contact: susan@iarfc.org (513) 424-1589
The average reader of the Register has more than four years of experience in financial services and possesses as least one professional designation/credential.
The readership is educated, experienced, knowledgeable, and involved in the industry.
Articles benefit the reader by providing specific planning techniques, practice management suggestions, or educational content about financial services, which might include the consultant’s profession responsibilities, industry news, insurance, investments, software, or compliance.
I proudly joined the IARFC in 2008 as a Registered Financial Consultant. The exclusivity of an association in Financial Services that focused on Education, Experience, and Ethics signaled to me the significance the IARFC had and would make in promoting the Financial Independence and Personal Security of folks around the globe. As a 501(c)(6) national non-profit association, the IARFC sets the bar for excellence in delivering financial consulting services to the public. The opportunity to literally change the lives and futures of the individuals and families they serve marks IARFC members as the most professionally focused service oriented financial services advocates across the planet. Today, with more than 4500 members from the USA and 10 nations around the world, the IARFC has set its sights on becoming the “go-to” organization for consultants wanting to make a transformational difference in the lives of the clients and families they serve.
In 2018, I joined the elite class of IARFC members who had earned the MRFC credential. This is quite similar to the “TOP GUN” instructor cadre I was honored to join in 1986 while serving in the U.S. Air Force. The distinction of being the best of the best and the camaraderie enjoyed being a part of this elite warrior class of financial consultants resonates to this day.
Then in the summer of 2023, I received the hallmark of our industry when the Chair of IARFC, Mr. Barry L. Dayley, MRFC ® visited me in Scottsdale, AZ to present me with IARFC’s highest honor: The Loren Dunton Lifetime Achievement Award. That afternoon, Barry challenged me to get reengaged in financial services leadership and suggested I join the MRFC Board. A
few months later I did just that. What a team the MRFC Board now boasts, as they amp up their marketing efforts for bringing in more members.
Now following service as the IARFC Board of Trustees Treasurer, I have accepted the honor of serving as the 5th ever Chair of the IARFC Board of Trustees.
Since its formation in 1984, the IARFC has remained steadfast in its purpose, despite the aging of America and the aging of our IARFC members. Nonetheless, as our peers look to longer lives while fulfilling the commitment of service to others, countless older IARFC members look to a longer future in financial services. This allows them to become the beacons shining the way for younger members as well as the mentors to our new Registered Financial Students [RFS] members. In accepting the challenge to make this RFS initiative a reality, I join all of our Chapters in creating a home for the next generations of financial consultants globally focused on helping families, individuals and businesses alike to investigate, validate and navigate their financial futures.
Expanding our vision to now grow to more than 35 global Chapters and more than 20,000 members, and increasing our MRFC Certificants 500%, will require quality leadership, discipline, and a commitment towards honest, authentic connectivity and communication. Our retargeted efforts and emphasis on “Ethics Verified” will enhance the distinctiveness of IARFC members. In point of fact, your 2026 IARFC Board of Trustees and Officers embrace these challenges with open arms and a conviction to make
IARFC the inclusive home for the finest financial consultants on planet Earth. We are steadfast on our mission and confident of achieving our goals. We ask you for your continued support and active engagement to accomplish these strategic endeavors. Growth, Innovation, and Sustainability will be ours with your help.
Sincere Gratitude to Barry: Thank you for your unswerving commitment to lead by example and help our Association meet the challenges of the 21st Century. Our house is in order, our finances on solid footing, and our Chapters and membership are globally growing day by day. Our Chapter leadership teams are full of the most talented and experienced consultants worldwide.
This didn’t happen, by accident, Barry. It was a result of your dedication to our strategic mission, and your singular leadership efforts to guide our progress with defined purpose. It’s a very humbling experience to follow in your footsteps and continue leading
I will always remember your heart and passion for our Association and know that whenever I reach out and call, you’ll be there with calming words of reassurance as you listen and I learn. I’ll never forget your friendship and embrace since that day in 2023. And thank you for your trust, confidence and faith in me.
Leonard Simpson, RFC® IARFC CEO
As I continue to advance the IARFC Mission and focus on my 2026 goals as CEO, I am once again reminded that we are a growing global community. This past year saw significant onboarding of new Chapters, which naturally resulted in many, many, meetings. I would like to extend my sincere thanks to our Global Liaisons, Charlotte Isbell and Susan Cappa, for facilitating the behind-the-scenes processes and coordinating countless details to make this growth possible.
This momentum does not slow down in 2026. We are actively working with individuals from additional countries who have expressed a strong interest in forming Chapters. All of this supports the ambitious goal set forth by our previous Chair: reaching 35 Chapters by 2035.
“ I am honored to serve as Chair of the IARFC and look forward to working closely with our newly elected Officers and Trustees to strengthen our mission, serve our members, and support advancing professionalism and ethics across the financial consulting industry. Together, we will build on the IARFC’s strong foundation and create meaningful opportunities for growth and leadership.
Get ready for a productive and prosperous 2026! ”
Alan Kifer, MRFC ®
To further strengthen coordination and collaboration, we have identified specific geographic regions where Chapters can meet, share insights, and discuss how best to move the IARFC forward within their part of the world. We already have the Asia Pacific Council, and I am currently working to bring together the U.S. Chapter and the Canada Chapter to form the Pan American Council. These leaders are highly motivated and deeply committed to advancing the IARFC Mission on a global scale.
In terms of member benefits, we are expanding our practice-management offerings. This year’s Financial Forum will adopt a format, though scheduled differently, that provides members with ongoing access to valuable information throughout the year. All educational content and strategic presentations will be archived and made available to our members.
One of the most aggressive initiatives I continue to support is engagement with the Next Generation of Consultants. Through our Registered Financial Student (RFS) Program, we are reaching out to students and university professors to share how the IARFC serves as a positive and credible starting point for a career in financial services. I firmly believe in this program and am backing it with strong commitment and enthusiasm.
The GIS Committees play a critical role in achieving our membership growth goals. By focusing on Growth, Innovation, and Sustainability, these committees drive strategic initiatives designed to expand membership and position the IARFC for long-term success. Through the dedicated efforts of committee volunteers, we actively develop and refine programs that move the Association forward. Many of the IARFC’s current and future initiatives are direct results of the goals set and advanced within these committees.
As a leader in the IARFC culture, what role should we play in reinforcing ethical standards beyond written policies… (asking for a friend)?
This is a relevant question as we are experiencing leadership changes right now. It’s a good check for all of us.
As leaders within the IARFC culture, our responsibility to reinforce ethical standards extends far beyond written policies and codes of conduct. While these documents provide an important framework, ethics is ultimately defined by leadership behavior, daily decisions, and organizational culture. The role of the IARFC is not only to establish ethical expectations, but to actively model, reinforce, and sustain them across the profession.
Ethical leadership begins by setting the tone from the top. What leaders demonstrate through their actions carries more weight than what is written. When leadership consistently acts with integrity, transparency, and accountability—especially when decisions are difficult—it reinforces that ethics are nonnegotiable. Within the IARFC, this means holding ourselves to the same high standards we expect of our members in governance, certification oversight, and public representation.
Beyond modeling behavior, the IARFC must focus on building an ethical culture, not merely enforcing rules. Culture is shaped through ongoing communication and shared values. Ethics should be
discussed regularly, not only when issues arise. By incorporating ethical dialogue into chapter meetings, conferences, CE, and publications, the IARFC reinforces ethical judgment as a core professional skill rather than a compliance obligation.
Education plays a critical role in this effort. Policies define requirements, but education provides understanding and context. The IARFC is uniquely positioned to deliver practical, scenario-based ethics education that reflects the real challenges financial professionals face. Case studies, peer discussions, and ethics forums encourage critical thinking and help professionals navigate gray areas before they escalate into problems.
Consistency and accountability are also essential to reinforcing ethical standards. Ethical guidelines lose credibility when they are applied inconsistently or overlooked. The IARFC must ensure that its standards are upheld fairly and uniformly, regardless of an individual’s role or tenure. When handled appropriately, accountability strengthens trust and reinforces professionalism rather than serving as punishment.
Finally, leaders must foster an environment that encourages ethical dialogue and shared responsibility. Ethical cultures thrive when professionals feel safe asking questions, raising concerns, and challenging decisions that conflict with stated values. By promoting open communication and positioning ethical conduct as central to professional identity, the IARFC elevates ethics from an external requirement to a defining characteristic of the profession.
By modeling integrity, prioritizing education, ensuring accountability, and fostering open dialogue, the IARFC ensures that ethics is not simply written—but lived, reinforced, and embedded into their core values.
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In 2008 I was approved to become a Registered Financial Consultant. A few years later, I had the opportunity to serve on the MRFC Certification Board and also qualify to become a Master Registered Financial Consultant. Just last week I ended a three year term as Chair of the IARFC Board of Trustees. For me, this has been a progression of events where I tried to give my very best to my clients and to the IARFC. As always, when you give your best, you get the best in return. What a wonderful association is the IARFC! Wow! It is raising the standards of professionalism in the financial consulting profession around the globe. The work being done not only benefits the financial consultants, it also blesses the lives of their clients as well. Truly we are in a business where the more you do for others, the more you do for you!
