Register Volume 27 Issue No 3 August

Volume 27 No 3 2026

Member Focus Nathan Boyle, MRFC®

Your IARFC Benefit at Work

Ethics Approved!

Ethics Approved Status is awarded by maintaining a clear regulatory record and strict adherence to the IARFC Code of Ethics through examination.

How To Use Your Ethics Approved Status • • • • • •

Download Ethics Package Position Your Ethics Approved Seal Prominently Customize and Distribute Your Ethics Approved Media Release Display Your Certificate Leverage Your Status Prominently and Often Add Ethics Approved to Your Social Media Profiles

In This ISSUE Register Profile 16 Member Focus

Register for the Summit p.6

Nathan Boyle, MRFC®

Columns Features Board Governance Stewardship and Membership Growth 10 By Alan Kifer, MRFC® The Advisor who Sits Alone Eats Alone 12 By Dr. Sanjay Tolani, RFC® Military and Veteran Personal Finance: The Benefit Gap Too Many Veterans are Still Living With 14 By Dr. Stephen Crane, RFC®

4 From the Editor 7 From the Trustee Chair 8 From the CEO 9 Director of Ethics

IARFC News 6 Virtual Practice Building Summit 23 National Financial Plan Competition 24 Dunton Award Nominations Open 27 Fall MRFC Special Offers

Leave Your Ageism at the Door 28 By, Dr. James Flanagan, MRFC ® and Lydia K. Manning

33 NEW Journal of Personal Finance

Financial Planning: It’s a Different Game Now 32 By Bryce Sanders

Chapter Connections

Beyond the Illustration: Helping Clients Understand the Difference Between Retirement Outcomes and Retirement Strategies.

34 By Amine Mabsout, RFC®

20 Canada

FIRST IARFC Asia Pacific In-Person Meeting p.11

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19 Greater China 21 Indonesia 22 United States 24 Philippines

A Growing Global Community Page 3

New MRFC®s, RFC®s, RFA®s, RFS™,and Association Members Jeffrey Robert Batson, RFC ®, VA Jeffrey Stephen Blocker, RFC ®, MA William Steele Croswhite, RFC ®, UT Nicholas Howle, RFC ®, MO Arden L. Jones, RFS™, NC Bryson King, RFA ®, NC Pak-tung Le, RFC ®, NY Scott Charles Long, RFC ®, IL Robert C. Mehciz, RFC ®, TX Brett Donald Melton, RFC ®, PA Douglas Edward Nadybal, RFC ®, CA Logan Jon Nimick, RFA ®, OH Jason Siebert, RFC ®, PA

Micah Lea Spence, RFC ®, FL Christoper Stovall, RFC ®, AZ Blake A. Townsend, RFC ®, LA Anil Vazirani, RFC ®, AZ Sean Wade, RFC ®, MD Alex Wu, RFC ®, CA International New Members Hong Kong - 72 Taiwan - 44

From the EDITOR Help Shape the Future of The Register Susan M. Cappa, Editor

Every September, our editorial team gathers to plan the coming year's issues of The Register. We review what worked, discuss emerging trends, and brainstorm new ideas that will provide even greater value to our members. This year, we'd like to do something different. Instead of relying solely on our editorial meeting, we want to hear from the people who matter most...our readers.

As the financial services profession continues to evolve, so should The Register. We've already begun discussing ways to make the magazine even more engaging and practical. Some ideas include adding more infographics and visual summaries, incorporating "Key Takeaways" and action steps into feature articles, and introducing recurring departments that readers can look forward to in every issue. We're also considering more reader interaction through polls, consultant success stories, ethics scenarios, and practice management challenges. Other possibilities include expanded coverage of AI and technology, more international perspectives, and practical tools that members can immediately apply in their practices.

But these are only ideas. What would you like to see?

Are there topics you'd like us to cover more often? Would you prefer shorter, more practical articles? Are there industry leaders you'd like us to interview? Would you enjoy more case studies, marketing ideas, technology reviews, or regulatory updates?

We'd also like to know what you enjoy most about The Register. Which articles do you read first? What features do you never miss? Your feedback will help us continue building on our strengths while exploring new ways to serve our members.

Our goal is to make The Register one of the most valuable benefits of IARFC membership. We invite you to help shape the publication's future by sharing your ideas, suggestions, and wish list.

Share Your Ideas. Email susan@iarfc.org Page 4

Your IARFC Member Benefit

Personalized Newsletter Programs Deliver a Personlized Product Financial Insider A very well-written 8 page, full color financial newsletter for financial consultants and consumers, produced by Liberty Publishing. The articles are consumer-oriented and present a wide variety of topics. Quantities are available with your custom imprint, including the RFC Key, for mailing to clients, prospects and professional consultants.

20/20 Newsletter A 4 page color client financial newsletter that creates a strong impression, but less expensive that the Financial Insider. https://www.libertyink.com Contact: Sarah Goss Ext. 144 (800) 722-7270 x 135 Sales@libertylink.com

Member Discount up to 30% The Register | Vol 27 No 3 2026

LEADERSHIP BOARD OF TRUSTEES 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, TBD Director, Sean Clark, MRFC® Director, Pamela Mayfield-Kizzee, MRFC® Public Member, Kat Moore Certification Administrator, Rachel Gibbs

IARFC HEADQUARTERS TEAM Chief Operating Officer, Charlotte Isbell Editorial Coordinator/Public Relations, Susan M. Cappa Director of Membership Services, Vicki Caplinger Membership Services, Judi Nelson and Rachel Gibbs Information Technology, Randy Kriner

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

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

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CHAPTERS Canada President, Chanchal (Sisi) Chakrabarti, RFC® Executive VP., Rhona Konnelly, RFC® Vice President, Pearl Rebellos, RFC® Treasurer, Harris Jones, RFC® Secretary, Vishal Taneja, RFC® Director, Richard Knabenschuh, RFC® Director, Greg Glista, 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, Garry Alegre, RFC® Director, Divina Amor Basbas, RFC®

Greater China (Mainland China, Hong Kong, Macau & Taiwan) Chair, Liang, Tien Lung, RFC® Vice Chair, Liang, Han-Ying

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, RFC® Director, Thechinamoorthy Subbiah Chettiar, RFC® Director, Linton De Silva, RFC®

Mainland China Development Center 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® Taiwan Chair, Liang, Han-Ying, RFC®

United States President, Lisa Ford, MRFC® Executive VP., Lemuel W. Kornegay III, RFC® Vice President, Mike Zaino, RFC® Treasurer, Jeffrey Bettermann, RFC® Secretary, Paul Wharf, RFC® Director, Gregory Kurinec, RFC® Director, Jeremy Nason, RFC®

Indonesia President, Aidil Akbar Madjid, RIFC, RFC® Executive VP, Bareyn Mochaddin, RIFC,RFC® Vietnam Vice President, Muhammad. Kharisma, RFC® President, Dr. Frankie Lo C.F., RFC® ® Treasurer, Mada Aryanugraha Purwadinata, RFC Executive VP, Kenny Lam C.H., RFC® Secretary, Linda, RFC® Vice President, Prof. Jeslie Chui T.K., RFC® Director, M Mirzan Hasan Bisri, RFA® Treasurer, Ramen Chim P.H., RFC® Director, Dea Aryandhana Mulyana Haris, RFC® Secretary, Tracey Nguyen B.T., RFC® Director, Ben So S.H., RFC®

Editor

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.

Editorial Advisory Committee Michelle Blair, RFC® Alan Kifer, MRFC® Lea Smith Johnson, 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®

Send articles, comments, and letters via email to susan@iarfc.org Page 5

Build a Stronger Practice. Create Lasting Success.

Success in today's financial services profession requires more than technical expertise, it demands the ability to adapt, connect, and lead.

The 2026 IARFC Virtual Practice Building Summit is designed to help financial professionals strengthen their practices through practical strategies, innovative thinking, and proven approaches that drive long-term success.

Centered on this year's theme, Managing Your Practice for Success, the Summit features industry experts sharing real-world insights to help you: • • • •

Improve operational efficiency Strengthen client relationships Navigate industry change with confidence Position your practice for sustainable growth

Whether you're building your career or leading an established firm, you'll leave with actionable ideas you can implement immediately.

Summit Hosts

Cheryl Fainelli, RFC ®

Darrell Que, RFC ®

Jeremy Nason, RFC ®

September 16 & 17 Free to Attend

Summit Presenters (check website for current updates)

Rhona Konnelly, RFC ®

Page 6

Dr. Sanjay Tolani, RFC ®

Curtis Cloke

Jim Ruta

Jeremiah Desmaris

Dr. Wade Phau

Dr. Maribeth Kuzmeski

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Seize the Day and Secure the Future Alan C. Kifer, MRFC®, CFP® IARFC Trustee Chair As Chairman of the Board of Trustees, I am honored to reflect on the continuing Mission of the IARFC ®. Since 1984, we have worked to strengthen public confidence in the financial services profession, promote the exchange of proven planning practices, and recognize professionals committed to ethics, continuing education, and serving the public with trustworthy advice.

Simply stated, we believe consumers everywhere deserve access to the highest quality financial guidance.

Our Mission is clear: Recognize world-class financial consultants and empower them to make a transformational difference in the financial lives of the families, businesses, and communities they serve. That Mission stands on three essential pillars: education, experience, and ethics. These principles unite a global community of professionals who understand that technical expertise must be paired with integrity, judgment, and service. The ultimate goals remain unchanged: Financial Independence and Personal Security.

IARFC members represent a high standard of professional achievement. Their designations and credentials reflect meaningful education, documented experience, and demonstrated competency.

Through our Ethics Approved program, we emphasize character and accountability in every client relationship. Consumers deserve professionals who possess both knowledge and a strong moral compass and who consistently place the client’s interests first.

The need for qualified financial guidance has never been greater.

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Across the world, individuals, families, and businesses are navigating economic uncertainty and increasingly complex financial decisions. IARFC consultants help clients define goals, organize information, analyze needs, evaluate solutions, and implement practical plans. In doing so, they empower people to save, invest, insure, and prepare for a more secure future.

To support this responsibility, the IARFC maintains rigorous standards for designated and credentialed members, including requirements for education, experience, examination, licensing, ethics, continuing education, recertification, and professional conduct. These standards serve as expectations for members and as safeguards for the public.

This August, the IARFC will reach an important milestone by convening its first Asia Pacific Regional Council in Manila, Philippines. National Chapter Leadership teams will gather for strategic planning to establish priorities for the next three years. This historic event reflects our commitment to building a stronger global community, expanding our impact across borders, and strengthening cooperation among leaders.

One priority is developing a framework to adapt the U.S. Chapter’s Annual Financial Planning Competition internationally.

Expanding this initiative can elevate excellence, inspire emerging professionals, and establish shared standards of achievement worldwide while reinforcing disciplined planning and ethical decision-making.

The Council will also focus on integrating the new Registered Financial Student (RFS) initiative at their national level. Engaging future consultants early strengthens national Chapters and develops leaders grounded in competence, service, and ethical responsibility.

Another objective is expanding access to IARFC Forums, Summits, and educational resources through translation and localization efforts.

