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Marcus Chandler

By Marcus Chandler | 6/16/2014
It will hardly come as news that our world has gone mobile. However, just how fast this sea change is occurring is astonishing, and the potential impact on your practice, brand and marketing strategy can no longer be ignored. While statistics vary slightly, one fact stands out as a call to action... READ MORE
By Marcus Chandler | 8/26/2013
Compared with the maturity of most American industries, the defined contribution industry has just passed through adolescence. Over the last decade we’ve witnessed significant milestones that have improved plan quality for employers and participants alike — from the migration to open architecture,... READ MORE
By Marcus Chandler | 7/24/2013
If an employer is seriously considering hiring your firm to manage their retirement plan, at some point in the sales cycle, chances are they will ask you for references. It goes without saying that good references can be an invaluable resource to help you close new business. The interesting thing... READ MORE
By Marcus Chandler | 6/7/2013
While attending a small private industry event a couple of months back, I sat in on a presentation by industry veteran Don Trone. The topic of his presentation centered on retirement advisor leadership and stewardship. Throughout the session, Trone provided a number of interesting industry metrics... READ MORE
By Marcus Chandler | 5/7/2013
Fulfilling a promise to expand on my previous article, “Plan Sponsor Prospecting; Context, Perception and Strategy,” as a brief recap there are four key considerations when developing an in-house prospecting strategy and executing a successful campaign:1. Campaign sustainability2. Selecting the... READ MORE
By Marcus Chandler | 4/10/2013
A recent NAPA Net post, “Is Cold Calling Dead?” seemed to answer that question affirmatively, noting that “plans are getting bombarded by sales calls and the level of sophistication of the sponsor and the advisor, especially as you move up market, is growing.” The post also included a key... READ MORE
By Marcus Chandler | 3/14/2013
I believe it’s a given that most retirement advisors looking to expand their business will tap obvious centers of influence, such as soliciting existing clients for referrals or joining the local Chamber of Commerce or similar business groups to develop rewarding referral or cross-referral... READ MORE
By Marcus Chandler | 2/14/2013
There are few certainties when it comes to prospecting for new plan business, but one of them universally holds true: If you can’t reach and speak with the decision maker(s) responsible for managing an employer’s retirement plan, you can’t win their business. Often, in the pure cold-calling,... READ MORE
By Marcus Chandler | 1/25/2013
The start of the new year is a good time to reevaluate our business development strategy and retool to expand on what has worked well in the past or make adjustments to improve on disappointing results. The primary challenge for many practices is universal: How to identify and get in front of new... READ MORE
By Marcus Chandler | 1/3/2013
Well, it’s that time of year again! A time when the fortunate few of us who got everything just right savor the previous year’s success, while likely more of us mull over our own “would’ve, could’ve, should’ve” opportunities missed and previous New Year’s resolutions gone unfulfilled. With the... READ MORE
By Marcus Chandler | 12/19/2012
By Marcus Chandler With pricing pressures, competition and other factors potentially threatening to commoditize professional retirement plan services, many advisors face a growing challenge: getting paid what they are worth for the expertise and services they provide. The entry-level retirement... READ MORE
By Marcus Chandler | 11/13/2012
By Marcus Chandler As advisors scramble to close new business by the end of the year, it only serves as a reminder that the 2013 selling season is right around the corner. If your practice isn’t on track to accomplish its new business development goals for 2012, then you’re going to need to make... READ MORE

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