The day I retired from the Board of Trustees, I was elected to become a Global Ambassador of the IARFC. What an honor! Now I have the opportunity to tell the IARFC story everywhere I go … conferences, conventions, training meetings, and even when I travel internationally to countries where there is not an active IARFC Chapter. What fun it will be to help open new relationships that will broadcast the quality of IARFC designations and related member benefits, while embracing them into our Growing Global Community. I hope you will join me in spreading the word. Thank you IARFC for this grand opportunity!
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Thursday, April 23, 2026
Built for Succession
Host: Barry Dayley, MRFC ®
Presenters:
Barry Dayley, MRFC ® and Isaac Dayley, RFC ® Stacy Kahan, RFC ® - Alana Kahan, RFC ® - Cara Kahan, RFC ®
Thursday, May 7, 2026
Emotions Beat Math
Host: Paul Wharf, RFC ®
Presenters:
Michael Markey Jr., MRFC ®
Dr. James Flanagan, MRFC ®
Friday, May 1, 2026
The Augmented Intelligence Advisor
Host: Jeremy Nason, RFC ® Presenters:
Jeremy Nason, RFC ® & Sandy Schussel Greg Glista, RFC ®
Thursday, May 15, 2026
She Leads and the Firm Wins
Host: Cheryl Fainelli, RFC ® Presenters:
Becky Swansburg
Juli McNeeley
Financial planning has always changed, but I don’t think we would argue it’s ever changed this fast.
One of my earliest memories of this business goes back to 1983, when the late Ed Morrow, founder of the IARFC, walked into my dad’s financial planning office in Fairfield, Ohio carrying what was, at the time, cutting-edge technology - a massive computer beige, boxy, and so loud that you knew it was working the second you flipped the switch.
That thing didn’t just crunch numbers. It meant something. It meant progress. It meant professionalism. It meant that if you were serious about helping families, you had to be willing to invest in better tools.
And here’s the part that’s always stuck with me, my dad didn’t hesitate. He was one of the first consultants willing to write the check and take the leap. Fastforward 42 years and that same spirit of progress has gone from a jog to a sprint. Artificial intelligence can now summarize meetings, run scenarios in seconds, draft communications, and give consultants back hours every week. But here’s the irony. The more advanced the tools become, the more valuable great consultants become—not less. Sounds backwards, but it’s true.
After spending close to a decade on the IARFC Board of Directors, I’ve had a front-row seat to watch what actually separates elite consultants from everyone else. Not in theory. Not on a slide deck. In real life.
It’s not raw intelligence. It’s not hustle.
It’s not even experience by itself. It’s mindset. It’s methods. And it’s how an consultant chooses to operate when no one’s looking. My dad had a simpler word for it: integrity.
If you want to build a great firm, it starts between your ears. Over the years, I’ve noticed that the most effective consultants share a few common traits. These aren’t motivational slogans, they’re more like laws of gravity in this business. Ignore them long enough, and something eventually breaks.
Every
Early in every consultant’s career, production is the scoreboard. That’s normal. When you’re starting out, the focus is simple: get clients, grow, survive.
But the consultants who last, and really grow, figure out something important along the way. They realize that production is the outcome, but purpose is the driver.
My own purpose was shaped by a family story that goes back long before I ever became a consultant. In 1929, my grandfather left a small town in Ohio and moved to Miami full of ambition and optimism. When the market collapsed, he lost nearly everything, including three ten-acre tracts of land around what’s now Hollywood, Florida. My grandpa never fully recovered, financially or mentally.
That shaped my own father’s relationship with money. Eventually, it shaped mine. What I learned? Purpose changes how you show up. You ask better questions, listen longer, and protect clients from their own worst instincts. You stop thinking in quarters and think in decades.
Consultants with a clear “why” don’t burn out as easily, and clients can feel it. And when you understand your own purpose, you’re far better equipped to help your clients discover theirs.
Most consultants eventually learn this lesson—but usually later than they’d like. Your best ideas don’t grow your firm. Your best systems do.
I’ve met plenty of smart consultants over the years. Some of the smartest people in the room, actually. Great ideas. Clever strategies. Fancy charts. But when you looked under the hood, the business was held together with duct tape and good intentions. Here’s the reality: complexity doesn’t scale. Consistency does.
Think about it this way. When you pull into a McDonald’s anywhere in the country, you already know what you’re getting. Same menu. Same process. Same experience. That doesn’t make it boring—it makes it trustworthy. And trust is what keeps people coming back.
Over time, I had to get brutally honest with myself. I realized that just because something worked today didn’t mean it deserved a place in the future. So I started running nearly every activity through one simple filter: five or ten years from now, does this scale—or does it stall the business?
Elite consultants don’t leave growth to chance. They systematize everything that touches the firm: the client experience, the planning process, operations, marketing, communication, service, and the deliverables clients receive. When things are predictable, clients feel more comfortable. When clients feel comfortable, they stay longer. And when they stay longer, referrals and real enterprise value tend to take care of themselves.
There was a time in this business when longevity alone carried weight. If you’d been around long enough, that was enough. That world is gone.
Markets change. Tax laws change. Planning strategies evolve. And now, AI is changing how work gets done altogether. Consultants who stop learning don’t plateau anymore, they fall behind, often without realizing it until it’s too late. The consultants I’ve seen who consistently do the best all share one thing in common: they keep investing in themselves. They read. They attend events. They seek out coaching. They stay curious.
And here’s what that does—it gives them confidence in the room. Not arrogance. Confidence. Clients can feel the difference immediately. When an consultant is confident, clients relax. When clients relax, they listen. And when they listen, they follow through.
That’s where higher professional expectations quietly matter. Not because clients ever sit across the table and quiz you on credentials, but because credentials tend to attract consultants who never stop working on their craft.
That’s honestly why I pursued the MRFC in the first place. Not for the letters, but to keep sharpening my edge. If I’m going to ask clients to trust me with their life savings, the least I can do is keep getting better at what I do, and encourage my team to do likewise.
(Even When You Don’t Talk About It) Let’s face it, there’s no shortage of people calling themselves financial consultants. Clients know that. They feel it the moment they start shopping around.
What they don’t always know, is who has truly committed themselves to mastery. Mastery isn’t something you announce on a business card. It shows up quietly. It shows up in how smoothly your live events run. How prepared you are for meetings. How clearly you explain complicated topics without making people feel dumb. How quickly you spot problems and, more importantly, how well you solve them.
Clients may not be able to explain exactly why they trust one consultant more than another, but they can sense it. It’s like walking
into a well-run restaurant versus one that just opened last week, you don’t need to see the kitchen to know the difference.
Designations don’t create mastery. But consultants who pursue mastery tend to put themselves in environments that demand more from them. They surround themselves with people who challenge them. They keep raising their own bar.
Mindset points you in the right direction, like a compass, but it’s the strategy that determines whether you actually get where you’re trying to go or not.
Over the years, I’ve had to take a hard look at how I operate, and how my team operates. Growth has a way of forcing that kind of honesty. Today, almost every decision I make runs through that same scalability filter.
The best consultants focus on clarity and duplication. Again, think McDonald’s. Every workflow documented. Every KPI tracked. Because what’s not measured doesn’t get fixed. They also build teams intentionally. Not just to add bodies, but to open capacity and eliminate bottlenecks. The fastestgrowing firms aren’t built by one consultant doing everything.
Eventually, every consultant runs into the same truth: if everything runs through you, the firm can’t grow past you. Delegation isn’t about losing control, it’s about being secure enough as a leader to realize you can help more families together than you ever could alone.
Mastery also shows up in how consultants protect their time. They don’t meet with everyone. They don’t say yes by default. They look for the right fit, the people they can truly make a transformational impact on over the next 20 or 30 years. Efficiency isn’t just about getting to “yes” faster. It’s about knowing when “no” is the right answer.
My Two Cents on AI
Artificial intelligence isn’t here to replace consultants. It’s here to make good consultants more efficient. Used correctly, AI handles the mechanical work, meeting prep, follow-ups, modeling, and communication. That way consultants can spend more time doing what actually matters: thinking, guiding, and deciding. But let me be clear- it’s not replacing us.
AI can calculate. It can summarize. It can predict. But it can’t sit across the table from a worried retiree. It can’t navigate family dynamics. It can’t talk someone out of a bad emotional decision. It can’t build trust over decades. Information is everywhere. Mastery isn’t.
Back to that computer Ed Morrow carried into my dad’s office in 1983... What stands out isn’t the technology, it’s what it represented. A belief that this profession matters. That consultants should keep learning. And that better tools, paired with better thinking, lead to better outcomes for families.
The tools have changed dramatically since then, but the core idea hasn’t. Consultants who commit to mastery, who build systems, invest in themselves, and hold themselves to a higher bar will always rise above the noise and separate themselves from the sea of sameness.
In this profession, excellence isn’t announced. It’s recognized.
A Master Registered Financial Consultant, Nick is a nationally syndicated radio show host, and television financial contributor for ABC, NBC, and CBS affiliates. He served for nine years on the IARFC Board of Directors holding the role of Vice Chairman during his tenure.