Increasing accessibility enables members to strengthen their practices and participate more fully in the global exchange of ideas, especially as our profession embraces Augmented Intelligence and Behavioral Finance.

Ours is a noble profession requiring courage, dedication, and perseverance. We are fortunate to be guided by volunteer leaders committed to advancing our Mission and strengthening our profession.

As Earl Nightingale observed, “Success is the realization of a worthy ideal.” The leaders gathering in Manila are focused on worthy ideals and meaningful outcomes.

Until then, let us remain patient yet persistent, graceful yet persevering, and humble yet determined: Carpe Diem et Tuere Futurum Seize the Day and Secure the Future.

Contact: (800) 891-8797 chair@iarfc.org Page 7

Making the Most of Your IARFC Member Benefits Leonard Simpson, RFC® IARFC CEO

One of the greatest strengths of the IARFC has always been our commitment to providing practical, real-world value to our members.

Beyond credentials and networking, we strive to offer tools, education, and resources that help financial professionals grow stronger practices, better serve their clients, and remain competitive in an ever-changing industry.

That is why we continue to place such a strong emphasis on practice management resources and educational programming.

Those who attended our recent Virtual Financial Forum saw firsthand the quality and relevance of the Practice Management tools and presentations that were shared.

From client communication strategies to business development ideas, technology integration, succession planning, and operational efficiency, the Forum provided actionable ideas that consultants and practitioners could immediately begin applying within their own businesses.

The response from members was overwhelmingly positive because the sessions focused not just on theory, but on practical solutions that can help professionals improve and grow.

Building on that momentum, we are excited to announce the upcoming IARFC Virtual Summit, taking place September 16 and 17. Amazingly, this will be our fourth Summit, and each year we continue to grow, improve, and expand the value we provide to our members.

This year’s Summit will once again feature a combination of favorite presenters and exciting new voices who will address topics that matter most to today’s practitioners. The financial services profession continues to evolve rapidly, and our goal is to ensure members have Page 8

access to timely information, innovative ideas, and practical strategies they can use every day.

We will be introducing a new cohost to join Cheryl Fainelli, RFC® to this year’s program while continuing the tradition of outstanding panel discussions led by one of our member favorites, Jeremy Nason, RFC ®. Jeremy has a unique ability to engage presenters, encourage meaningful conversation, and bring out practical insights that resonate with consultants at every stage of their careers.

As an Association, we are continually looking for ways to progress and provide members with benefits that go beyond a designation on a business card.

Education today must be usable, relevant, and immediately applicable. Our focus remains on bringing our membership tools and resources that can truly support the day-to-day challenges and opportunities faced by financial professionals.

Whether it is improving operational systems, enhancing client relationships, strengthening marketing efforts, or staying current with regulatory and industry trends, we want our members to feel supported and equipped.

efforts ensure that our members receive a high-quality professional experience. Their commitment to excellence reflects the values of the IARFC and our desire to continually improve the member experience.

I encourage every member to take full advantage of the educational opportunities and practice management resources available through your Association membership. These are benefits designed specifically to help you succeed professionally while strengthening the service you provide to your clients.

Please mark your calendars now for September 16 and 17 and plan to join us for the 2026 IARFC Virtual Summit. We look forward to bringing together another outstanding group of presenters, panelists, and industry professionals for two days of learning, collaboration, and professional growth.

Together, we continue moving forward — learning, improving, and building stronger practices for the future.

Programs like the Virtual Financial Forum and the Virtual Summit are an important part of that mission.

Of course, events like these do not happen without a tremendous amount of hard work behind the scenes. We are incredibly fortunate to have a competent, dedicated, and hardworking team that continues to bring these programs to life. From organizational planning and educational development to technical production and day-of coordination, their The Register | Vol 27 No 3 2026

Director of Ethics

Your IARFC Member Benefit

Gary Padussis, RFC® IARFC Trustee

Question: How should I document conversations and recommendations to protect both the client and my practice?

Answer:

As Director of Ethics for the International Association of Registered Financial Consultants (IARFC ®), I cannot explain enough the importance of having a proper Client Relationship Management System or CRM. Memorializing client conversations and meetings into a CRM protects both your client and you.

Proper documentation of every conversation, recommendation of product(s), client objectives, and anything else related to your business with the client is essential and serves as a primary defense in the event of a client dispute or misunderstanding.

The exact date and time of meeting should be recorded including all attendee names that participated in the meeting. Also, what type of meeting was it? Was it a virtual meeting, an in or out of office face-to-face meeting, or a telephone conversation?

There are Core Principles of properly of documenting a business interaction with a client. This includes the following: Be Objective. Documentation into the CRM should only include facts from the meeting.

Avoidance of emotional or judgmental notes is essential.

Be Timely. CRM documentation should be done immediately after the meeting when the

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information is still fresh in your mind. It may be that you or someone in your practice take notes during the meeting, that they are reviewed with the client towards the end of the meeting for accuracy and then transcribed into the CRM system.

Be Precise. Documentation into the CRM system is only as accurate as the person who writes it. Be as precise and accurate as possible when documenting notes from a client meeting. If after you have time-stamped a note in the CRM and you believe something was not included, go back and either edit or write another note into the system.

There are several CRM systems available to both financial consultants and insurance agents. Find the CRM system that your company offers and approves or investigate the best CRM system for your practice. Also, there is Artificial Intelligence (AI) recording of client meetings available that will transcribe your conversation with a client right into the CRM. Using AI as part of your CRM transcribing may provide better accuracy as to note taking and all that was discussed during your meeting.

In the event of a customer dispute, or anything else, having documentation that is time-stamped and properly documented and can be made available to management, industry, and legal authorities is essential for your clients and your protection.

Contact Me:

I am going to be writing more about using a CRM system in future publications of the Register. Always feel free to contact me at gpadussis@iarfc. org with your question.

Structure for a Systematic Scalable Financial Planning Process Imagine software so advanced, it can quickly and easily show the impact of different financial planning decisions on a client’s plan. Income InSight provides the structure for a systematic, scalable financial planning process and a comprehensive alternative to other programs where you piece together a plan.

Replace multiple tools in your “tech stack” and understand the key variables of life expectancy, tax efficiency and sequence of withdrawals.

Plus, with a subscription to any of the Covisum tools, you get an entire support team to help you answer subject matter and software questions.

Member Link: https://covisum.com/iarfc/ Phone: (877) 844-7213 email: sales@covisum.com

Members 20% Discount Page 9

BOARD GOVERNANCE, STEWARDSHIP, AND MEMBERSHIP GROWTH For IARFC and its members, By-Laws are more than operating rules or a filing requirement. They are the framework for trust, accountability, continuity, and disciplined governance.

The Board of Trustees is charged with protecting the Mission, ensuring ethical leadership, maintaining financial oversight, and safeguarding long-term sustainability. Trustees steward IARFC's reputation and the trust placed in them by members, clients, stakeholders, and the public. Good By-Laws keep that stewardship clear, practical, and enforceable. diligence, and accountability.

Members deserve leadership that protects the IARFC name and honors the standards we promote.

Setting strategic direction and vision begins with clarity. The Board of Trustees must define IARFC's purpose, long-term goals, and measurable path forward for members and Chapters. This requires attention beyond today's agenda and the discipline to anticipate market, regulatory, and professional change. It demands preparation for tomorrow's opportunities, risks, and changing member needs. Our By-Laws help ensure strategic decisions are made consistently, transparently, and in the best interests of the Association and its growing international reach.

Upholding ethical and fiduciary standards is central to our credibility and legitimacy. Trustees must act with integrity, loyalty, care, and sound judgment in every meeting and vote. Every decision must place the Association above personal preference, convenience, or short-term pressure. The ByLaws reinforce this duty through clear expectations for conduct, responsibility, disclosure, due Page 10

Ensuring sound financial management and accountability protects our future.

Responsible stewardship requires disciplined budgeting, careful oversight, clear reporting, timely review of assumptions, honest discussion of tradeoffs, and practical controls over revenue, reserves, and expenditures. The Board of Trustees must ensure that resources are aligned with mission-driven priorities, not distractions. Our By-Laws provide structure for prudent decisions and transparent governance. They help guard against drift, waste, avoidable risk, and choices that weaken long-term sustainability.

Supporting and evaluating executive leadership is a critical Trustee responsibility. Strong associations require effective operational leadership, constructive oversight, and measurable expectations. The Trustee Board must hire, support, guide, and evaluate executive leadership with professionalism and fairness. This relationship must be disciplined, mission-centered, and clearly understood by all parties. IARFC's By-Laws also ensure industry educational standards and testing rigor are adhered to, so our

designations and credentials maintain their elite status. The By-Laws define the lanes of responsibility so governance and management work together without confusion, duplication, or neglect, and so performance is understood and improved.

Protecting the Association's Mission and values is the heart of trusteeship. IARFC exists to serve members and elevate the financial consulting profession. Our values cannot be diluted by convenience, politics, or short-term thinking. The By-Laws preserve continuity and keep the Mission central to every major decision, program, and priority. They also ensure full attention is given to growing IARFC's global community with purpose, consistency, and accountability across borders, cultures, and generations.

Strengthening public confidence and professional credibility requires consistency. The public must see IARFC as principled, disciplined, and worthy of trust.

Members must see that standards apply equally and leadership is accountable. The By-Laws support confidence by defining authority, process, responsibility, and fair governance procedures, especially when we address standards, discipline, and member expectations. Credibility is earned through repeated evidence that governance is ethical, effective, transparent, and focused on the public interest.

Serving as ambassadors and advocates for the Association is a duty every Trustee and Chapter The Register | Vol 27 No 3 2026

leader must embrace. Advocacy means championing the mission, building strong relationships, and expanding the Association's impact.

It also means speaking clearly about the value of membership, professional affiliation, and active participation. All Chapters have one singular primary mission: to enhance membership. Growth, engagement, and member value must remain central to Chapter activity and leadership attention.

The IARFC Board of Trustees remains focused on Education, Experience, Ethics, and Elite status.

These four commitments define the value of our professional community and the standards we advance. The IARFC By-Laws Committee has just completed its 2026 review of the By-Laws. That work strengthens our governance foundation, supports credential quality, strengthens global member value, and clarifies our path forward. It sets the stage for us to Seize the Day and Secure the Future.

As Chair of the Board of Trustees, I consider it an honor and privilege to help navigate this ship. It is also a duty and a responsibility. These By-Laws are our chart, our compass, and our discipline when conditions are calm or difficult. I am grateful to serve with a crew of highly talented, dedicated, and committed volunteers and staff. Together, we will protect today, prepare for tomorrow, and grow IARFC with purpose and resolve.

IARFC Trustee Chair Contact: (800) 891-8797 chair@iarfc.org

Updated By-Laws Available The most recent version of the By-Laws can be found on the IARFC Website (dated 7/10/26). www.iarfc.org/who-we-are/ governing documents.

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A Historic First: IARFC Asia Pacific Council to Hold Its Inaugural In-Person Meeting You’re Educated, Experienced and Ethical... Now Claim IARFC Status.

