Latest Publications
Losing the Retirement Assumption
Originally posted in Financial Advisor (fa-mag.com) on May 1, 2020 Over the last two years I’ve had the privilege of speaking at a gathering for employees of the American Transmission Company (ATC) based in the [...]
Personal Values And Account Values
Originally posted in Financial Advisor (fa-mag.com) on March 1, 2020 I recently was invited to a think tank hosted by Eventide Asset Management, a company in the values investing space. CIO Finny Kuruvilla gave a [...]
Stuck On The Middle
Originally posted in Financial Advisor (fa-mag.com) on January 2, 2020 This past fall, I had the privilege of speaking once again at my favorite conference in the world—Back2Y—hosted by Paul Armson in Birmingham, England. This [...]
Locating Clients’ Own World
Originally posted in Financial Advisor (fa-mag.com) on November 1, 2019 The self-centered self-delusion. Your clients live in their own world. You live in yours. Is it possible to tune into clients well enough in conversation [...]
The Client is a ‘Who’ Not A ‘What’
Originally posted in Financial Advisor (fa-mag.com) on Sepember 1, 2019 As we approached the tee for the eighth hole, a buddy of mine said to me, “Last year I stood on this tee box with [...]
The Sustainable Value Proposition
Originally posted in Financial Advisor (fa-mag.com) on July 1, 2019 In my last column, I described how messy a financial advisor’s value proposition is when it’s based on a return on investment and how unsustainable [...]
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