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From the MRFC Board Chair, Mary Anne Redmond, MRFC ®
As we start the new year 2026, the MRFC Board will be directing its efforts toward highlighting the value of the MRFC credential. Clearly articulating that value is essential to encouraging qualified professionals to pursue the credential and to fostering growth within our MRFC community. A growing, engaged membership allows us to extend the reach and impact of the credential while continuing to uphold its high standards.
The purpose of the MRFC Program remains unchanged: to ensure that individuals who earn the MRFC credential have demonstrated mastery of the knowledge and skills required to practice as master consultants in the financial services profession. The credential reflects a level of experience, judgment, and professionalism that distinguishes MRFCs within the industry.
During a recent Board discussion, members reflected on how meaningful it is to have a credential that represents an elevated level of professionalism. That shared perspective has inspired new efforts to better communicate the value of the MRFC credential through the voices of those who hold it.
With the assistance of Kat Moore, Digital Media Specialist and MRFC Public Member, we are developing a series of short videos featuring MRFCs sharing their perspectives on what the credential represents in their professional lives. One video, featuring MRFC Board Member Melvin Mills, has already been completed, with additional member contributions underway.
We invite MRFC credential holders who are interested in participating – either by contributing a video or by personally encouraging qualified colleagues to apply for the credential – to connect with us. Member engagement has always been a cornerstone of the MRFC’s strength, and your involvement helps ensure the credential’s continued relevance and vitality. Thanks to Melvin Mills Jr, MRFC ® who volunteered and recorded our first one.
If you would like to participate or learn more, please contact our liaison, Rachel Gibbs, at rachel@iarfc.org or (513) 261-6047.
Success on the Master Registered Financial Consultant (MRFC ® ) exam starts long before test day. One of the most powerful things you can do is get very familiar with the Exam Blueprint and Candidate Handbook. Know that these topics get the most weight - ethics, retirement planning, risk management and insurance, tax planning, investments, and estate planning - so you can allocate your study time strategically. When you understand the structure of the exam, you’re not walking into a mystery; you’re executing a plan.
There are a number of highly reputable websites that offer complete MRFC-like practice exams: Docsity, Stuvia, Certsarea, and Educationry. These closely resemble the types of expanded subject area questions one will face on the MRFC final exam. You don’t need to purchase all of them; any one of them will give you sufficient additional breath of exam question experience to help you sharpen your subject matter knowledge.
Practice like you’ll play. Use these high quality practice questions to mirror the style and difficulty of the MRFC exam, not just generic financial planning questions. Don’t race through them; treat each item as a learning opportunity. After every practice set, review not only the answers you missed but also the ones you got right for the wrong reasons. Over time, you’ll start recognizing common patterns, traps, and the way exam writers phrase key concepts. Overall keep the concept of Critical Financial Consultant thinking top of mind. Time management is also critical on
a professional credentialing exam. Before test day, calculate roughly how many minutes you can spend per question and practice staying within that limit. On the actual exam, do a quick pass through all questions, answering the ones you know immediately and flagging the tougher ones. This “two pass” strategy keeps you from getting bogged down and ensures you see every question while your mind is still fresh. Remember to time yourself if you use any of the practice exams. Establish a rhythm.
When you’re in front of the screen, slow your brain just enough to read every question (and answer choice) carefully. Many MRFC items are designed to test your judgment in realistic client scenarios, and a single word like “most,” “least,” “primary,” or “exception” can completely change the correct response. Rephrase the question in your own words, identify what they’re truly asking - ethics, suitability, tax treatment, or riskand then eliminate obviously wrong options before choosing your best answer.
You’ll almost certainly face questions you don’t know cold, and that’s where educated guessing becomes a skill. Use your core financial planning principles as a compass: client best interest, regulatory compliance, suitability, diversification, and risk management. Eliminate any answer that is clearly unethical, illegal, or wildly imprudent. Often you can narrow four choices down to two reasonable ones, which dramatically improves your odds, even when you’re unsure.
Your physical and mental state on exam day can be as important as your technical knowledge. Get a full night’s sleep, avoid cramming in the last few hours, and eat a light, stable meal that won’t leave you jittery or sluggish. Since the exam is now on-line there’s no reason to feel rushed or stressed by traffic or logistics. Have ready any required IDs and confirmations, and use the check in time to breathe deeply, calm your nerves, and remind yourself that you are prepared. Use positive reinforcement phrases to emphasize your readiness.
Finally, adopt a professional mindset: treat the MRFC exam like a client meeting where your job is to be calm, thorough, and ethical. If you hit a rough patch in the middle of the test, don’t panic. Refocus, take three slow breaths, and move on to the next question. Your goal isn’t perfection; it’s demonstrating consistent, competent judgment across the entire exam.
With targeted preparation, disciplined time management, and a steady test day routine, you give yourself the best possible chance to earn the MRFC credential.
In this issue, we turn our attention to the IARFC U.S. Chapter Board, featuring Board Director Mike Zaino, RFC®, as our Member Focus. As Managing Member of The Zaino Group (TZG), Mike is living his passion by building lasting relationships and helping clients achieve financial security. With over 20 years of experience in the financial services industry, he has earned numerous accomplishments, which we explore in his in-depth interview. A strong advocate for improving financial literacy, Mike is determined to correct the injustices of a failing financial education system and encourages individuals to take control of their financial futures. Let’s discover what drives his success and how he continues to make a difference in the lives of others
Register: Give us a summary of your career journey to becoming a Financial Consultant
Mike: I didn’t begin my career with a plan to enter financial services. In fact, I came into this industry because I watched too many good, hard-working people – my own family included – make detrimental financial decisions based on ignorance, fear, and confusion. After the Army, I tried a few career paths that didn’t quite feel like a calling. But when I was introduced to financial consulting, something clicked. I realized I could take my natural inclination to teach, simplify, and lead, and pair it with a mission that actually changes lives. That combination is what pulled me in and kept me here.
Register: Intrigued by the “Puzzle Solved” graphic on your website. What does that represent to you?
Mike: To me, retirement planning is one giant puzzle where people are often handed pieces from different boxes – investments, insurance, Social Security, taxes –and told to “figure it out.” My job is to dump all the pieces on the table, put them in the right order, and show clients the picture they’re trying to build. “Puzzle Solved” means clarity. It means confidence. It means they finally see how everything fits together.
Register: What is your secret to attracting and keeping your client base?
Mike: My “secret,” if there is one, is consistency. I show up the same way every time – prepared, honest, and with zero agenda other than doing what’s best for the person sitting in front of me. People can feel when you genuinely care. I don’t chase clients; I serve them. And that approach tends to attract people who value straight talk and long-term commitment.
Over the years, I’ve learned that people aren’t just looking for a “financial guy” - they’re looking for someone they can trust to tell them the truth when it’s uncomfortable, to explain things without talking down to them, and to pick up the phone when they’re worried. So I make it a point to be that person. If I say I’ll call, I call. If I say I’ll get an answer, I get it. If a strategy isn’t right for someone – even if it would be easier to just say yes, I tell them that and explain why. That consistency builds trust, and trust is what keeps clients coming back and referring their friends, family, and coworkers.
It’s important to me because this isn’t a onetransaction business. I’m not helping someone buy a TV; I’m helping them protect their life savings and retire with dignity. That deserves more than a slick presentation and a handshake. When clients know exactly who they’re dealing with every time they sit down with me, the relationship stops being “advisor and client” and starts becoming a partnership. And once you
reach that level, attracting and keeping clients is no longer a “secret” – it’s just the natural result of doing the right thing over and over again.
Register: As an 8-year veteran of the US Army, how does this experience help you relate to your prospects and clients? Do you serve veterans and their financial retirement needs?
Mike: The Army taught me two things that have shaped my entire practice: discipline and the art of listening. In the military, you learn quickly that people come from every background imaginable, and if you want to lead them, you must first understand them. That translates perfectly to financial consulting. I listen first, then help people navigate a plan that fits their reality.
That background also gives me a deep respect for the men and women who serve - both in uniform and in government. Today, I serve
federal employees across all agencies, military and civilian. One of the biggest problems I see is that the government does a very poor job of educating its own people about their benefits and retirement options. The systems are complex, the rules change, and most employees are left to figure it out on their own.
Because I’ve lived in that world, I can speak their language. I understand how TSP, pensions, survivor benefits, and other federal programs actually work in real life – not just on paper. So yes, serving veterans and federal employees is very personal to me. When I help them make sense of their benefits and build a secure retirement, it feels like a continuation of the mission: taking care of the people who’ve spent their careers taking care of the country.
Register: After decades of success, how do you keep that internal drive/passion going for helping others?
Mike: I stay driven because the stakes are real. People aren’t just handing me numbers; they’re trusting me with their life savings, their fears, and their hopes for the future. That keeps you humble and motivated. Plus, the industry changes constantly. There’s always something new to master, and I enjoy staying sharp.
And honestly, when you love what you do, it isn’t “work.” I get a great degree of satisfaction from helping people go from confused and anxious to clear and confident. So it’s easy for me to keep that internal fire going. If I ever feel even a hint of complacency, I remind myself that someone out there is depending on me to get it right – for their spouse, their kids, their retirement. That responsibility is more than enough fuel to keep me moving forward.