History will be made this August as the International Association of Registered Financial Consultants (IARFC ®) convenes the first-ever in-person meeting of the Asia Pacific Council (APC) in Makati City, Philippines. This landmark gathering represents a new chapter of collaboration, leadership, and international unity as the IARFC continues to expand globally.

Hosted by the IARFC Philippines Chapter at the Makati Sports Club, the meeting will bring together representatives from Vietnam, Indonesia, the Philippines, and the IARFC Board of Trustee Chair from the United States, along with several Chapter staff members.

Leading the meeting will be Dr. Frankie Lo, RFC ®, Chair of the IARFC Asia Pacific Council and President of the Vietnam Chapter.

During five hours of strategic planning, Council members will focus on strengthening chapter development, expanding educational opportunities, promoting IARFC designations, and advancing the IARFC Mission throughout the Asia Pacific region.

The gathering also reflects the outstanding hospitality of the IARFC Philippines Chapter. Grace Escobar, RFC ® Chapter President, has

coordinated the venue and an evening fellowship featuring dinner and one of the Philippines’ favorite traditions... karaoke. Following the strategic sessions, delegates will have the opportunity to strengthen friendships and deepen the relationships that make international collaboration successful.

IARFC Trustee Chair Alan Kifer, MRFC ® shared these inspiring words: “Praying for harmony at home, peace abroad and a greater bond of dedicated commitment to IARFC’s Mission and Purpose.

Together we are stronger than anything we can imagine, and yet we are dependent on the contributions of every individual.

Our activities and actions are already leading to future success.

Thank you for your unwavering support, energy and efforts.”

The inaugural Asia Pacific Council meeting marks the beginning of an exciting new era for the IARFC. Through shared leadership, innovative ideas, and lasting friendships, these dedicated leaders are laying the foundation for continued growth throughout the Asia Pacific region and demonstrating that collaboration across borders strengthens the entire IARFC community.

Meeting Objective Transform ideas into measurable action that strengthens every Asia Pacific Chapter.

Action Priorities • Global Financial Planning Competition Launch chapter competitions leading to the first Asia Pacific Regional Championship.

•

RFS Initiative – "Give Them a Home" Expand the Registered Financial Student (RFS) program into universities to build the next generation of IARFC professionals.

•

Translate IARFC Resources Create a regional task force to translate white papers and educational materials into local languages, making IARFC resources more accessible across Asia Pacific

One Meeting. One Vision. One Stronger Asia Pacific Council.

Page 11

The answer is simple: they had consultants. They did not have a team. There is a profound difference.

The Fear Nobody Talks About I have spoken with financial consultants across the world, and there is something rarely said out loud: many consultants are quietly afraid of collaboration. Not because they are selfish, because they are insecure.

Let me tell you about a family I worked with that had done everything right... and still nearly lost everything.

Dr. Sanjay Tolani Founder of the Tolani Family Office in Dubai Dr. Tolani is an internationally recognized authority on intergenerational planning and financial structure design. He holds a Doctorate spanning Economics, International Law, Finance, Banking, Insurance, Investments, and Risk Management, alongside multiple undergraduate and postgraduate qualifications in actuarial science. He serves on the board of Goodwill World, a multi-family office advisory firm operating across 53 countries, and is the Founder of the Tolani Family Office Academy, the world’s first comprehensive certification programme built entirely on real family office practice. Dr. Tolani is the author of 17 books on financial planning and has guided families across the GCC, Southeast Asia, South Asia, and Europe in building structures that endure across generations.

He can be reached at sanjay@ sanjaytolani.com.

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They had a brilliant estate attorney, a sharp tax consultant, a diligent CPA, a trusted banker, and an insurance consultant who had placed a very respectable policy on the patriarch’s life. Five professionals, all excellent at their craft, all genuinely committed to this family’s future.

The problem? Not one of them had ever sat in the same room together.

The attorney structured the trust without knowing what the insurance policy said. The tax consultant recommended a jurisdiction without understanding how it interacted with the estate plan. The CPA filed returns on assets the banker did not know existed. The insurance consultant worked from a net worth figure that was already outdated.

When succession occurred, the consequences were not dramatic.

They were quiet, expensive, and entirely preventable: months of remediation, six-figure legal bills, and a family left asking why five trusted professionals still produced a broken result.

Your Client Has Five Consultants.

None of Them Talk to Each Other.

And that is not the client’s problem.

It is yours to solve.

They worry that introducing a client to a tax attorney will weaken their own relationship. They worry a CPA will appear more knowledgeable.

They worry that sharing information diminishes their standing as the trusted professional. I understand this fear. I held some version of it early in my career.

But after decades working with multi-generational families across jurisdictions, I learned this: Stop Being the Best-Kept Secret on Your Client’s Consultanty Team.

The consultant who hoards access loses the relationship to the one who builds it.

High-net-worth clients are not looking for someone who knows everything. They are looking for someone who can orchestrate everything. That distinction matters.

One is a technician. The other is a trusted architect. Architects rarely get replaced by the people they invite into the room.

Everyone’s Consultant Is Nobody’s Coordinator Over more than two decades at the Tolani Family Office, I have seen the same structural failure repeatedly. It is rarely poor investment advice or inadequate insurance. It is fragmentation.

Attorneys, tax consultants, financial consultants, insurance specialists, and bankers – all competent and well-intentioned – operate independently, each optimizing for their own specialty.

The attorney structures for estate tax efficiency.

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The consultant allocates investments without considering trust distribution rules.

The tax consultant recommends a jurisdiction that complicates insurance structures.

Each recommendation makes sense individually. Together, they create friction.

Brilliant Alone, Dangerous Together.

The most costly consultanty situations are not created by incompetent professionals. They are created by excellent ones who never meet.

The solution is not adding more consultants. It is assigning one person to hold the complete picture. That role belongs naturally to the financial consultant.

The Tolani Roundtable Framework Over years of working with multigenerational families, I developed what I call the Tolani Roundtable Framework. The concept is simple.

The Conductor Has No Instrument.

The most powerful consultant in the room is not the one dominating it.

It is the one running it.

The Roundtable brings together five professionals around meaningful client relationships: Tax consultant, Estate attorney or solicitor, CPA or auditor, Private banker, Corporate secretary or compliance specialist (when applicable). Each contributes expertise. Only one person usually sees the full picture of goals, values, risks, and legacy intentions.

That person is often the financial consultant.

Step One: Map Before You Match Before forming alliances, map the consultanty gaps among your top clients. Where are tax exposures?

Which estate documents have gone untouched? Who is unaware of the trust structure? Your gaps become both your agenda and your opportunity.

Step Two: Lead With a Referral, Not a Pitch The fastest way to build professional alliances is to send business first.

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Identify a CPA or attorney whose Good Consultants Advise. Great work you respect. Refer a client, then Consultants Orchestrate. say: “I referred this client because Especially across borders, where the their situation is genuinely complex. I gaps between consultants cost the would love to discuss how we might most. coordinate cases like this moving forward.” You create goodwill and Very few professionals lead this open the door to collaboration. work. That scarcity creates opportunity. Build relationships Step Three: Institutionalize the before you need them. Identify Introduction Do not leave trusted counterparts in jurisdictions coordination to chance. Create a your clients frequently touch. standard process: For significant Attend international planning new client relationships, hold a forums. Join organizations with roundtable within the first 90 days. global membership. Create your network during calm conditions so Every professional meets every other it is ready when complexity arrives. professional. The goal is shared understanding.

One practical exercise: Build a jurisdiction map for every high-netI once documented a case involving worth client. List every country tied a successful multi-generational to: assets, residency, citizenship, family with assets across several banking relationships, immediate jurisdictions. Eight years of family. Then ask: Do you have consultanty drift had accumulated. trusted professionals in each The insurance specialist had not location? If not, that becomes your spoken with the estate attorney in next alliance. four years. The tax consultant had recommended a jurisdiction You Are Not the Smartest Person inconsistent with the trust. No one in the Room. Be the One Who knew what anyone else had recently Built the Room. done. The cost was measured in money and months spent untangling When you become the architect of contradictions that one annual your clients’ professional team conversation could have prevented. rather than simply one participant, three things happen.

The Missing Seat at Every Client’s Table and Why It Should Be Yours. First, client retention deepens.

Not the loudest voice. Not the most Clients who feel coordinated across credentialed. The one who built the all their consultants rarely leave. room.

You become the thread holding everything together.

When Your Clients Live Across Borders The Roundtable Framework Second, referrals multiply. becomes essential for globally Attorneys, CPAs, and bankers mobile clients. Consider a typical become sources of introductions. client today: She built her business Collaboration tends to return value in one country. Owns real estate in many times over. two others. Has children building careers abroad. Has a spouse with Third, your cases increase in different citizenship and tax complexity and significance. The residency. Her will was drafted years consultant who can coordinate ago and never revisited. This is cross-border estate planning, increasingly normal. insurance structures, trusts, and tax strategy operates at a level that For these clients, coordination must commands stronger relationships extend internationally. The domestic and greater opportunity. tax consultant must understand cross-border implications. The estate Everyone’s Consultant Is Nobody’s attorney must recognize that a valid Coordinator. will in one country may fail in Claim the role before someone else another. The banker must does. Build the table. Set the understand international reporting agenda. Run the meeting. That is obligations. not just good business. That is what it means to be a truly great financial consultant.

Page 13

Military and Veteran Personal Finance: The Benefits Gap Too Many Veterans Are Still Living With

For many veterans, the most important financial planning conversation is not about investments, retirement accounts, or budgeting. It is about whether they are fully using the benefits they already earned. Too often, veterans pay out of pocket for healthcare, dental work, vision care, long-term support, adaptive equipment, home services, or family assistance that may be available through the Department of Veterans Affairs (VA), state programs, or veteran-focused nonprofit organizations.

That is not just a paperwork issue. It is a financial planning issue.

VA disability compensation is tax-free and based on a veteran’s disability rating, dependent status, and other qualifying factors.

Updated compensation tables are released annually, and for many veterans, this monthly income can significantly impact cash flow, debt reduction, emergency savings, housing stability, and retirement readiness. However, the disability rating is only part of the picture. A service-connected rating can also influence access to VA healthcare, priority group placement, and additional benefits that reduce or eliminate major household expenses.

This is where many veterans miss the real value. They often think of a VA disability rating as “just a check.” In reality, it can serve as the gateway to a broader financial safety net. Depending on eligibility, veterans may access healthcare, prescriptions, mental health services, vision and dental care, Special Monthly Compensation, Aid and Attendance, caregiver support, Page 14

housing assistance, education benefits, state tax benefits, and nonprofit resources.

From a financial planning standpoint, these benefits are foundational. Every dollar a veteran does not spend out of pocket can be redirected toward financial stability. Reduced healthcare costs can accelerate debt repayment.

Disability compensation can provide reliable income. VA care can reduce pressure on retirement assets. Aid and Attendance can offset longterm care costs. Vision and dental benefits can prevent delayed care due to cost. These are not extras— they are essential components of a veteran’s financial life.

