Don't Be A Rubber Stamp For Your Clients, $3 Bilion Advisor Warns Hot

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Mark Matson of Matson Money clearly knows how to retain accounts. He does it by telling his clients the truth about the markets and by refusing to change course simply because the client insists.

 

Investment News gave him a nice soapbox to tell other advisors to do likewise.

 

On the surface, this seems intuitive. Advisors are supposed to be the ones working overtime to convince investors to stay the course and stick with the plan.

 

But all that convincing conceals the fundamental truth of how a lot of advisors do business. They're convinced that the customer is always right and needs to be argued into doing the right thing.

 

The customer is not always right. The customer gets the final say and the customer needs to be kept happy, but if retail investors could be relied on to do the right thing, there would be no advisory business.

 

The advisor may not always be right, but he or she probably has a better track record and more perspective than the average retail investor.

 

Advisors get paid to be a second opinion and more, the voice of what passes for reason in the markets. If you're not doing that -- as hard as it may seem -- you're really just there to keep the clients happy.

 

 

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A Strategically Focused CE Curriculum

With classes approved for over a decade by the CFP Board, IWI, and NASBA, Advisors4Advisors CE classes are an optimal knowledge stream for CFP®, CIMA®, CPA, CPA/PFS®, CFA®, and other practitioners. It's not a grab bag of speakers willing to sponsor CE content. Nor is it a one-man CE course. It's a group of subject matter experts with amazing communication skills and a history of thought leadership that, together, give advisors a well-rounded knowledge system for running a professional practice ethically and intelligently.

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A4A CE classes for financial professionals began in October 2008, the week Lehman Bros. collapsed. Initially billed as “The Financial Crisis Webinar Series,” A4A connects advisors with authoritative sources on investing, tax, and financial planning, chosen by A4A Editor Andrew Gluck, a veteran financial reporter. A4A members get a stream of CE classes for an advisor who: 

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