Register: We know you as a straight-shooter kind of guy. How does your no-nonsense communication style shape the
way you provide financial guidance, even when the truth is hard to hear?
Mike: Being a straight shooter helps more than it hinders – because clients don’t come to me for sugar-coated opinions. They come to me for truth. Sometimes that means delivering tough news, like telling someone their plan won’t work unless they make changes. People respect honesty, especially when it’s paired with solutions. If anything, shooting straight has filtered out the wrong clients and attracted the right ones.
Mike leading an education workshop of over 100 retirees
their benefits, or the risks they’re taking, they don’t act – and not acting is often the most damaging decision of all.
I also believe the most dangerous thing is what you think you know. A lot of folks come in with half-truths they picked up from coworkers, the news, the internet – or God forbid, Facebook – and they’re making potentially life-changing decisions based on bad or incomplete information. Sometimes my role involves having a “come to Jesus” moment – shake them a little, rattle the cage, and get them to start truly looking out for themselves. That doesn’t mean being rude; it means caring enough to be direct. I’d rather risk making someone uncomfortable for a few minutes than watch them stay comfortable all the way into a bad retirement.
Register: What is the biggest problem in the financial education system, and what grassroots “fixes” can consultants offer?
Mike: The biggest problem is that our financial education system isn’t broken; it was never built for success in the first place. We teach kids how to dissect a frog, but not how compound interest works, why it’s important to “pay yourself first,” how to create a budget, how to file taxes, or why having a good credit score matters. We send adults into the world expecting them to make major financial decisions with zero foundation. And the truth is, the system is practically built to confuse people, and confusion leads to paralysis. When someone doesn’t understand their retirement plan,
That’s where consultants can make a real grassroots impact. We can step in where the system steps out: visiting workplaces, hosting workshops, creating simple guides, and answering the questions HR can’t or won’t. This isn’t about selling; it’s about empowering. When people finally understand how their pensions (if they have one), benefits, and retirement options work, they stop relying on rumors and start making confident, informed decisions. Closing that education gap isn’t a luxury – it’s a responsibility, and it’s one of the most meaningful ways we can change lives.
Register: Why did you decide to join the IARFC US Chapter Board of Directors?
Mike: I joined because I believe in giving back to the profession that gave me a purpose. The IARFC has always stood for integrity and education – two values I care deeply about. Serving on the Board allows me to help shape the future of the industry and support consultants who genuinely want to do right by their clients.
Register: As an independent practitioner, how do you feel the IARFC helps your business?
Mike: What I appreciate most about the IARFC is that it raises the bar. As an independent advisor, it’s easy to get isolated or comfortable, but the IARFC keeps me sharp by holding me to higher ethical and educational standards. While clients
may not know the inner workings of our industry, they do recognize when someone takes their craft seriously. Being part of an organization that enforces rigorous standards of ethics, continuing education, and professional conduct gives them confidence that they’re working with someone who is committed to earning their trust, not just their business.
Register: As a Board Director, how do you see the US Chapter addressing the need for younger consultants in financial services? How does the National Financial Plan Competition help students just starting their careers?
Mike: Right now, Americans are struggling—too much confusion, too little savings, and not enough guidance. And just as the need for advice is rising, many experienced advisors are aging out of the profession. If we don’t bring younger consultants into this field, the gap is only going to get worse. Let’s be honest – our country is not in great financial shape. Debt is high, savings are low, and too many people are heading into retirement unprepared. That’s a dangerous combination. We need a strong next generation of professionals to step in and help clean this up. The US Chapter focuses on engaging students early, and the National Financial Plan Competition is a big part of that. It takes financial planning out of the textbook and puts it into real-life scenarios, so students see firsthand how much impact they can have on real families. That experience doesn’t just teach skills – it creates conviction and helps direct them into a career where they’re sorely needed.
Register: What value does the IARFC International Community bring, and how similar are the financial concerns we see in the U.S. to those faced around the world?
Mike: The international community reminds us that financial challenges don’t stop at borders. Whether you’re in the U.S., Europe, or Asia, people worry about the same things – saving enough, protecting their families, and retiring with dignity. Collaborating globally helps us
share best practices, anticipate trends, and elevate the profession as a whole. It expands our perspective, and that ultimately benefits our clients.
Register: You led the redesign of the newly branded brochures and clearly enjoy marketing. What valuable lessons have you learned in marketing your business, The Zaino Group, that might inspire others?
Mike: I came into this industry with a marketing background, so I naturally look at branding through a strategic lens. When I first saw the IARFC’s marketing material, it was obvious they belonged in another decade – 1984 wanted their materials back. The refresh wasn’t about looking pretty; it was born out of necessity. If we expect the public to see us as credible and forward-thinking, our materials must communicate that. I’ve learned that a good brand isn’t about flash – it’s about clarity, consistency, and authenticity. When every piece of communication tells the same story and reflects the same values, people connect with you long before they ever meet you. When your marketing tells the truth about who you are and the value you bring, it doesn’t just attract more people, it attracts the right people.
Register: Tell us about your Radio Show and Podcast, “Money Matters with Mike.” What communication strengths do you think make it a success?
Mike: Money Matters with Mike works because I speak the same way on-air as I do in person. I don’t drown people in technical industry jargon or try to sound like a professor. I speak plainly, use
real-life examples, and acknowledge the fears people have about retirement and running out of money. The goal of the show is simple: to give everyday listeners honest and practical education they’re not getting from their schools, employers, or the government, and empower them to start taking control of their own financial future. I want listeners to feel like they’re sitting across the table from me – safe, respected, and informed – so that when it’s time to make decisions, they’re doing it with clarity and confidence, not confusion and fear.
Register: Obviously, work-life balance is important. How does Mike “turn off” client-Mike and focus on family-Mike?
Mike: Look, I don’t pretend to have the perfect work-life balance –frankly, I think it’s a myth, and anyone who tells you they’ve perfected it probably isn’t pushing very hard. The people who excel are the ones willing to do what others won’t, and sometimes that means working “eyes open to eyes shut” hours, and I’m no exception. But here’s the key: I’m intentional. And while I work harder than most, I also play harder than most. But here’s the part people can miss – I bring the same passion to my personal life. When I’m with my family, I’m with my family. Business can wait. They get my full focus, my full energy, and that’s non-negotiable.
Register: We know you also spend time on your farm. Can you share what farm life looks like – and how that helps you recharge outside of work?
Mike: Family time is huge for me, but I’ve also learned that “me” time is just as important – and that’s what the farm gives me. That’s where I go with my Labrador retriever, Murray, to slow down and remind myself of what really matters. We walk the property, take in the quiet, and get to be one with nature. On the farm, there’s no market volatility, no deadlines – just honest work and quiet moments. It’s where I clear my head, reset my perspective, and reconnect with the simpler parts of life so I can show up better for my family, my business partners, and my clients.
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%)
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We don’t need any more financial advice.
In fact, you could say that we have more than we need now. Today, it seems anyone with some financial license, a smartphone (ironically), and a social media account is dispensing investment, financial planning, estate, and insurance advice for everyone, all the time. Financial advice is inescapable and unfortunately indecipherable.
Everyone calls themselves an expert, regardless of their education, tenure in the business, industry expertise, and experience they have using it with real people. Their ideas are often AI generated or augmented, untested, and unproven. Mostly they are loud, aggressive, repetitive, and incessant. Unfortunately, although they are often wrong, they are never in doubt so they can be convincing and compelling even if misguided and misinformed.
means they can fall for bad ideas and miss out on good ones. Neither result is beneficial for them or the industry. So, access to financial advice isn’t the problem. Finding advice and advisors they can trust is the real problem. Who can consumers trust in this “Financial Doubt Crisis”? How can consumers sort out the millions of pages of advice and advisors available with just a few keystrokes? I’ll tell you, they can’t.
Some suggest that AI – Artificial Intelligence is the solution. My fear there is that AI is noted for its glaring if gleaming errors and, by definition, lack of personal touch. Facts are one thing but sensing the feelings around the unspoken concerns – the human touch, is still out of reach for AI and always will be – again, by definition.
The need for who Registered Financial Consultants are; what they can do; and what the IARFC stands for is greater than ever.
And does it only bother me that as we train AI to get smarter, we ourselves get less smart?
Jim Ruta Canadian Chapter Advisor Hall of Fame Speaker & Coach
IARFC
Global Ambassador
are; what they can do; and what the IARFC stands for is greater than ever. The word must get out!
Canadian consumers and indeed those all over the world need our vetted, credentialed, experienced, and supported RFCs like never before. The timing of our entry into Canada is ideal.
For more than 40 years, the IARFC has been vetting and registering competent and compliant financial consultants around the world who can be trusted to know how to help and who to call on for support to build financial advice teams. Now RFCs are in Canada and the answer to the financial information doubt crisis.
The danger is real. Advice is the product of technical knowledge, applied experience, real world wins and losses, and professional reflection. It isn’t a matter of just sharing the latest buzz to attract new prospects – but that’s what it seems to me is happening. It isn’t pretty and it’s getting worse every day.