The challenge is that many veterans never file, under-file, or stop after an initial decision. Some avoid the process due to its complexity.

Others believe their situation is not severe enough. Some assume that being able to work disqualifies them. Others had negative experiences with the VA in the past or simply lack awareness of available benefits. This hesitation can cost veterans and their families tens or even hundreds of thousands of dollars over a lifetime.

Financial professionals working with veteran households need to be more proactive. While they do not need to become VA claims experts, they should ask better questions.

Has the veteran filed for disability compensation? Have they reviewed their rating recently? Are all serviceconnected and secondary conditions documented? Are they enrolled in VA healthcare and aware of their priority group? Are they paying out of pocket for services

that may be covered? Has a surviving spouse explored available benefits? Has an aging veteran considered Aid and Attendance?

The claims process itself requires careful navigation. Veterans should understand the difference between free assistance from VA-accredited Veterans Service Organizations (VSOs), accredited claims agents, and attorneys, versus unaccredited companies that may charge excessive fees. Accredited professionals are authorized to help veterans file claims or request reviews, while consumer protection agencies have warned about unaccredited “consultants” who may not operate transparently.

The goal is not to discourage all third-party involvement, but to encourage informed decisions.

Veterans should understand who they are working with, how fees are structured, whether the individual or organization is accredited, and whether the approach is ethical and evidence-based.

Another often misunderstood aspect of the claims process is the role of medical evidence. VSOs, accredited agents, and attorneys are not medical providers. They cannot diagnose conditions or establish the medical nexus required to connect a condition to military service. Their role is to organize and present evidence.

This is where qualified third-party medical professionals can play an important role. Strong VA disability claims depend on clear, welldocumented medical evidence, including diagnoses, nexus opinions, and evaluations aligned The Register | Vol 27 No 3 2026

with VA standards. Veterans relying solely on incomplete or unclear medical records may be under-rated or denied.

Independent medical providers familiar with the VA system can help bridge this gap with detailed evaluations and producing the documentation needed for accurate decisions. When used appropriately, this can significantly strengthen a claim and improve outcomes.

However, veterans should approach this area with the same diligence they would apply to any financial or legal decision. Not all providers operate with the same level of integrity, and costs can vary widely.

Understanding the services, fee structures, and experience with VA requirements is essential.

When combined effectively, these roles are complementary. Medical professionals establish and document evidence, while accredited representatives organize and present that evidence to the VA. Together, they create a more complete claim and increase the likelihood of a fair outcome.

Beyond the VA, there is also a significant nonprofit resource gap.

Large national organizations often receive the most visibility, but smaller local veteran nonprofits are frequently doing critical work with less recognition. Such organizations provide assistance with mobility equipment, adaptive sports, mental health services, service dogs, housing support, food assistance, home repairs, caregiver relief, employment coaching, and community connection.

For financial professionals, this highlights the importance of expanding the scope of planning.

Veteran financial planning should include resource mapping. What local nonprofits are available? What county veteran service offices exist?

What state-level benefits apply? Are there property tax exemptions for disabled veterans? Are there tuition benefits for dependents? Are there grants for home modifications or caregiver support?

These are not peripheral considerations, they are central to a veteran’s financial picture.

The Register | Vol 27 No 3 2026

The financial impact of accessing these resources can be substantial.

An increased disability rating may result in higher monthly compensation. Eligibility for VA healthcare can reduce insurance and medical expenses. Aid and Attendance can offset long-term care costs. State tax benefits can improve household cash flow.

Nonprofit assistance can prevent debt accumulation for necessary equipment or services. The cumulative effect can be lifechanging.

Achieving this requires a cultural shift. Many veterans are conditioned to endure hardship, minimize challenges, and avoid asking for help. While this mindset may have served them during military service, it can create financial strain afterward. Accessing VA benefits is not a sign of weakness or charity. It is the use of earned compensation tied to service.

Consultants should address this directly. If a veteran is eligible but does not apply, they may be leaving significant financial and healthcare resources unclaimed. If they never revisit their rating as conditions worsen, they may be underutilizing benefits. If they pay out of pocket for services that could be covered, they may be weakening their financial position unnecessarily.

A practical framework for veteran financial planning includes five key steps. First, document everything— service records, medical records, treatment history, prescriptions, and prior VA decisions. Second, review current benefits, including disability rating, healthcare enrollment, priority group, and any prior denials. Third, work with qualified, accredited assistance to navigate the claims process. Fourth, map resources beyond the VA, including nonprofits, state programs, and community support. Fifth, integrate all benefits into the financial plan, incorporating compensation, reduced expenses, and support services into cash flow, retirement, insurance, and estate planning.

For financial professionals, the message is clear: veteran planning requires specialized awareness.

Consultants cannot assume that veteran clients are fully utilizing

available benefits. Many are not.

They may not understand what they qualify for or how different benefits interact. They may not know the importance of a service connection, even at a 0% rating. They may not realize that surviving spouses may also be eligible for benefits. They may not be aware of local resources that could reduce their expenses.

The VA system is not perfect. It can be complex, slow, and frustrating.

However, ignoring it is not a viable strategy. For many veterans, accessing earned benefits is one of the most impactful financial planning decisions available. It can increase income, reduce expenses, improve healthcare access, support aging needs, protect families, and create financial stability.

Veterans served in a system that demanded discipline, sacrifice, and resilience. After service, they should not have to navigate a complex benefits landscape alone or pay for services they may already be entitled to receive. Understanding, accessing, and maximizing veteran benefits is not just administrative, it is a critical component of effective financial planning.

Dr. Steven Crane, RFC® Contact: (513) 806-2692 admin@financiallegacybuilders.com www.financiallegacybuilders.com Dr. Steven Crane is the founder of Financial Legacy Builders – a financial planning firm dedicated to serving working-class families and individuals who have been overlooked or priced out of traditional wealth management. A former homeless veteran turned financial planner, he brings a unique blend of real-world experience, academic expertise, and behavioral coaching to help clients build stability and long-term financial confidence.

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Member Focus Nathan Boyle, MRFC®

With a passion for advanced planning and financial education, Nathan Boyle has built a career focused on helping both clients and fellow advisors navigate complex financial strategies. Serving as Vice President, Chief Investment Officer, and Financial Consultant with Peterman Financial Group in Springfield, IL, Nathan has spent the past twelve years developing expertise in areas including trust planning, business succession, retirement planning, estate planning, high-net-worth strategies, and insurance solutions.

Nathan as an “Apex Award” recipient

Recognized for his leadership and industry knowledge, Nathan was one of only twelve Financial Consultants selected by Money Concepts to serve on its Advanced Planning Team, where he helps learn, implement, and teach sophisticated planning concepts to advisors across the organization.

A dedicated member of the International Association of Registered Financial Consultants for more than a decade, Nathan credits the Association with playing a pivotal role early in his career. Earning both the RFC ® designation and MRFC ® credential provided him with confidence, professional distinction, and valuable educational resources that helped shape his path in the financial services industry.

Now serving on the IARFC Board of Trustees, Nathan shares his perspective on professional growth, advanced planning, and the future of the financial consulting profession. Let’s get to know Nathan…

Register: Give us your personal career roadmap. It’s always interesting to know how you first chose and continue a career in financial services.

Nathan: This is a fun one for me!

My background and college degree was in biology (a Masters in Cell & Molecular Biology, to be exact), and, although I am still a science nerd, I knew that field was not the right fit for me professionally. I was presented with the opportunity to join my current firm back in 2012 and I fell in love with the combination of the intellectual challenge this industry presents along with the ability to change peoples lives. Fourteen years later, I am still rolling and loving every minute of it.

Register: Who were/are your mentors? What are the most important lessons they have taught you?

Nathan: I have had several impactful mentors over the years, but none have impacted me greater than my boss and fatherin-law, Bill Peterman (founder of Peterman Financial Group). When I first entertained this industry, I was reluctant because I viewed it as too pushy, but Bill showed me that Page 16

through an independent and nonproprietary firm, along with the right approach, you can be transformative in someone’s life for both the client themselves and the generations to come.

Register: Explain the relationship between you being part of Money Concepts and the Peterson Financial Group. How do the two entities work together to enhance your financial career?

Nathan: Money Concepts is my Broker Dealer while Peterman Financial Group is the firm I work for.

I view Money Concepts as a support system for an independent firm. They are exceptional at helping us with compliance, marketing, technology, and operations.

Register: Congrats on being part of the Money Concepts Advanced Planning Team.

Why do you feel you were selected?

forming an Advanced Planning Team comprised of already successful, active Money Concepts advisors. Other firms around the country have had Advanced Planning Teams before, but it was always made up of dedicated Advanced Planning staff members.

Our team helps other Money Concepts advisors close big cases, learn and implement strategies related to trust planning, business planning, insurance planning, succession planning, etc.

I think the primary reasons I was asked to be part of this team were mostly due to our office, Peterman Financial Group’s, success as well as the work I constantly put into furthering my mastery/education of this field.

Nathan as one of the Keynote Speakers at last year’s Money Concepts’ National Conference

Nathan: Money Concepts did something groundbreaking in The Register | Vol 27 No 3 2026

Nathan Boyle, MRFC® Register: According to your bio, you teach sophisticated planning concepts to advisors across the organization. Can you give an example of what that means?

Nathan: Many advisors across the country find a comfort zone and stick to it. For example, asset accumulation or selling a specific product. There is nothing wrong with this, but it also limits your abilities to assist more complex cases and/or land larger (high net worth) clients.

A case I am currently assisting another advisor on incorporated many different elements of the financial realm; a business consultation agreement, a business valuation, making sure a business insurance is in place (buy-sell, key-man, etc.), and talking through business succession options such as leveraging an ESOP or CashBalance plan for an internal transfer or searching for an external sale.

Register: The Vision from Peterson Financial Group is to be “your most trusted advisor based on professional knowledge, integrity, and personalized service”. How do you embody those goals in relation to clients?

Nathan: The embodiment of this vision is in how many times we communicate to a new prospect that their current holdings and/or portfolio is actually pretty dang good. The face we get after this conversation is priceless. The prospect is waiting for the “sell”, but we act in their best interest always and display this by many times saying their current advisor is doing a great job.

We may sacrifice some short-term sells by doing thing, but long-term, our image in our area has led to massive success and trust.

Register: Why did you join the IARFC initially?

Nathan: I was introduced to the IARFC through my Broker Dealer, Money Concepts, and in particular, The Register | Vol 27 No 3 2026

Barry Dayley, MRFC ® who you all know very well. I have tremendous respect for Barry, and he talked about the IARFC with such passion and energy I had to check it out.

The RFC became my very first designation in this industry and I was proud of that.

Register: Continuing your IARFC involvement, why were you interested in being on the IARFC Board of Trustees?

Nathan: I was encouraged to apply for the Board position by Barry and as I said in another answer, I have deep respect for him I was also honored to even be considered.

After talking to Barry and hearing more about the Board, it was a no brainer for me. This Association has a deep passion for financial education, and in particular, a global financial impact.

Register: The IARFC is based on a set of Guiding Principles where LOVE is a valued canon.

