Your ERISA Watch – District Court Flags NFL Player Retirement Plan for Unsportsmanlike Conduct

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Cloud v. The Bert Bell/Pete Rozelle NFL Player Ret. Plan, No. 3:20-CV-1277-S, 2022 WL 2237451 (N.D. Tex. Jun. 21, 2022) (Judge Karen Gren Scholer) In most disability benefit cases, the focus is on the beneficiary’s individual claim and whether he or she is entitled to benefits. The litigants spar over the medical evidence and argue […]

How to Succeed at Selling Professional Services

Chuck and Evan Polin, a father/son team of Sandler trainers and authors shares their thoughts about how to succeed at selling professional services. Chuck and Evan are co-authors of the Sandler book, Selling Professional Services the Sandler Way. You will learn how to get to the top and stay there as we explore:  Why Attitude is […]

Tip of the Week

When Is It Time to Consider Assisted Living? Helping Clients and Adult Children of Aging Parents Figure It Out The assisted living decision can be challenging. A primary consideration is deciding between assisted living and a continuing-care retirement community (CCRC). A second consideration is comparing assisted living to aging at home and weighing the pros […]

Your ERISA Watch – The Pendulum Swings: Despite Thole, the Third Circuit Affirms Standing of Individual Account Plan Participants to Challenge Investments

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Boley v. Universal Health Servs., No. 21-2014, __ F. 4th __, 2022 WL 1768984 (3d Cir. Jun. 1, 2022) (Before Circuit Judges Greenaway, Jr., Scirica, and Cowen). Newton’s first law of motion states that a body in motion stays in motion and a body at rest stays at rest unless acted upon by an outside force. A […]

Tip of the Week

Emotional Attachment and Decision by Family-Business Owners to Seek Help from a Succession Planner Many family-business owners (FBOs) desire to pass the business on to future generations, yet few transitions are successful. Studies point to irrational emotional attachment as the primary cause. Succession planners could help, but few FBOs seem to seek their services. The […]

What’s the best way to prospect for new clients? Focus on keeping it simple.

Mike McGlothlin, CFP®, CLU®, ChFC®, LUTCF®, NSSA® Prospecting can be one of the most difficult tasks for building your business — especially if you’re trying to make it repeatable and do it with more clients. Easy vs Simple I was recently reading a book called The Distraction-Proof Advisor by Paul Kingsman. If you don’t know Paul, he leads […]

Authentic Persuasion Q&A for Leaders

Jason Cutter | CEO/Founder, Cutter Consulting Group How do you recruit authentic salespeople who will be effective? How do I manage my reps to a process, but give them the latitude of being authentic? In this special episode of my training session, I addressed some leadership-focused questions that will help everyone in a leadership role. […]

Building Better Business Developers in Financial Services

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The most common complaint we hear from the heads of professional services firms (lawyers, accountants, engineers, marketing or PR agencies) is that their people are technically brilliant, but have a serious aversion to business development. Totally understandable considering the training the majority of professionals receive relates directly to delivering services they provide (e.g. how to […]

Your ERISA Watch – Sixth Circuit Rules That Section 502(a)(2) Claims Cannot Be Forced into Arbitration

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Hawkins v. Cintas Corp., No. 21-3156, __ F.4th __, 2022 WL 1236954 (6th Cir. Apr. 27, 2022) (Before Circuit Judges Boggs, Gibbons, and Nalbandian). One of the hot topics in ERISA law in the last few years has been arbitration. Can companies force their employees to arbitrate ERISA claims? What kind of language is required […]