The worst part of this dangerous trend is the “translationinterpretation problem”. When all we get from an “influencer” is “translation” – or a simple repetition of detailed sales messages and selected facts without inspired explanation, there is utter confusion. When ideas and concepts are not interpreted so consumers can appreciate the application and benefit to them, they are doubtful and lost. That
This is the very best time ever to be in the financial services business. Never has the financial world been so complicated, convoluted, and confounding as it is today. That’s why a consultant who can explain options clearly, concisely, and without personal consideration is in such demand. The potential is amazing.
Why do I say all this? As the initiator of the Canadian Chapter of the IARFC, I have been working hard to make our great organization fit into the Canadian financial services advisor landscape and culture. Every country is different and each has a different philosophy, but one thing is for sure wherever in the world I speak. The need for who Registered Financial Consultants
In the Canadian marketplace, we are focusing on the tremendous vetted, experienced, and tenured trust and confidence benefit to consumers. We give them financial voices in whom they can believe and depend. RFCs cut through online noise. We showcase proven concepts and consultants to the consumer so the advice they get is worth considering and implementing.
I believe the unique value distinction of Registered Financial Consultants will appeal to and attract members across the country from every discipline who want a better way.
There is a better way – the IARFC way.
As a cornerstone of its engagement in the region, the IARFC has successfully orchestrated its Greater China Conference across seven annual installments. Historically, this conference has been strategically convened in major economic and financial hubs across the region, including:
· Kaohsiung, Taiwan Province
· Hong Kong
· Macao
· Sanya, Hainan Province
· Nansha District, Guangzhou
This rotational hosting model underscores the conference’s pan-regional character and its commitment to engaging the diverse professional communities within Greater China.
Core Value Proposition: Beyond an Annual Meeting
The IARFC Greater China Conference has established itself as more than a routine annual meeting. It is a multifaceted professional platform designed to deliver significant value to its participants and the wider industry. It represents:
· A Platform for Elite Networking and Collaborative Growth: The conference serves as a critical nexus where financial planning elites, practitioners, and thought leaders from across the region converge. It facilitates invaluable peer-to-peer learning, sharing of best practices, and the formation of collaborative networks that extend beyond the event itself. This environment nurtures collective professional growth and raises the industry’s overall expertise.
· A Catalyst for Sustained Industry Advancement: By consistently addressing forward-looking and pressing themes, such as the 2025 focus on FinTech, the conference injects a continuous stream of new ideas, strategies, and technological
insights into the profession. It acts as a key driver for the industry’s adaptation and evolution, ensuring that practitioners are equipped to meet modern challenges.
· A Commitment to Professional Excellence: Mirroring the IARFC’s founding principles, the conference is dedicated to enhancing the knowledge, technical skills, and professional standing of financial planners. This commitment is realized through curated content from top experts, discussions on regulatory and ethical standards, and a focus on practical, clientcentric solutions.
A Dynamic Space for Learning, Exchange, and Professional Solidarity.
The journey of the IARFC Greater China Conference reflects its embedded role in the region’s financial planning ecosystem. As the industry stands at the intersection of technology and tradition, particularly in the realm of wealth succession, forums for high-caliber dialogue are indispensable. The conference successfully fulfills this need by creating a dynamic space for learning, exchange, and professional solidarity.
These conferences have been attended by representatives from IARFC Headquarters. Distinguished leaders, namely Mr. Barry Dayley, MRFC ® , former Trustee Chair, and Alan Kifer, MRFC ® newly elected Trustee Chair have participated in the events and given informative and motivational presentations.
2025 Conference: FinTech Infused New Momentum into Wealth Succession
The financial services landscape is undergoing a profound transformation driven by technological innovation. Financial
Technology (FinTech) is no longer a peripheral disruptor but a central force reshaping client advisement, asset management, and, critically, the strategies for intergenerational wealth transfer. In this evolving context, the role of the certified financial planner becomes increasingly complex, necessitating continuous learning and adaptation. Professional associations serve as vital hubs for this growth, fostering communities where expertise is shared, and standards are elevated. The International Association of Registered Financial Consultants (IARFC), established in the United States in 1984 exemplifies this function on a global scale.
In the closing ceremony, Mr. Lin Jianhong, Executive Director of the IARFC China Development Center, announced that the 2026 IARFC Greater China Annual Conference will be held in Shenzhen, under the theme “Dreams Come True.”
This theme aims to inspire every RFC member to pursue their professional aspirations while applying their expertise to help clients achieve their life goals.
Dr. Teresa So, RFC ® , MRFS...: “ Trusts and Fintech have become core competencies for Financial Planners. With rising compliance standards, deeper data governance and increasingly complex cross‑border family arrangements, practitioners need to serve diverse domestic and regional client needs with an international perspective. ”
IARFC Hong Kong and Macau Centre and School of Business, The Hang Seng University of Hong Kong relaunched the Executive Certificate in Contemporary Financial Planning Programme.
IARFC Hong Kong and Macau Centre, in partnership with School of Business, The Hang Seng University of Hong Kong (HSUHK), reopened enrollments in the Executive Certificate in Contemporary Financial Planning Programme in October 2025. The two cohorts commenced on 11 October and 18 October at HSUHK respectively. Focused on two pillars, Trust and FinTech, the 33-hour programme balances theory and practice, addressing family succession, asset protection, digital transformation and technology regulations. The delivery of knowledge responds to acute client needs in Hong Kong’s asset and wealth management sector. The programme is qualified under the government’s Pilot Programme to Enhance Talent Training for the Asset and Wealth Management Sector and, given so, eligible participants who comply with the announced requirements are to be reimbursed for 80% of the tuition fees paid.
The Class Openings brought together professional bodies, the academia and the industry. Attending VIPs included Dr. Teresa So, RFC ® , MRFS, Chairman, IARFC Hong Kong and Macau; Dr. Frederick Wong, President, Hong Kong InsurTech Association; Ms. Ivy Leung, Senior Lecturer, School of Business, HSUHK; Ms. Marine Yu, Immediate Past Present, General Agents and Managers Association of Hong Kong (GAMAHK); Ms. Joanne Wong, and Mr. Brian Chan, RFC ® , MRFS, RFOC, both incumbent directors of GAMAHK.
The programme comprises of two subjects: Trusts (18 class hours and an assessment) and FinTech (15 class hours and an assessment). Participants must have attained at least 75% attendance and passed both assessments to be qualified for completion. Graduates who hold the RFC professional designation are eligible to apply for the Master Registered Financial Specialist (MRFS) advanced certification conferred by IARFC. (by David Yuen, RFC ® , MRFS, Member Development Manager, IARFC Hong Kong and Macau Centre)
Over the past few months, IARFC Indonesia has carried out a series of strategic initiatives that reinforce its commitment to supporting the national financial ecosystem.
Through cross-institutional collaboration and public education efforts, IARFC Indonesia continues to serve as a facilitator for financial planners, providing professional platforms and acting as a bridge to help members practice more effectively and contribute meaningfully to society.
This collaboration between OJK and IARFC Indonesia expands opportunities for IARFC financial planners to contribute to regulatordriven education initiatives.
IARFC Indonesia helped advance digital financial literacy and strengthen the role of financial planners within the broader fintech ecosystem.
Participation in the Sharia Financial Literacy Working Group
IARFC Indonesia actively contributed to the POKJA for Sharia Financial Literacy and Inclusion, broadening the reach of financial education based on sharia principles.
The event, in response to the rise of loan defaults among young people, emphasized responsible borrowing, legal implications, and credit reputation risks.
IARFC Indonesia took part in the development and launch of MOJANG, a youth-focused financial planning module designed to enhance foundational financial literacy among young Indonesians.
This active collaboration between IARFC andOJK, and expanded the involvement of IARFC members in official literacy initiatives.
IARFC Indonesia provides a recurring platform for public financial education, enabling members to share expertise and deliver tangible benefits to the community.
Exploring cooperation opportunities to re-establish IARFC representation in Malaysia. This initiative strengthens regional ties and opening new avenues forcrossborder professional development.
The US Chapter of the International Association of Registered Financial Consultants (IARFC ® ) is proud to announce a new strategic partnership with AdvisorShare, an Independent Marketing Organization (IMO) vendor. This partnership is founded on a shared and unwavering commitment to integrity, transparency, and putting clients’ interests first.
For more than four decades, the IARFC has existed to recognize worldclass financial consultants and empower them to make a transformational difference in the financial lives of the families and communities they serve. Central to this mission is the understanding that every IARFC designee, credential holder, and member is bound by a rigorous Code of Ethics, designed to protect the public and preserve the value of the IARFC’s professional designations.
AdvisorShare was created to challenge the status quo in the insurance industry, where client interests have too often been secondary to agent and IMO compensation. Built on the core belief of client-first recommendations with full transparency, AdvisorShare empowers advisors/ consultants to serve clients with clarity, fairness, and confidence.
AdvisorShare:
• Offers IARFC US Chapter Members the opportunity to become owners in the IMO, allowing them to share in long-term growth and success.
• Utilizes superior, holistic case design to recommend the most suitable products—not simply the most profitable.
• Operates with a transparent commission model, ensuring members know exactly what is on the table and that they are receiving their fair share.