Borrowing from an older popular song…

What’s Love Got To Do With It?

it is to fellow Millennials and younger generations that your social media presence be felt, but more importantly, look clean and professional.

Register: You have a keen sense of the value of the IARFC as a “Global Community”. How is this relevant to an Association Member?

Nathan: I once had someone ask me why they should consider the IARFC over some other associations out there. I asked them a simple question, do you have any interest or care of how money is looked at, viewed, and experienced in other countries? They said yes, absolutely.

Well, the IARFC literally has Chapters around the Globe. Not

Working with Bill Peterman on their weekly radio program “Money Talk”

Nathan: Love is often used in a superficial or romantic sense, so too many people lose sight of what the deeper meaning implies. Love is a respect for life, and in its truest form, is rooted in wanting to see any and every one laugh, smile, and have the basic life essentials.

only that, but these Chapters share.

Leaving a Global imprint is something very little people on this Earth can say they did, but YOU CAN, as an IARFC member.

Register: Explain your interest in working with the IARFC Social Media and a few suggestions for those who wish to improve their online presence.

Register: Since you are the recording Secretary for the IARFC Board Meetings, what is the importance of having these meeting notes archived and how do you document your own client interaction?

Nathan: Social Media, for better or for worse, is woven into the fabric of everything we do. Beyond that, it is a reflection of HOW we want to be perceived. As a Millennial who grew up with limited internet to now seeing it become what it is today, I have communicated how important

Nathan: Notes have various levels of use and importance; from documenting, to follow-up, to compliance. All of these items are extremely important, but the more important thing to me is that it demonstrates a system and process.

Companies, associations, and Page 17

Advisors that use a process succeed, those who don’t, struggle.

Register: Recently at the IARFC Financial Forum, there was a presentation on ageism and working with elderly clients. What have these clients taught you in understanding that stage of financial life?

Nathan: Elderly clients are often the most insightful because they have dropped the facade of fake personalities or, a filter, for the matter. The one thing I most commonly hear from my clients age 85 and beyond is that they wish they thought of money in a generational sense rather than just accumulation. I think this is an important lesson, because for decades it was accumulate and spend. Now, more people are interested in creating generation wealth for their loved ones as well. I think this is a beautiful thing.

Register: What does leaving a legacy mean to you and to the clients you serve? How do you stay positive to those who fear their financial future and maybe are entering the planning stage later in life?

Nathan: I first explain to my clients that legacy can mean different things, and it IS NOT solely tied to how much money you leave.

Everyone’s journey in life is different, and we all aren’t going to end up with $10 million dollars to leave, but, we can ALL leave a lasting legacy. I have seen some very creative things over the years, from scholarship funds to surprise life-gifting to notes/videos/journals.

Nathan’s Support System Daughter Nora, Wife Hilary, and son Bennett.

Tell your story, share your learned experiences, both good and bad, and be someone your family three generations from now can learn from.

Your IARFC Member Benefit

Register: Balancing work, family, and downtime is tough. How do you get away from work and clients and focus on personal relationships?

Nathan: This is a very personal question for me as it is something everyone on the IARFC Board already knows is very, very important to my personal values.

My family is my first priority, bar none. I don’t blame people who work long hours, but, for me personally, when I am off work I am present with my kids and that is the end of the story. I explain this to my clients, and I think it elevates the level of respect I get from them.

Sure, some have been disappointed that I won’t skip some family time to accommodate them for a weekend meeting, but I will not budge on this value.

The only element of this I want to pass on to folks reading is that yes, your family will remember how hard you work, but they will remember your presence even more. Go to their games, go to the school functions, coach one of their teams, have family dinners, and be on all the family vacations.

One question I once received on this… how can you be extremely successful and do this? Efficiency was my answer. Don’t waste your time at work. Get in and get done the things that need to be done in an efficient manner.

Performance Training and Coaching How to have a 90% closing ratio and an abundance of quality referrals without being pushy or controlling!

Sidney C. Walker: Sales Performance Author/Trainer, Coach, Champion of the low key approach for relationship oriented financial consultants.

What you will learn: • Essential sales skills • Interviewing skills • Prospecting skills • Organizational skills Access to: • Over $10,000 of client acquisition training materials • Over 90 hours of audio and • Hundreds of pages of printed material.

Https://www.SellingWithoutWrestling.com Contact: (866) 674-9479 Individual Coaching: www.sidewalker.com

Individual Coaching www.sidewalker.com Page 18

The Register | Vol 27 No 3 2026

Your IARFC Member Benefit Greater China Forums, Workshops, Graduations and Continuing Education Classes

Job Target Resource Center Graduation in Beijing

Job Target is your job resource center.

Everything you need to make your resume stand out, ace the interview, advance your career, and navigate the digital world through social media and digital communication.

• Resume Writing Tips Does your resume stand out from the crowd? Find resume tips and tricks to make sure it does.

• Interviewing Everything you need to know to prepare and ace that interview: preparation, performance, and followup.

• Career Advancement Learn how to build your brand, get promoted and move your career in the direction you want.

• Navigate the Digital World Networking and Social profile • Career Coaching Connect with an expert and get coaching customized to your specific goals.

• Career Planning Get career details including projected growth and wages, daily tasks, recommended education and skills and much more.

Members Log on through the IARFC Portal The Register | Vol 27 No 3 2026

IARFC Branding Materials on Display

RFC Workshops

China Development Center encompasses at least 12 cities including Beijing, Guangzhou, HungZhou, DaiLan, Shanghai, and Wuhan,.

Page 19

IARFC Canada Chapter Continues to Build Momentum Through Leadership, Visibility, and Professional Excellence The IARFC Canada Chapter continues to strengthen its position as one of the fastest-growing chapters within the International Association of Registered Financial Consultants (IARFC ®). Through dynamic leadership, active member engagement, and increased visibility at major industry events, the Chapter is advancing its mission of promoting ethics, education, and excellence throughout Canada's financial services profession.

A major highlight this year is the appointment of Pearl Rebellos as Vice President of the IARFC Canada Chapter. Pearl's extensive industry experience, collaborative leadership style, and unwavering commitment to professional development make her an outstanding addition to the executive team. Her appointment reflects the Chapter's continued commitment to developing exceptional leaders who will inspire consultants across Canada.

The Canada Chapter has also significantly expanded its profile by actively promoting the IARFC at several of North America's most prestigious industry conferences, including the MDRT Annual Meeting in Anaheim, California, the Conference for Advanced Life Underwriting (CALU) Annual Meeting in Ottawa, and the STEP Canada National Conference in Toronto. These events provided excellent opportunities to engage financial consultants, estate planning professionals, and industry leaders, highlighting the value of IARFC membership and its internationally respected professional designations.

Page 20

Special recognition is extended to Board Members, Vishal Taneja, RFC ® and Harris Jones, RFC ® who represented the Canada Chapter at these conferences. Through meaningful conversations with consultants and industry professionals, they successfully promoted the benefits of IARFC membership and the value of earning the Registered Financial Student (RFA™), Registered Financial Associate (RFA ®) and the Registered Financial Consultant (RFC ® ) designations, reinforcing the Association's commitment to professionalism, ethics, and continuing education.

The Chapter is equally proud to announce that Rhona Konnelly, RFC ® Executive Vice President of the IARFC Canada Chapter, will be a featured speaker at an upcoming global IARFC Virtual Practice Building Summit. Her presentation represents an important milestone for the Canada Chapter and reflects the growing recognition of Canadian leadership within the international IARFC community.

Rhona's participation will provide an opportunity to share her experience with the IARFC community at large.

Under the leadership of President, Chanchal (Sisi) Chakrabarti, RFC ® the IARFC Canada continues to build strategic partnerships, expand its membership, and promote the highest standards of ethical conduct and professional excellence.

Supported by an outstanding Board of Directors and an engaged membership, the Chapter is creating a vibrant community of financial professionals dedicated to lifelong learning and client-focused advice.

As the Canada Chapter continues its remarkable growth, it remains committed to empowering consultants, strengthening the financial planning profession, and enhancing the global reputation of the IARFC. The future is bright, and the Chapter looks forward to welcoming even more professionals who share its vision of excellence, integrity, and service.

Chanchal “SiSi” Chakrabarti, RFC ® IARFC Canada Chapter President

IARFC Pan American Council

The IARFC Canada Chapter is proud to participate in the newly formed IARFC U.S. Chapter Pan American Council, creating new opportunities for collaboration and shared growth across North America. By bringing together financial professionals from both countries, this partnership will foster the exchange of innovative ideas, best practices, and successful strategies that strengthen the profession.

Working together, we can increase awareness of the IARFC and cross-promote the value of our designations to financial professionals and consumers throughout Canada and the United States. I am excited to help develop this initiative and look forward to collaborating with Lisa Ford, MRFC ®, and the Council members in the months ahead.

The Register | Vol 27 No 3 2026

Exciting News! Appointment of the

IARFC Indonesia Ethics Board L: Safir Senduk, RFC ® is Indonesia's first Independent Financial Planner, having founded the Safir Senduk & Rekan Financial Planning Bureau in early 1998 and authored 10 books on financial planning.

M: Aidil Akbar Madjid, RFC ®, RIFP is the President of IARFC Indonesia Chapter.

R: Eko Endarto, RFC ® is a financial planner who founded Finansia Consulting in 2009 and holds the Registered Financial Associate (RFA ®) from IARFC from that time.

Strategic Partnership & Collaboration - MFPC Meeting with Malaysian Financial Planning Council (MFPC), May 2026 - Crossborder Certification RFA & RFC - RFP

Collaboration Easycash at UNESA Surabaya Financial Literacy with Easycash at UNESA Surabaya, April 2026.

Mirzan Hasan, RFA ® (Indonesia Director) gave a speech on financial literacy.

The Register | Vol 27 No 3 2026

About 100+ attendees joined the activity

Page 21

US Chapter Board Newest Member

Upcoming US Chapter Board Members

Jeremy Nason, RFC ®

Michelle Blair, RFC®

Robert Wolf, RFC®

My commitment to the IARFC is long-standing. I have proudly carried the RFC ® designation, completed the Association’s Financial Planning Process™ course, served as a speaker and cohost at the inaugural IARFC Virtual Practice Building Summit, and was featured in The Register’s member spotlight. I believe deeply in what the IARFC stands for — high educational standards, a strong code of ethics, and a genuine dedication to helping families spend, save, insure, invest, and plan wisely for the future.

As my current term as Secretary of the IARFC Board of Trustees comes to close due to term limits, I would like to express my desire to continue to participate as more than a member, but as someone who has concern and interest in the ongoing growth of IARFC. I feel that by being on the US Board, I can offer my experience gained on the Trustee Board, as well as continue my journey as a dedicated member.

With this opportunity to serve on the IARFC U.S. Chapter Board of Directors, I believe my experience as an entrepreneur, consultant, and financial professional can help strengthen the Association and support the success of its members.

I am fully prepared to fulfill the duties of a Director: to uphold the IARFC Code of Ethics, to actively serve on and contribute to committees, to support the Board’s membership and strategic goals, and to pursue the Master Registered Financial Consultant (MRFC ®) credential to further strengthen the brand. I will bring a collaborative, results-oriented approach and a sincere passion for elevating the professionalism of every member we serve.

