Are you an advisor who cares? What a thought provoking question. However, the question might need further clarification. When we say "cares," what or who are we referring to? Is it caring about more products? Making more money? Having a successful business? Helping a client with a financial problem? Receiving recognition? Or possibly something else?

Our question is DO YOU care about all of those issues and HAVING A RELATIONSHIP WITH YOUR CLIENTS AND THE RESOURCE COMPANIES THAT YOU WORK WITH BASED ON PROVIDING REAL VALUE WITH AN OBJECTIVE OF MAKING LIFE BETTER FOR ALL STAKEHOLDERS?

Obviously, caring is important. Remember, it's more important to clients to know how much you care before they care how much you know. However, caring has to be something tangible and measurable. All aspects of what you do and how you interact must be an expression of how much you care. As an example, doesn't the quality of the service you provide offer real world proof of caring?

Like all aspects of your business, great service doesn't happen by chance or luck. It must be planned and part of a COMPLETE PROCESS that acknowledges the INTERDEPENDENCE of CLIENTS, ADVISORS and RESOURCE COMPANIES striving towards a common goal where each achieves success.

The financial services business is in turmoil and more than ever needs Someone Who CARESTM, who can provide a NEW DIRECTION and NOT JUST BUSINESS AS USUAL WITH ONLY COSMETIC CHANGES.

Unfortunately, there is a lot of conflicting, misleading and self-servicing information being communicated that doesn't address the core issues or provide a sustainable solution.

Our vision of the future requires an Advisor Who CARES and resource companies who are "process centric," integrating all elements necessary for the mutual success of clients, advisors and resource companies.

For those of you who care, the future provides an unlimited opportunity and the knowledge that you have made a positive difference in people's lives.

Advisor Who CARES Evaluation

To help us gain insight into your beliefs about the financial services business, we have created a self-evaluation form with some issues that are key indicators of your position. Based on your own view of the future of Financial Services, pertaining to these issues, click on the number for each issue listed to the degree of your belief.

The question to address when you consider each issue is:

Which approach do I believe will be the most beneficial in the future?

ISSUE	PAST	1 2 3 4 5	FUTURE
Insurance Distribution	Agent		Advisor
Investment Distribution	Registered Representative		Advisor
Objective	To Sell a Product		To Build a Long Term Relationship
Insurance Need Determination	Current Need Only, Available Premium, Rough Estimate, No Analysis		Accurately Measure and Manage Current and Future Risk
Insurance Product Purpose	Generally Accumulate Cash With Death Benefit Secondary		Provide Best Death Benefit Solution
Insurance Products	Only Cosmetic Differences, Driven by Commission, Complicated, Poor Flexibility, Loads, Surrender Penalties, Distorts Unrecoverable Expenses		Tremendous Flexibility, Easy to Understand, Full Disclosure and Constantly Evolving to Create Real Value for Clients, Advisors and Resources
Investment Suitability	Minimal		Comprehensive and Complete
Investment Purpose	Specific Goal		Specific and Coordinated With Other Goals
Investment Products	Poor Flexibility in Switching, Loads, Surrender Penalties		Efficiently Priced and Seamless Switching
Focus	Product		Process
Time Horizon	Short Term		Multi Generational
Point of View	Based On a Single Transaction		Based on Client's Total Circumstances
Insurance Compensation	Based on a Sales Commission		Based on Value Added Advice and Best Solution Available
Investment Compensation	Based on a Sales Commission		Based on Value Added Advice and Best Solution Available
How to Increase Income	Sell More		Help Clients Increase the Value of Their Situation
Value to Customer	Help Make a Purchase		Help Plan for The Future
Required Skills	Sales		Thorough Understanding of the Concepts, Methods and Relevant Information
Build a Business	Sell Hot Products		Provide Excellent Service to Increase Value, Maintain Relationships and Earn Referrals
Information Provided	Overload		Relevant and Understandable
Technology	To Impress and Complicated		To Simplify and Educate
Resource Company	Poor Understanding, slow to Acknowledge Problems or Have Financial Strength and Courage to Change		Knowledgeable, Leadership, Committed to Making Necessary and Meaningful Changes
Quality	Inconsistent		Constant With Continuous Improvement
Trust	Generally Low		High and Justified
Sales Person Image	Perception of Client Fluctuates from Poor, Occasionally Average, and Rarely High		Constantly Held in High Regard as a Trusted Professional Advisor Who is Objective, Knowledgeable and is Truly Someone Who CARES