• Provides best-in-class marketing tools to educate and engage clients.
This partnership reflects the IARFC US Chapter’s commitment to aligning with organizations that honor the profession, protect the public, and elevate it’s members. Together, the IARFC US Chapter and AdvisorShare will support financial professionals who believe that transparency, fairness, and integrity are not optional—but essential.
We are excited about the opportunities this partnership creates for the IARFC US Chapter and look forward to working with AdvisorShare to continue advancing the financial services profession.
To learn more about this partnership, click AdvisorShare to learn more or scan the QR Code.
Support the next generation of consultant s Your contribution helps students develop the skills, confidence, and ethical foundation needed to become successful financial professionals.
Give back to your profession Donating is a meaningful way to reinvest in the profession that has supported your career and to strengthen its future talent pipeline.
Contribute to a worthy cause The competition promotes education, professionalism, and ethical financial planning... values that align with the Mission of the IARFC.
Help students gain realworld experience Participants apply classroom knowledge to practical financial planning scenarios, preparing them for real client interactions and professional success.
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The year 2025 marked a turning point for IARFC Vietnam. It was a year of structural progress, professional recognition, and deeper integration into the global RFC community. With strong support from Headquarters and increasing engagement with Chapters worldwide, IARFC Vietnam strengthened its foundation and clarified its role as a meaningful contributor to the global advancement of financial planning standards.
1. Launch of Vietnam’s First RFC K01 Cohort
In early 2025, IARFC Vietnam successfully launched the first-ever RFC K01 class in the country. The cohort included financial advisors, insurance professionals, and banking specialists seeking to elevate their advisory practice in line with globally recognized RFC standards.
This marked the first fully structured and standardized RFC education program implemented in Vietnam. Several participants have since achieved the Registered Financial Consultant (RFC ® ) designation, becoming the first RFC holders in Vietnam’s history. In a financial market serving over 100 million people, this milestone generated strong industry interest and laid the groundwork for the long-term professionalization of financial planning in Vietnam.
2. Strategic Collaboration with Leading Insurance Institutions
Throughout 2025, IARFC Vietnam expanded its industry footprint through strategic partnerships with major financial institutions, most notably Manulife Vietnam. Through internal workshops and professional development programs, hundreds of advisors were introduced to RFC planning principles, ethical standards, and structured advisory frameworks.
These collaborations:
• Enhanced advisory capability and professionalism
• Reinforced ethical financial practices
• Increased awareness and credibility of the RFC designation across Vietnam’s financial services sector
3. Industry Experts Joining as IARFC Vietnam Ambassadors
2025 also saw the appointment of respected financial educators, senior advisors, and industry leaders as Ambassadors of IARFC Vietnam.
Their involvement:
• Expanded the Chapter’s intellectual capital
• Strengthened public credibility
• Enriched education programs and community engagement
This Ambassador network plays a key role in bridging global standards with local market realities.
4. Vietnam’s First RFC Designees: A Historical Milestone
The emergence of Vietnam’s first RFC holders represents more than a symbolic achievement. It establishes a new professional benchmark for financial advice in the country.
These pioneers now serve as:
• Role models for future cohorts
• Catalysts for raising advisory standards
• Early contributors to a professional financial planning culture aligned with global best practices
II. Vietnam’s Regulatory Transformation and Its Global Relevance
Vietnam’s rapidly expanding financial sector is accompanied by evolving regulatory reforms. These changes offer valuable lessons for RFC Chapters worldwide, particularly in emerging markets.
1. New Small-Vendor Tax Rules (Effective 01 January 2026)
Beginning in 2026, Vietnam will transition from a presumptive lump-sum tax regime toward real declaration and self-assessment, with clearer VAT and PIT requirements for household businesses and small vendors.
What Has Changed (Summary)
• Shift away from flat, presumptive taxes
• Increased use of bookkeeping, declarations, and e-invoicing
• Reported increase of VAT exemption threshold from VND 100 million to VND 200 million per year
• Simplified VAT / PIT rates may apply to micro vendors based on gross receipts
Positive Impacts
1. Fairer Tax Base & Level Playing Field Moving away from flat taxes reduces distortions and improves fairness between formal firms and household vendors.
2. Greater Transparency & Access to Finance Formal records enable vendors to access banking services, loans, and supplier contracts.
3. Protection for the Smallest Operators
Higher VAT exemption thresholds reduce compliance burdens for subsistence vendors.
4. Improved Public Revenue Targeting
Accurate declarations allow better policy design and sustainable revenue collection.
Market Concerns and Transitional Challenges
1. Short-Term Compliance Shock
New requirements (e-invoicing, bookkeeping, filings) increase costs for small vendors with thin margins.
2. Risk of Higher Effective Taxation
Simplified gross-revenue tax rates may disproportionately affect low-margin sellers.
3. Administrative Capacity Constraints
Rapid implementation risks uneven enforcement and classification errors.
4. Risk of Re-Informalization
Excessive compliance burdens may push some vendors back into informality.
Why Vietnam’s Experience Matters Globally?
Vietnam reflects a global trend toward transparency, digitalization, and regulatory sophistication. Its experience provides insights in three areas:
• Financial planning for micro-entrepreneurs entering formal systems
• Client support during regulatory transitions
• Cross-Chapter learning on compliance, access to credit, and small-business advisory models
These dynamics create new opportunities for RFC professionals to strengthen client relationships and deliver high-impact advisory services.
III. Cross-Border Collaboration: A Strategic Pathway for 2026
To convert local experience into global value, IARFC Vietnam proposes three pillars for international collaboration in 2026.
1. Joint Webinars and Knowledge Exchange
Global learning platform enabling real-time sharing on:
• Regulatory modernization in emerging markets
• Digital invoicing and compliance advisory
• Cross-border insurance trends
• Financial literacy best practices
2. Global RFC Mentorship Networks
• A Global RFC Mentorship Exchange pairing:
• Senior advisors from mature markets
• Rising professionals in developing Chapters
Focus areas include ethics, compliance, risk management, multicultural communication, and advisory business development.
3. Regional Study Tours and Joint Programs
Vietnam aims to collaborate with Chapters in:
• The Philippines
• Malaysia
• Hong Kong
• India
• Other regional partners Through regional seminars, study tours, and joint education initiatives, these programs strengthen alignment and elevate the unified RFC brand.
IV. Looking Ahead to 2026: Vietnam’s Commitment to Global Integration
In 2026, IARFC Vietnam will:
• Launch the RFC K02 cohort
• Expand corporate partnerships
• Deepen engagement with the global IARFC network
With stronger international collaboration, the Chapter aims to contribute insights, develop talent, and support a more interconnected financial advisory community across Asia and beyond.
Conclusion
The year 2025 stands as a defining milestone for IARFC Vietnam, marked by the first RFC designees, expanded partnerships, and strengthened professional standards.
As financial markets worldwide navigate rapid regulatory and economic shifts, Vietnam’s experience highlights the power of structured education, shared knowledge, and cross-border collaboration.
Entering 2026, IARFC Vietnam is committed to actively contributing to the global RFC community and to shaping a future in which financial planners worldwide grow together through cooperation, expertise, and a shared mission of elevating client outcomes.
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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.
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As the International Association of Registered Financial Consultants (IARFC) continues to grow as a global organization, the importance of strong regional leadership becomes increasingly clear. A geographical Council of Country Chapters such as the Asia Pacific Council and the soon to be Pan American Council, plays a critical role in ensuring that the IARFC’s mission, standards, and professional values are effectively carried out across diverse markets, cultures, and regulatory environments. These councils serve as a vital bridge between the IARFC’s global governance structure and the unique needs of individual country chapters. By providing regional oversight, coordination, and strategic guidance, geographical councils strengthen unity while respecting local autonomy.
One of the primary responsibilities of a geographical council is to ensure that the IARFC’s professional standards, ethics, and designations are consistently upheld, while also being relevant within regional and country-specific contexts. Financial services regulation, education systems, and professional norms can vary widely from one country to another. A regional council is uniquely positioned to understand these differences and help
country chapters implement IARFC programs in a way that is both compliant and meaningful. Through collaboration and shared leadership, councils help ensure that the IARFC’s designations retain their global credibility while remaining practical and attainable for professionals operating in different markets.
Geographical councils provide mentorship, structure, and support to country chapters at all stages of development. Established chapters benefit from collaboration with neighboring countries, while newer or emerging chapters gain guidance, best practices, and encouragement from experienced leaders within the region. This support may include assistance with chapter governance, membership development, educational programming, and leadership succession. By fostering communication among chapters, councils reduce duplication of effort and encourage the sharing of resources, ideas, and successful initiatives.
Financial services professionals increasingly operate in a global environment. Regional councils create opportunities for crossborder collaboration, professional networking, and shared educational events that reflect regional trends and challenges. Whether through conferences, virtual meetings, or joint initiatives, councils help build a sense of regional identity and
professional community.
For the Asia Pacific Council and the Pan American Council, this collaboration strengthens the voice of the region within the broader IARFC structure and ensures that regional perspectives are represented in global discussions.
Geographical councils also serve as an important leadership development pathway. Council roles provide experienced professionals with opportunities to serve beyond their national chapter, contributing to strategic thinking, governance, and long-term planning at a higher level.