Over the years I have continued as a member of the Editorial Committee, I was on the Ethics Committee until it became a duty of the US Chapter Board, wrote many, many articles that were published in The Register magazine and maintained a strong relationship with all the Board members and Home Office personnel.

As a US Chapter Board Director, I will continue in my efforts to participate and promote IARFC as the foremost professional Association offering practice management and business improvement guidance.

For more than two decades, I have built a membership-based practice supported by several businesses designed to meet my clients’ needs, including Terra Firma Business and Financial Consultants, an insurance agency, an RIA, a coaching business, an accounting firm, a marketing company, and a recruiting business.

I will bring practical experience in business development, practice management, and strategic growth.

My goal is to help members strengthen their practices, create new opportunities, and enhance the value of IARFC membership. I am committed to collaborating with fellow Board members and advancing the IARFC’s Mission of promoting education, ethics, and professional excellence.

Welcome from the US Chapter President Lisa Ford, MRFC ® “I am excited to welcome our new Board members, whose diverse backgrounds, experience, and perspectives will strengthen our Chapter and help guide our future. Each member brings a wealth of knowledge and practical insight that will enhance our discussions, challenge us to think strategically, and ensure we remain focused on serving our members with excellence. I look forward to working alongside a Board that is committed to innovation, collaboration, and the highest standards of professionalism. Together, we will continue building on the strong foundation that has been established while exploring new opportunities to advance the mission of the IARFC and elevate the value we provide to financial professionals across the United States.”

Page 22

The Register | Vol 27 No 3 2026

Build Tomorrow’s Financial Professionals Today with the Registered Financial Student (RFS™) Success in financial services begins long before graduation.

The Registered Financial Student (RFS™) membership from the International Association of Registered Financial Consultants (IARFC ®) helps students stand out while completing their undergraduate education.

Designed for students pursuing financial planning, financial services, insurance, and related degrees, the RFS program recognizes a commitment to professionalism, ethical conduct, and lifelong learning. It shows to employers that a student is serious about building a successful career.

RFS members gain access to a global network of financial professionals and fellow students, creating opportunities for mentoring, internships, networking, and career development. The program helps bridge the gap between classroom learning and real-world practice by introducing students to the professional standards and ethical principles expected throughout the industry.

For just $20 per year, students receive valuable IARFC resources, professional recognition, and connections to launch a career.

Then, the Registered Financial Associate (RFA ®) is available to recent graduates of an approved and vetted academic curriculum in financial services or financial professionals who have less than three years of experience in the financial services industry.

Whether your future is in financial planning, wealth management, insurance, or retirement planning, the Registered Financial Student program provides the credibility, experience, and professional foundation to help you succeed.

Start building your future today.

Become a Registered Financial Student (RFS™).

The Register | Vol 27 No 3 2026

Coffee with the Chairman Alan Kifer, MRFC ® Tuesday September 10, 11:00am EDT Join IARFC Chairman Alan Kifer, MRFC ®, for an exclusive RFS member webinar as he shares his journey from the U.S. Air Force to building a successful financial planning career.

While serving his final years in the USAF, Alan began preparing for a second career by earning his life insurance license and helping families through long-term care planning. After retiring from the military in 1996, he dedicated himself to professional growth, earning 23 designations and building successful firms in Texas, Arizona, and Tennessee.

Five Lessons for Success • Stay a student of the profession.

• Develop expertise in a niche market.

• Focus on solving problems, not chasing perks.

• Serve others and strive for daily progress.

• Find a trusted coach or mentor

“Plan your work, then work the Plan.”

Bring your coffee and your questions for an engaging conversation about leadership, lifelong learning, and building a meaningful career in financial services.

Registration Required Open to: RFS Members Educators (to invite their students) Past Plan Competition Students and Professors

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IARFC Trustee Chair Alan Kifer, MRFC® to Visit the Philippines for Historic Asia Pacific Council.

IARFC Trustee Chair Alan Kifer, MRFC ® will travel to the Philippines this August to participate in a series of significant events, highlighted by the first-ever in-person meeting of the IARFC Asia Pacific Council (APC) at the Makati Sports Club on August 14.

His visit will begin with courtesy calls to RCBC, the Insurance Commission, SLGFI, and InLife, followed by the landmark APC meeting. The day will conclude with a fellowship dinner and karaoke, providing an opportunity for chapter leaders from across the Asia-Pacific region to strengthen relationships and exchange ideas.

On August 15, Alan will also participate in the Philippines Annual Forum and the RFC ® Conferment Ceremony, celebrating the newest generation of financial consultants entering the profession.

Looking ahead to the visit, Alan shared: “The upcoming face-to-face Asia Pacific Council meeting sets the stage for enriching our connectivity while enhancing the resources and benefits available to our members. It’s another IARFC first! I am honored to participate in the graduation and conferment ceremonies.

These new consultant members are the assurance to the families they serve that financial independence and personal security can be achieved.”

Alan also expresses his appreciation to Grace Escobar, RFC ®, President of the IARFC Philippines Chapter, and the entire Philippines Chapter leadership team for organizing this historic gathering.

Meeting with Cebu RFC Club Officers Marketing in the Visayas Area (Cebu) IARFC Philippines Chapter President Grace Escobar, RFC ® strengthening relationships with Cebu RFC Club Officers during dinner. The focus... IARFC membership renewals and the upcoming Annual Forum.

“I am incredibly humbled by this opportunity to meet and share not just professional but also personal time. We’re in the people business, and the camaraderie we build is one of our greatest strengths. Thank you, Grace, and the entire Philippines Chapter, for your dedication, diligence, and commitment. I look forward to seeing everyone soon.”

The inaugural in-person APC meeting marks another milestone in IARFC’s global growth, reinforcing the Association’s commitment to collaboration, leadership development, and expanding opportunities for members throughout the Asia Pacific region.

Keep Up-to-Date on the Tuesday Philippines Podcast - International Series.

Learn from others in our Growing Global Community.

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The Register | Vol 27 No 3 2026

What Makes a Good “Fictional Family Financial Scenario” for Students?

By Greg Kurinec, RFC ®

2027 National Financial Plan Competition Creating the case scenario for the IARFC National Financial Plan Competition is one of the most is Ready for Educators. Sign on NOW! rewarding parts of the competition. isit https://www.iarfc.org/events/nfpc to fill out the participation agreement

The goal isn’t to make the case as complicated as possible—it’s to make it realistic.

Being a Corporate Sponsors for the NFPC Means:

A good fictional family mirrors the clients that financial professionals meet every day. They have goals, concerns, opportunities, and challenges. They may be planning for retirement while helping aging parents, saving for a child’s education, managing debt, navigating taxes, or protecting their family through insurance. Just like real life, there are rarely perfect answers.

V

Helping the Students Learn Analyzing data from a fictional family financial case narrative, the students work through a three part process that includes: • Case narrative and plan development • Plan presentation of recommendations • Financial plan delivery.

The importance of this experience is to take lessons and concepts learned in class and apply it to real world scenarios.

Professors may use the competition as part of their curriculum or as an extra credit activity. Students walk away with an appreciation of plan development, interacting with clients, and providing professional service.

Encouraging the NextGen of Consultants The shrinking number of financial consultants equates to a shortage of up and coming professionals. A job outlook statistic from the Bureau of Labor Statistics sees a 7% faster than average growth in job outlook for 2018-28. It’s an important statistic when attracting the next generation to a career in financial services. What better way to support an industry that encourages this career interest than to reach students at the collegiate level!

Find Out More Become Corporate Sponsor To Our Potential Corporate Sponsors from IARFC US Chapter President Lisa Ford, MRFC® “The IARFC National Financial Plan Competition represents a strategic investment in the future of the financial services profession. Through the support of our Corporate Sponsors, students gain access to hands-on financial planning experiences, industry mentorship, and professional development opportunities that bridge academic learning with real-world practice. Sponsor participation helps cultivate highly skilled, ethical, and client-centered financial professionals by strengthening their technical competencies, critical thinking abilities, and understanding of professional standards. In addition to supporting talent development, Corporate Sponsors demonstrate their commitment to advancing excellence within the profession and fostering the next generation of industry leaders.”

The Register | Vol 27 No 3 2026

The best scenarios require students to think critically rather than simply plug numbers into a calculator.

Technical knowledge is essential, but so is the ability to prioritize competing objectives, identify risks, and develop recommendations for the family’s unique circumstances.

Each year’s family is intentionally different. By changing ages, occupations, assets, liabilities, and life events, students are challenged to adapt their planning process rather than rely on a formula.

Financial planning is about people first, and every family’s story is different.

Ultimately, I hope students walk away with a deeper appreciation that successful financial planning is both an analytical and a human process. Behind every balance sheet is a family with dreams, concerns, and decisions that matter.

The competition provides a safe environment to practice solving those real-world challenges before they begin serving clients of their own.

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DUNTON

Loren E. Dunton Lifetime Achievement Award Honoring the Recipient The Loren Dunton Lifetime Achievement Award is made, in honor of the founder of the financial planning profession, Loren Dunton, to each person who has made a substantial contribution to the financial services profession and/or the financial interests of the public.

Father of Financial Planning Loren Dunton, generally regarded as the “Father of Financial Planning”, organized financial professionals in the late sixties. In 1969 he convened a group of financial professionals in Chicago and founded an industry of outstanding service and commitment. From this event and from Dunton’s leadership and interactivity with many persons now in the IARFC would come an educational institution, the College for Financial Planning and the personal financial planning curricula now taught on over one hundred campuses.

A Very “Noble” Calling Having been a successful businessman, although never a financial consultant, his comments were from the heart.

He used his experience to frankly explain back then, what we recognize now, that...

Planning is not separate from the “sale” of insurance and investment products, but are different roots of the common tree.

Products are necessary elements in the implementation of the financial plan.

Salesmanship should be taught by

As the first editor of Financial Planning magazine Dunton the managers and trainers of the helped to publicize an emerging profession, bringing financial services industry. various practitioners together for a common cause, sharing practice and marketing techniques and The ethical sale of financial products promoting ethical conduct. That respected magazine has and the delivery of competent advice continued contributing to the profession. Two is a very noble calling. associations came initially from this effort, the International Association for Financial Planning and after the first class of Certified Financial Planners graduated in 1973, the Institute of Certified Financial Planners. These organizations have since merged to become the Financial Planning Association. Using Dunton’s model, more than forty countries have formed similar organizations.

Dunton continued to promote the value of the financial consultant as a professional whose quest for knowledge should never cease. He authored seven books that have helped to shape the careers and services of financial consultants. Dunton’s commitment to these principles was evidenced in the Institute for Consumer Financial Education that he nurtured for many years, and which earned a Presidential Citation for public service.

Criteria for the Loren E. Dunton Lifetime Achievement Award Those who are considered for the Award must currently meet or have met the following criteria: • Hold a professional designation or credential (i.e. RFC®, MRFC®, ChFC®, CFP®, CLU®, CPA/PFS, CEBS, MSFS, or Doctoral degree, etc.)

