Choosing Conferences

Another interesting aspect of the Excell conference was the varied format on stage. One of the presentations was a role-playing session of a client review meeting, an excellent dialogue that showed the concepts promoted by Peak and available to its members. There was also a session devoted to finding new advisors using a service that focuses on the fresh talent graduating from a variety of universities with financial planning programs. Perhaps the best known is the one offered by Texas Tech, but there are others around the country with similar degree tracks and many more in the works.

Older firms will have an advantage with technology by hiring younger talent. But one fear shared by some advisors is that these young people, once they get up to speed, may leave the practices to form their own firms. So suggestions were made about how to properly incentivize those new advisors to keep them on board. And with the population of current advisors aging and contemplating retirement, having younger staff that might fit into a succession plan is valuable, according to Excell keynote speaker Craig Pfeiffer, the founder and CEO of Advisors Ahead (www.advisorsahead.com).

Advisors Ahead offers educational programs, preparatory programs and internships for recent college grads (or those close to graduating). In effect, the firm has created a bridge between the universities and financial services firms to offer new graduates a way to enter the profession while minimizing the training needed by the advisors’ practices. This means cost and time savings for all.

Peak Advisor Alliance offers its Excell conference twice each year. The next one is due to be held in Omaha, Neb., from October 8-10. Peak also offers “barrier breaker” workshops, one-day high-energy, high-impact workshops led by Ron Carson and a team of executive business coaches.

David L. Lawrence is founder and president of EfficientPractice.com, a consulting firm that provides financial practices, broker-dealers and independent firms with comprehensive, profit-driven efficiency consulting and resources. He is also the author of The Efficient Practice: Transform and Optimize Your Financial Practice for Greater Profits and Success, available at Wiley.com and other book retailers.