In addition, councils act as a formal channel of communication between country chapters and the IARFC Board of Trustees. This ensures that regional concerns, opportunities, and recommendations are clearly articulated and thoughtfully considered at the global level.
Perhaps most importantly, geographical councils help preserve the balance between unity and diversity within the IARFC. While the association is guided by a single mission and set of ethical principles, it recognizes that professional practice is shaped by culture, economics, and regulation. The Asia Pacific Council and the Pan American Council provide a structured way to honor those differences while reinforcing the shared values that define the IARFC. This balance strengthens the
association as a whole and reinforces its reputation as a truly international professional body.
As the IARFC continues to expand its global reach, geographical councils will remain a strategic asset. They promote strong governance, encourage professional excellence, and ensure that the association’s growth is thoughtful, inclusive, and sustainable.
Through regional leadership, collaboration, and shared purpose, the Asia Pacific Council and the Pan American Council exemplify how geographical councils contribute not only to the success of individual chapters, but to the long-term strength and integrity of the IARFC worldwide.
Current
The Asia Pacific Council (APC) was originally established through the vision and leadership of IARFC CEO Leonard Simpson, RFC ® and has since evolved into a vital regional body representing financial professionals across the Asia Pacific region. Today, the Council continues to advance the IARFC Mission under the chairmanship of Dr. Frankie Lo, RFC ® , providing leadership, collaboration, and a unified voice for Chapters throughout this dynamic and growing part of the world. (recent meeting January 14, 2026)
Current Chapter Participants: Vietnam, Indonesia, Philippines, Canada, Taiwan and IARFC Trustees
APC meets quarterly. Next meeting April 8.
The Asia Pacific Council plays a vital role in connecting IARFC professionals across a region of exceptional cultural diversity and multiple time zones, ensuring that the perspectives and needs of members from different markets are heard and represented within the global Association. In the spirit of servant leadership that underpins the IARFC mission, the Council exists to support all chapters in the region – coordinating initiatives, encouraging collaboration, and helping to adapt global standards and programs to local regulatory and cultural environments.and communities they serve.
The Pan American Council is being formed to unite the U.S. Chapter and the Canada Chapter in closer collaboration across the Americas.
Guided by the IARFC CEO, the Presidents of these Chapters will meet to develop a strategic relationship that encourages shared leadership, cooperation, and continued growth of the IARFC mission throughthe region.
In keeping with our commitment to expand Chapters globally, the IARFC is actively seeking leaders within the financial community throughout Central and South America to help advance this effort.
IARFC Canada - President Chanchal (Sisi) Chakrabarti, RFC ® IARFC Canada is excited by the vision and opportunity presented by the creation of a Pan American Council, bringing together colleagues from the United States, Canada, Mexico and our neighbours across the Americas.This initiative represents a powerful step toward deeper collaboration, shared learning, and a stronger collective voice for fiduciary professionals throughout our region. We look forward to building meaningful connections and contributing to the Council’s success as we work together to advance fiduciary excellence across the Americas.
IARFC United States - President Bradley K. Maples Sr., MRFC ® I am looking forward to the growth of the IARFC in the western hemisphere. Canada has now established their own chapter and we expect additional chapters to be coming in the future months. Latin America is certainly a fertile field for the growth of the IARFC.
Artificial intelligence is having its moment.
Depending on who you ask, it’s either the most significant productivity advance of our generation or a threat to judgment, craftsmanship, and professional standards. In the financial services world, where trust, clarity, and accountability matter, the conversation can get polarized quickly.
At our firm, we’ve landed somewhere far more practical. We don’t view AI as a replacement for thinking. We view it as a force multiplier for people who already think well.
That distinction matters.
I previously wrote in International Association of Registered Financial Consultants’ magazine, The Register, about how we began using AI to support internships and early-career development. Since then, our use of AI has expanded deeper into our advisory, service, and leadership workflows. What we’ve learned is simple but important.
This is not artificial intelligence versus human relevance. It’s artificial intelligence versus actual intelligence. And when used correctly, actual intelligence still wins.
Financial advisory businesses don’t struggle because of a lack of ideas. They struggle because of complexity, volume, sequencing, and follow-through.
Meetings are dense. Conversations move fast. Details matter. Compliance expectations are higher. Clients expect speed, precision, and consistency. Internally, teams juggle priorities while also living full lives outside the office. Everyone is busy. Everyone is responsible. And no one benefits when important details fall through the cracks.
This is where AI earns its keep.
We use tools such as Otter.ai and Plaud to capture conversations accurately and completely. In some research and exploratory contexts, we use Perplexity. Frequently, we take structured conversations and process them through ChatGPT to organize, summarize, and pressuretest what was discussed.
The value is not novelty. The value is completeness.
• We don’t miss action items.
• We don’t lose quantitative details.
• We don’t rely on memory when precision matters.
When working with clients, always with permission and always with
privacy safeguards, we use first names only and exclude policy numbers or sensitive identifiers. AI doesn’t replace our judgment. It ensures our judgment is informed by the full picture. That distinction is critical.
One of the most overlooked benefits of AI is speed to clarity.
Advisory conversations often involve multiple threads: goals, concerns, timelines, trade-offs, and responsibilities. Left unmanaged, those threads stay tangled. AI helps us sequence them.
We use it to:
• Identify priorities
• Clarify next steps
• Assign accountability
• Confirm commitments
• Reflect back what was actually said, not what we think we heard
This isn’t about automation for its own sake. It’s about momentum. Actual intelligence still determines direction. AI simply reduces friction between intention and execution.
There’s a valid concern that AI can become a crutch. Used poorly, it can dull thinking rather than sharpen it. That hasn’t been our experience, because we’re intentional about how we use it.
AI serves four primary roles in our firm.
First, reference.
We use it to return to conversations accurately. What was decided? What was promised? What data was shared?
Second, prioritization. When everything feels urgent, AI helps surface what actually matters next.
Third, reflection.
We use AI to review conversations and ask, “Did we ask the right questions?” and “Where could we have gone deeper?”
Fourth, accountability. When commitments are documented clearly, follow-through improves. For everyone. In each case, AI supports thinking. It does not replace it.
Some of the most powerful tools we’ve built internally aren’t designed to give answers. They’re designed to ask better questions.
We’ve created bots that challenge assumptions, test logic, and force clarity. They push back. They ask “why” and “then what.” They don’t care about hierarchy or comfort. That’s a feature, not a bug.
Used properly, AI becomes a disciplined thinking partner. It doesn’t get tired. It doesn’t miss steps. It doesn’t get distracted by urgency.
But it still relies on actual intelligence to decide what matters.
Automate the Repetitive. Elevate the Capable. Innovate the Conversation. This has become our internal standard.
At Cornwall Financial Partners, we want highly skilled, wellcompensated professionals spending their time where they add the most value.
That doesn’t mean eliminating work. It means reallocating it.
Repetitive administrative tasks are necessary, but they shouldn’t consume the best hours of our best people. When AI can handle documentation, organization, and first-pass structuring, our team can focus on higher-order deliverables.
That elevates capability.
It also improves retention. Talented people want meaningful work. They want to think, advise, and create impact. AI helps protect that.
Clients don’t hire us for transcripts or summaries. They hire us for judgment, perspective, and followthrough.
AI helps us deliver on all three.
• Because the details are handled, advisors can stay present.
• Because commitments are tracked, service improves.
• Because organization improves, trust deepens.
Conversations move to a higher level. Advisors can focus on implications, trade-offs, and strategy rather than recall and reconstruction.
This is where innovation actually happens. Not in the technology itself, but in the quality of the human conversation it enables.
It’s worth stating plainly. AI will not fix a disorganized business. It will expose one.
Without discipline, AI simply accelerates chaos. With discipline, it accelerates progress.
Our structure is influenced by frameworks like Strategic Coach and sales methodologies such as Mark Cox’s In the Funnel. Those systems existed before AI entered the picture. AI simply reinforces them.
Tools don’t create standards. Leadership does.
Actual Intelligence Still Leads
Artificial intelligence is impressive. It’s fast. It’s scalable. It’s consistent. But it doesn’t care about clients. It doesn’t carry responsibility. It doesn’t own outcomes. Actual intelligence does.
Used correctly, AI gives actual intelligence room to operate at its best. It removes noise. It improves organization. It raises the floor so that professionals can raise the ceiling.
This isn’t a shortcut. It’s infrastructure.
And like any good infrastructure, when it’s working properly, it’s almost invisible. The result isn’t flashier advice. It’s better execution.
That’s where real value lives.
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
Author’s Note:
The views expressed here reflect practical experience implementing AI within a regulated advisory environment. Technology doesn’t replace judgment. It sharpens it. Used with intention, AI helps professionals do what they’ve always done best, only with greater clarity, consistency, and accountability.
Financial advisors have an asset. It was often unknown to their predecessors. It’s their book of business, the clients who are loyal to them.
Few financial advisors expect to work until they are carried out feet first. They might want to work indefinitely, but need to transition from full time to part time work. This becomes a problem when your very loyal clients only want to talk with you. How do you transition other team members into the face of the firm, the way your loyal clients see you.