• Published articles, journals, books, etc. on financial topics • Provided outstanding service or leadership in the financial services industry • Promoted or participated in some aspect of financial education, either to the public or to members of the profession • Demonstrated effectiveness in carrying the message of responsible financial stewardship to the public • Adherence to the IARFC’s Code of Ethics and have a sound record of business integrity with no suspension or revocation of a professional license

To nominate someone for the 2027 Loren Dunton Award, visit the IARFC Website, www.iarfc.org and download a nominating form and submit to awards@iarfc.org.

(Nominations close October 15!)

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The Register | Vol 27 No 3 2026

Choose Excellence.

Choose the MRFC® Serious career consultants pursue a FINRA-recognized master’s-level certification that emphasizes their education, experience, and ethics.

They choose the MRFC. Today’s financial professionals face greater expectations than ever before. Clients seek consultants they can trust, who demonstrate expertise, integrity, and a commitment to continuous growth.

Standing out requires more than years in the business. It requires a commitment to excellence.

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Earning the MRFC is more than adding letters after your name. It is a declaration of commitment to lifelong learning and to serving clients with the highest level of professionalism. Candidates meet rigorous education and experience requirements, successfully complete the comprehensive MRFC examination, and pledge to uphold the IARFC Code of Ethics.

The MRFC distinguishes you in a competitive marketplace while reinforcing the confidence clients place in your advice. It demonstrates that you have invested in your profession and are dedicated to providing knowledgeable, ethical financial guidance.

If you’re ready to strengthen your professional reputation, enhance your credibility, and join an elite community of respected financial consultants, there’s a clear next step.

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Features 300 pages After topic questions for comprehension Easy to read, outline format Organized by Blueprint tasks

Leave Your Ageism at the Door

Financial consultants help people imagine, prepare for, and protect a future they cannot fully see. That work requires technical competence, yes, but it also requires something harder to measure: the ability to see clients clearly, without reducing them to assumptions or stereotypes about age, capacity, ambition, family role, or decline. Financial advising necessitates the need for professionals to understand and address ageism. Hence our title: “Leave your ageism at the door.”

Our title and call to action is clear, slightly provocative, and exactly the kind of instruction many of us need before we walk into a client meeting, a family wealth conversation, a retirement planning session, or a discussion about caregiving, legacy, or cognitive change. These are doorway moments. Pause before crossing the threshold. Collect your thoughts and check your biases.

Ageism is everywhere. It is the most socially acceptable “ism” left. We hear it in jokes about “senior moments.” We see it in marketing that frames aging as a crisis to be avoided. We hear it in well-intended compliments when someone says, “You don’t look 70” or “You look good for your age.” We feel it in the workplace when older professionals are assumed to be outdated, and younger Page 28

professionals are assumed to lack wisdom. We internalize it when we tell ourselves, “I’m too old for this,” or when we believe someone else is too old—or too young—to understand or do something important.

The World Health Organization defines ageism as stereotypes, prejudice, and discrimination based on age. In other words, it is how we think, how we feel, and how we act toward people because of their perceived chronological age. It can be directed toward older people, younger people, and even ourselves. That last part matters.

Ageism is not only something “bad people” do to “old people.” It is a set of stories most of us have absorbed over a lifetime.

We argue that financial services are a critical setting for confronting ageism. Consultants sit at the intersection of longevity, money, family, health, work, risk, retirement, caregiving, inheritance, autonomy, and death. These are genuinely human conversations. When age bias enters the room, it can distort the consultant-client relationship in quiet but consequential ways.

Sometimes ageism looks like speaking to an adult child rather than to the older client at the table.

Sometimes it looks like assuming a widowed woman has not handled the finances, or that a man in his eighties is no longer interested in

growth, contribution, or new ventures. Sometimes it looks like mistaking slower speech for confusion, hearing loss for cognitive impairment, or a demand for paper documents as evidence that someone is “not good with technology.”

Other times, ageism goes in the opposite direction. A younger consultant may be dismissed before they speak because they “could not possibly understand retirement.” A young professional may overperform in expertise, burying the client in technical language to compensate for being perceived as inexperienced. Older consultants may be treated as if they are past their prime, even when they carry decades of pattern recognition, emotional intelligence, and hardwon wisdom. We should be honest: the industry often celebrates experience in theory as privileging youth in practice.

Ageism is rarely useful. It is often lazy pattern-making dressed up as professional judgment. This does not mean age is irrelevant. Age can shape health, goals, timelines, risk tolerance, family obligations, and access to resources. A 35-year-old, a 65-year-old, and an 85-year-old may be navigating very different life stages and economic situations. But chronological age is not the same as capacity, character, sophistication, curiosity, or desire.

The Register | Vol 27 No 3 2026

Two clients of the same age may have entirely different health profiles, family arrangements, work histories, cultural expectations, spiritual beliefs, and visions of the future.

Good advising needs discernment.

Ageism substitutes assumption for discernment. One of the old stories of aging is that life is an upsidedown U: we begin with discovery, climb toward expertise at midlife, and then begin a long decline toward death.

That story is everywhere.

It shows up in media, medicine, employment, technology, financial planning, and even in how we talk about ourselves. But this story is too small for the lives people are actually living.

ends. It is holistic planning for a longer life that may include work, purpose, caregiving, housing transitions, health shocks, family complexity, philanthropy, legacy, and identity reconstruction.

Longevity isn’t simply a projected number; it is a lived experience.

For older consultants, “leave your ageism at the door” may mean refusing to internalize the message that you are becoming less relevant as you age. Your experience matters. Your relational intelligence matters. Your ability to sit with complexity matters. Many clients

People are working longer, learning longer, caregiving longer, loving longer, grieving longer, and reinventing themselves later. Some people retire and then begin their most meaningful work. Some become caregivers just when they thought they were entering freedom.

Some inherit wealth late in life. Some are financially fragile despite professional success. Some are 80 and starting something new. Some are 50 and exhausted. Some are 30 and already carrying the emotional and financial load of a multigenerational family.

The trajectory of financial consulting requires a new story about aging. For consultants, this entails moving beyond the narrow frame of retirement as withdrawal. Retirement planning is not simply the management of assets after productivity The Register | Vol 27 No 3 2026

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are not simply looking for the fastest answer or the newest platform. They are looking for someone who can hear the whole story and witness their whole experience. But it also means remaining awake and adaptive.

Experience is not an exemption from growth. Older consultants must resist the temptation to dismiss younger colleagues, new tools, emerging technologies, or changing client expectations. Aging well professionally means remaining inquisitive. It means mentoring without condescension. It means allowing one’s wisdom to remain alive rather than fossilized.

For younger consultants, the challenge is different. You may have to earn trust in rooms where clients assume wisdom comes only with age. That can be frustrating. But the answer is not to overcompensate with performance, jargon, or excessive certainty. Lead with listening. Respect lived experience.

Ask better questions. Be willing to say, “Tell me how you have thought about this over time.” A younger consultant can build profound credibility by demonstrating humility, preparation, emotional steadiness, and respect. The best intergenerational advising relationships are not built on sameness but on mutual regard.

For firms, ageism should be treated as a professional practice issue, not a soft concern. It affects hiring, succession planning, client communication, marketing, technology design, and ethics. It should be part of training. It should be part of diversity, equity, and inclusion work, and part of how organizations evaluate client experience.

Concrete practice changes do not need to be complicated. Ask clients how they prefer to receive information. Ask who they want involved in decisions and why. Ask what independence means to them.

Ask what they are worried their family does not understand. Ask what they want protected besides money. Ask how they define a good later life. When adult children are present, clarify roles but do not exclude the older adult. When cognitive concerns occur, proceed Page 30

with care, dignity, and proper process rather than alarm or paternalism. When technology is involved, offer options without disapproval. When a client resists a recommendation, do not assume it is because they are old, fearful, or confused. They may simply have a different value system than you do.

Ageism is also cultural. In some societies, older adults are more visibly honored as elders, decisionmakers, and keepers of family wisdom. In others, independence and productivity dominate the aging narrative. Some families approach money as an individual asset; others see wealth as intergenerational stewardship.

Consultants working across cultures must be careful not to romanticize or stereotype. Respect for elders can exist alongside control. Family involvement may be supportive or coercive. Independence can be empowering or isolating. Culture gives context, but it does not remove the need to ask.

The deeper point is this: financial advising does not happen in a cultural vacuum. Beliefs about aging shape how people make decisions, who gets heard, who is trusted, and what futures seem possible. For consultants, the call is simple: leave your ageism at the door, and let every client be seen as a person, not a category.

Leaving ageism at the door does not mean pretending age does not matter. It means refusing to reduce people to age alone. It means recognizing that aging is not a problem to be solved but a human process to be understood. It means seeing older adulthood not only through vulnerability, but also through growth, contribution, adaptation, and elderhood. It means seeing younger professionals not as incomplete adults but as capable contributors. It means seeing older professionals not as outdated but as evolving practitioners.

We are all aging. There is no “us” and “them.” There is only us, at different points in the life course, carrying different stories, fears, hopes, assets, losses, and possibilities. Financial consultants

have a unique opportunity... to help clients plan for longer lives, to navigate transition to protect dignity, autonomy, and legacy. That work demands more than technical skill. It demands clear seeing.

So, before the next meeting, the next plan, the next family conversation, pause at the door and before stepping across the threshold: Leave the stereotypes.

Leave the assumptions.

Leave the ageism.

Then walk in ready to meet and work with the person – the whole person – in front of you.

Dr. Lydia K. Manning Dr. Lydia Manning is a gerontologist, educator, and entrepreneur, with a robust background in aging and life course transitions. Lydia is a distinguished Independent Trustee with over 25 years of experience in the field of gerontology.

Dr. James Flanagan, MRFC® For nearly 40 years Dr. James L. (Jim) Flanagan has provided financial guidance to people at or near retirement. He has become a nationally recognized expert on issues impacting the financial and social well-being of older adults. A Certified Estate Planner (CEP) and Master Registered Financial Consultant (MRFC ®), Jim’s experience, knowledge and integrity have attracted numerous longtime clients.

The Register | Vol 27 No 3 2026

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Financial Planning: It’s a Different Game Now You have heard the stories. A child is born into a family with a pedigree in Society. As soon as their child is born, their name is put on the admissions list for the prep school the parents and grandparents attended. A humorous book about life in the genteel South asked the question: “When should you plant the flowering trees along the drive in anticipation of your daughter’s wedding?” The answer is: “When your daughter is born!” Now imagine starting financial planning today for someone who was born yesterday. What issues would you want to address?

1. You might live to be 100. It has been said one in six Americans born today might reach the 100 year mark. (1) You read about celebrities reaching that age or dying in their 80’s and 90’s. This means retirement planning needs to project for a longer lifespan.

Perhaps an annuity would be a pretty good investment!

2. You might be caregivers for your parents. Yes, your infant eyes are looking up at your twenty something parents who are welcoming you into this world.