You might not think this is important. “My clients know I am here if they need me.” If I decide to take a 100+ day world cruise, they will get attention from the other team members.” This can have disastrous results. Your client is loyal to you. That loyalty might exceed their loyalty to the team or even the firm. If you do not have a succession plan, you might discover your client has their own succession plan!
Here is how this works. They are loyal to you. As long as you are with the firm, they will stick with you. If you change firms, they will follow you. Unknown to you, there is another advisor at a competing firm who is cultivating them within their
social circle. They acknowledge your client’s loyalty. They also say “Let me know if anything ever changes.” You taking yourself out of the picture, sailing off into semi retirement, can trigger the “Something has changed call.”
To keep the your loyal clients, who are also your most valuable asset, you must prepare them for a time when you will not always be available. There are several ways you can implement this transition.
1. You handle the strategic issues. You have a loyal assistant who knows your clients as well as you know them. Let them know you conduct portfolio reviews. You make buy and sell recommendations. You know the details of their lives and dreams. You advise them how to adapt their financial plan when necessary. Your assistant handles the tactical issues. This includes getting cash transferred, setting up accounts for new family members and getting tax documentation. Your client is always welcome to talk with you directly, but if they want it addressed immediately, talk with your assistant.
2. Promote your assistant. This is easier than it sounds. First, you both agree this is a long term relationship that is mutually beneficial. Your assistant gets their
Series 7 and other licenses. Now they can place orders. You transition your assistant into an advisory role. Your client is very comfortable working with your assistant.
3. Bring in the next generation. If you are a successful advisor with an established clientele, your family members know you have a great job. If you have children, at least one might be expressing interest in going into the business. They probably don’t see themselves as building a clientele from the ground up. Before they step into your shoes, you might have your own way to bring them through the ranks. Your clients know of plenty of businesses where the name on the door stays the same but the next generation moves through the ranks. They should be comfortable working with your child.
4. Include one or two additional team members in annual reviews. This might be your assistant. It also could be another team member in the advisor role. Assuming your meetings are quarterly (logical for very big clients) they start off as people who are introduced but sit silently. You run the show. At a future meeting, you introduce a product and let your team member shine as the specialist. Gradually, everyone attends a meeting and the other advisor presents the review
while you look on. Eventually, the other advisor schedules the meeting, explaining you will be absent. The client gradually gets comfortable working with other team members.
5. You are not going anywhere. Many people do not love their jobs. Others work in industries where mergers and reorganizations are common. They see retirement as their escape from job insecurity. They assume everyone else feels the same way, including you. They do not realize your situation is the closest you can get to owning your own business without actually renting real estate and having a payroll to meet. (If you work for a big firm.) Let them know you love your job. You have no plans to leave, but you are taking a step back, which will gradually happen over time.
6. I will always be available. Your client might be comfortable working with another team advisor or your assistant, but there will be times when they want to talk with the top person. They might be facing a serious life changing situation. You have taught them “When the problem involves money, let me be your first call.” Now they have a big issue. They don’t want to reveal their vulnerable side to your assistant. In times of emergency, I will be here for you.
You are developing a succession plan that is very different from selling your practice. You are “keeping it in the family.” In this case, the family might be your children. It might be the loyal team you have built up to serve your loyal clients. You need to create a climate where clients are confident they will get the same level of personal care and service from all team members. They also need to know you are always available, even if you are not on the front line. Cruise ships have telephone service (and Wi-Fi) even if you are on the other side of the world.
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
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Nearly thirty years ago, I entered the financial services industry with a simple idea…sell life insurance, make a living, move forward. I started the way many do, knocking on doors as a debit life insurance agent, meeting families across kitchen tables, listening to stories of hope and fear, of young children depending on them, and of legacies they wished to leave behind. At that stage, I understood how insurance worked. I did not yet understand what it meant to truly advise.
But two months into this new career, something happened that changed not only my work, but my entire life.
I became persuaded beyond doubt that Jesus of Nazareth is the Son of God, Lord, Savior, and King. And if He really was who He claimed to be, then that meant my life, including my career, could no longer revolve around profit or production. I could not simply sell policies because they paid a commission. I could not speak half-truths or push a product that wasn’t in someone’s best interest. I had to treat people right.
I had to put their future before my income.Faith demanded that I become more than a salesman. I needed to become a trusted consultant & advisor.
In those early days, my hunger for truth naturally led to my hunger for understanding. If people were trusting me with their life savings, their family’s well-being, and their future income, I needed to know more…and keep learning indefinitely.
I joined professional organizations. I studied investments and retirement planning. I took insurance and securities courses at night while working full days.
With every credential, every classroom, and every client interaction, I realized something new:
This business is not about selling products; This business is about serving people.
It was during that season of transformation that I encountered the International Association of Registered Financial Consultants (IARFC). Their RFC designation elevated my knowledge, my professionalism, and most importantly…my sense of responsibility. Years later, when the Master Registered Financial Consultant (MRFC) certification became available, it was a natural continuation of everything I had been working toward. The MRFC program didn’t just refine my technical skill…it sharpened my purpose.
Today, I hold the MRFC designation not as a badge, but as a calling fulfilled. It allows me to do what I was designed to do:
Help families secure financial stability; Protect generational wealth; Guide others through uncertainty with clarity and confidence.
This is more than a career.
This is ministry, stewardship, and leadership all in one.
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Some professionals approach ethics because their compliance department requires it. I approach ethics because my faith compels it. The call to love one’s neighbor is fundamentally a fiduciary concept…put others first.
Long before the word “fiduciary” became a regulatory standard, it was my personal moral compass. When Christ said, “Do unto others as you would have them do unto you,” He essentially defined the heart of MRFC-level practice. Clients are not accounts. They are families. They are stories. They are ministries of responsibility.
One famous quote has been a guiding light in my work:
“You can have anything you want in this life if you’ll just help enough other people get what they want.” ~ Zig Ziglar
That’s the financial planning profession summed up in one line.That is what the MRFC stands for. And that is why I am proud to hold the credential.
Lesson Two: Education Is Not a Destination—It Is a Lifelong Discipline
When I obtained the RFC, I felt like I had stepped into a new world. The industry expanded from term and whole life into portfolio design, liquidity management, retirement income modeling, advanced estate documents, and tax integration.
The MRFC took everything further with professional standards, continuing education, ongoing ethics review, and a broader understanding of modern planning. It holds me accountable, and accountability is the soil where excellence grows.
Clients deserve a professional who is not only credential-bearing, but ever-learning. Financial planning changes. Tax law evolves.
Regulation tightens. Markets shift overnight. Technology transforms how we operate. If we are not continually sharpening our understanding, we cannot claim to serve at the highest level.
Lesson Three: Modern RIA Practice Requires Strong Tools & Stronger Standards
Today’s independent advisor lives in a world our predecessors couldn’t have imagined: AI-assisted planning and communication; Cloud-based records and encrypted data storage; Cybersecurity requirements growing by the month; CRM integration, e-disclosure, and digital audit trails; Tech-stack decisions that shape client outcomes.
The MRFC helps keep us grounded…not just technically competent, but ethically unshakeable. Knowledge without ethics becomes manipulation. Ethics without knowledge becomes limitation. Our profession demands both.
As a fiduciary RIA, I now utilize (along with good old -fashioned common sense): Secure cloud storage for encrypted client data management; CRM systems that protect documentation & compliance; AI-supported drafting and education tools; Digital estate and trust planning workflows; Cybersecurity vigilance for client data & communication.
These tools don’t make me a better consultant…they make me more capable of honoring my duty. The designation, education, and community of the IARFC give me the framework to wield those tools responsibly.
The longer I work in this field, the more convinced I become that financial planning is sacred work. We stand between families and uncertainty. We guard legacies. We give widows direction, retirees confidence, business owners continuity, and children the security that their parents’ love will outlive their lifetime.
What a gift. What a responsibility. What a mission.
I entered this industry selling life insurance. I remain in it today helping people build life stewardship.
The IARFC helped shape that transformation.The MRFC certification continues to sharpen it. It has equipped me with the tools, the structure, the accountability, and the professional honor required to carry out the calling God placed on my life.
What more could a man ask for?
Thank God for Jesus. Thank God for the IARFC. And thank God for the opportunity to serve.
Gary B. Dannar, MRFC
Gary is an independent fiduciary financial advisor, RIA consultant, and estate planning strategist with nearly three decades of industry experience. Beginning his career in debit life insurance, Gary's journey evolved into comprehensive financial planning grounded in ethics, education, and purpose. His practice focuses on helping families secure generational wealth while upholding the highest fiduciary and regulatory standards. Gary considers the MRFC credential not merely a credential, but an expression of calling, stewardship, and service.
Author: David Kinder, RFC®, ChfC®, CLU®
This Is Not About Your Heart, Your Intentions, Or Your Competence.
David Kinder believes that most professionals who pursue and earn industry designations and belong to industry associations are looking to serve their clients in the best ways possible while also doing well for themselves. This is about understanding the fiduciary standards as they apply (or not) and what they mean. Download the entire white paper for an in depth review of Fiduciary Duty.
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.