When you reach age 50, they might be age 75 and have left the workforce. If they did not start saving for retirement early, their retirement plan might be to move into your spare bedroom! This means you the advisor should be Page 32

moving retirement planning up the priority list for those young parents.

do to prices. Assume long term care will be a future expense.

Start planning now.

3. Will Social Security still be around? This is headline news from time to time. It is unlikely Social Security will cease for the simple reason older people vote in elections on a regular basis. It has been said problems might develop in 2033, but the government would probably find a way to continue benefits on a reduced basis or raise taxes. (2) The 2026 newborn will turn 65 in 2091. You don’t want to discover the pundits were wrong and Social Security is remembered as fondly as VCRs, gasoline powered cars and compact discs. Save for retirement with the assumption you are solely responsible.

5. Make wise investments and hold them. These points seem to paint a grim picture for this child’s future. They need to start saving now and keep it up forever.

Fortunately, equities have shown themselves to be a top performing asset class. You have seen the mountain charts. What are some mutual funds that have performed well over the decades? What are key trends that will likely endure?

A newborn child has the ultimate long term time horizon.

4. Will everyone need long term care? It makes sense. Unless you are hit by a bus, it is likely your body will wear out after 80 years of constant use. You can eat healthy, exercise and avoid vices. That will work in your favor. Your mind and susceptibility to major diseases like cancer are the big risks. Hopefully medical science will find a cure.

Your partner or spouse can be your caregiver. Today, there are about 5.7 million spousal caregivers. (3) Eventually the caregiver needs care too. Private equity firms have gotten into the nursing home business. (4) You know what that will

6. Dollar cost averaging. There will be an avalanche of cash gifts at the moment of this child’s birth. Parents have the basics covered. Put all that cash to work immediately in high quality investments for the child’s benefit. The parents should immediately start putting money away on a monthly basis to continue buying shares through many market cycles. You want those returns to compound over time.

7. The child needs a good career.

If the newborn has been put on the admissions list for prep school, the parents care about education. What will the job market look like in 20 years when they graduate college?

What jobs will Artificial Intelligence have created? Which ones will be eliminated? The parents have The Register | Vol 27 No 3 2026

plenty of time to do this research and point their child in the right direction.

8. Life insurance. All this saving and planning makes sense if both parents are around, making money investments using the dollar cost averaging strategy. What if they don’t live into their 80’s? What if they are hit by a bus? How will the child’s future be provided for? That is where life insurance enters the picture.

In reality, you will probably not start financial planning for a newborn.

Their parents will be too busy changing diapers. When things slow down, you can get them pointed in the right direction in terms of putting money to work. The point is obvious: The financial planning issues faced by a child entering the world today will be very different from a client in their 20’s, a client in their 50’s or a client retiring in their late 60’s. To quote a General Motors ad, “It’s not your father’s Oldsmobile.”

(1) https://www.theguardian.com/ commentisfree/ng-interactive/2025/may/15/ longevity-ageing-health-centenarian-lifeexpentancy (2) https://www.cnbc.com/select/will-socialsecurity-run-out-heres-what-you-need-toknow/ (3) https://wellspouse.org/who-we-are/ statistics.html (4) https://seniorjustice.com/drain-of-fundshow-private-equity-siphons-money-out-ofnursing-homes/Amazon.

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Contact: (215) 862-3607 brycesanders@msn.com www.perceptivebusiness.com The Register | Vol 27 No 3 2026

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Page 33

Beyond the Illustration Helping Clients Understand the Difference Between Retirement Outcomes and Retirement Strategies Every year, retirees and pre-retirees are presented with projections, analyses, and planning concepts showing how they may reduce taxes, lower Medicare premiums, create tax-free income, or improve retirement income efficiency. Over the years, I have met with many individuals who attended a seminar, reviewed a proposal, watched a presentation, or received an analysis showing how they might improve their retirement situation.

These discussions often involve Roth conversions, tax diversification, withdrawal sequencing, Medicare planning, or the increasingly popular three-taxbucket approach to retirement income planning.

In many cases, the concepts and projections are technically sound.

The challenge is not the concept itself. The challenge is that clients often focus on the outcome being presented without fully understanding the planning process required to achieve it. Frequently, they leave with the impression that they have discovered a superior strategy or that their current portfolio is somehow positioned incorrectly. They may wonder whether they are missing an opportunity. In others, they question whether they should completely rethink their existing approach.

Those are fair questions. But before answering them, I believe there is a more important question that should be asked: What did it take to create the result being illustrated?

The Illustration Is Not the Strategy One of the most common misunderstandings in retirement planning occurs when clients see the destination without seeing the journey that created it. An illustration may show lower taxes, reduced Medicare surcharges, Page 34

greater tax-free income, or improved retirement income flexibility. The projected outcome may be appealing and, in many cases, entirely reasonable. What is often missing, however, is the years of planning, implementation, monitoring, and decision-making required to achieve that result.

The illustration shows the outcome.

The strategy is the process that creates the outcome. That distinction is critical because many retirement strategies are not created overnight. A favorable tax outcome at age 65 may be the result of decisions made at age 50.

A reduction in future Medicare premiums may be the result of years of income management and tax planning. A well-developed tax-free bucket may have required gradual Roth conversions, taxes paid along the way, and years of subsequent growth. The retiree sees the destination. The journey often remains invisible.

Tax Planning Is Not the Same as Investment Planning Another source of confusion occurs when clients assume that a taxplanning recommendation is actually an investment recommendation. Many retirees leave presentations believing they have discovered a better portfolio, a superior asset allocation, or a different investment approach. In many cases, that is not what is being illustrated at all.

A client may own the same stocks, bonds, mutual funds, or ETFs before and after a Roth conversion. The underlying investments may remain exactly the same. What changes may be where those assets are held and how future withdrawals are taxed. That distinction matters.

If the objective is to improve tax efficiency, then the recommendation should be evaluated as a tax-

planning strategy. If the objective is to improve portfolio construction, then it should be evaluated as an investment strategy. Sometimes both are involved. Often they are not. Clients should understand whether they are evaluating a change in investments or simply a change in the future tax treatment of those investments. Without that understanding, it is easy to mistake a tax-management strategy for a portfolio solution.

The Importance of Time One factor that retirement illustrations often understate is the role of time. Many retirement income strategies derive a substantial portion of their value not simply from tax treatment, but from the amount of time available for the strategy to work.

Consider two retirees evaluating the same recommendation. One implements the strategy fifteen years before retirement, the other one year before retirement. Even if the recommendation is identical, the results may be dramatically different.

Why? Because time influences growth, compounding, tax management opportunities, and flexibility. A strategy that may appear compelling in an illustration often depends upon years of implementation.

This does not mean planning later in life lacks value. It simply means that timing matters. The closer a retiree is to Medicare enrollment, required minimum distributions, or significant portfolio withdrawals, the more important it becomes to evaluate whether the projected future benefits justify the costs required to create them. The question is not simply whether the strategy works. The question is whether sufficient time exists for the strategy to work as intended.

The Register | Vol 27 No 3 2026

Different Households, Different Answers Another important reality is that the same strategy can produce very different results for different households. Account balances differ. Income levels differ. Tax brackets differ. Health conditions differ. Retirement timelines differ.

Spending needs differ. Legacy objectives differ.

As a result, a recommendation that creates significant value for one household may provide limited value for another. This is one reason retirement planning should never be reduced to a formula or a onesize-fits-all solution.

The analysis should be personal.

The illustration is hypothetical. The objective is not to determine whether a concept is universally good or bad. The objective is to determine whether it is appropriate for a particular individual given their goals, resources, time horizon, and overall financial circumstances.

Beyond the Concept Many of today’s retirement discussions focus on concepts. Roth conversions. Tax diversification.

Withdrawal sequencing. Medicare premium management. The threetax-bucket strategy. These concepts are valuable because they provide a framework for thinking about retirement income planning.

However, concepts alone do not determine whether a recommendation is appropriate.

The evaluation must go further.

Clients should understand the assumptions being used. They should understand the costs and trade-offs involved, how long the strategy may take to produce meaningful results and what happens if circumstances change.

Most importantly, they should understand that the attractiveness of a concept does not automatically determine its suitability. A good planning process evaluates alternatives, analyzes assumptions, and determines whether the projected benefits justify the required costs and implementation efforts.

The Register | Vol 27 No 3 2026

Questions Retiree Should Ask Before implementing a recommendation, retirees should feel comfortable asking several important questions: • What assumptions are being used?

• What costs or trade-offs are involved?

• Is this primarily a tax-planning strategy or an investment strategy?

• Am I changing my investments or simply changing the tax treatment of future withdrawals?

• How long might it take to realize the projected benefits?

• Is there sufficient time for the strategy to work?

• What happens if tax laws change?

• Who will monitor the strategy over time?

And the most successful retirement outcomes are rarely the result of a single concept, account type, or tax decision. More often, they are the result of thoughtful planning, disciplined implementation, ongoing monitoring, and informed decision-making over time.

The real value is not found in the projected outcome. The real value is found in the planning process behind it.

The examples discussed in this article are for educational purposes only and should not be interpreted as recommendations for any specific strategy. Individual circumstances vary and planning decisions should be evaluated within the context of each person’s unique financial situation.

These are not objections. They are planning questions. And thoughtful planning deserves thoughtful answers.

Conclusion Roth conversions, tax diversification, withdrawal sequencing, Medicare planning, and the three-tax-bucket approach have become important components of many retirement planning discussions. The potential benefits associated with taxdeferred, taxable, and tax-free assets may be real and, in the appropriate circumstances, can create meaningful planning opportunities.

The more important question, however, is not whether these concepts are valid. The question is whether they have been evaluated within the context of the client’s complete financial picture, including assumptions, time horizon, tax implications, implementation requirements, opportunity costs, and ongoing monitoring.

The illustration may highlight a potential outcome. The analysis determines whether that outcome is realistic, appropriate, and worth pursuing. The illustration may show where the client hopes to go. The strategy is what actually gets them there.

Amine Mabsout, CRPS®, AWMA®, RFC®, LACP

With over 30 years of experience serving pre-retirees, retirees, families, and business owners, Amine Mabsout has built a respected practice devoted to helping clients understand, prioritize, and achieve their financial goals. He is driven by a belief that trust and understanding are the foundation of meaningful financial guidance. He later founded Ametrine Financial & Insurance Services, which evolved into Ametrine Wealth Strategies—a firm known for combining technical precision with genuine human care.

Contact: (800) 560-1988 Ext 1 amabsout@ametrinews.com www.ametrinewealthstrategies.com Disclosure This material is provided for educational purposes only and should not be construed as financial, investment, tax, or legal advice. Individual circumstances vary and should be evaluated accordingly. The views expressed are intended to encourage thoughtful consideration of financial planning approaches and do not advocate for any specific product, strategy, or advisory model.

Securities and investment advisory services offered through Osaic Wealth, Inc., member FINRA/SIPC. Osaic Wealth, Inc. is separately owned, and other entities and/or marketing names, products, or services referenced here are independent of Osaic Wealth, Inc. © 2026 Ametrine Wealth Strategies LLC. All rights reserved

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The Register | Vol 27 No 3 2026