The Traditional Family Wasn’t and Isn’t Today
By Charles McCain


"Seven out of ten investors believe that financial advice and solutions are typically designed with only the traditional family in mind. Modern families of all types say they have difficulty finding financial professionals experienced with families like theirs."

This not-so-complimentary insight about financial advisors is taken from: "Beyond the Picket Fence: Financial challenges of the modern American family," a report issued by wealth management firm UBS in the fall of 2015.* It is a fascinating insight and one many FAs might want to think about in both how to serve their existing clients better and how to expand existing relationships as well as create new relationships.


The Conservative Behavioral Investor Type
By Michael M. Pompian

As discussed in the last article, the least risk tolerant BIT and the most risk tolerant BIT clients are emotionally-biased in their behavior. In the middle of the risk scale are BITs that are affected mainly by cognitive biases. This should make intuitive sense. Clients who have a high need for security (i.e., a low risk tolerance) do so because emotion is driving this behavior; they get emotional about losing money and get uneasy during times of stress or change.



Pre-Order your 16th Edition

The Concepts for Professionals book is a work place standard. We recommend this all inclusive resource for professionals committed to a practice based on sound advice and exceptional service. The new edition arrives May 16th. Pre-order your copy today.


Tuesday, June 7th @ 2:00pm ET

Join Subject Matter Expert, Daniel Smith, as he discusses the major trends in the field of Personal Trust Sales. He will examine the data gathered in three separate independent industry studies of the market as well as the skill sets necessary for sales of Personal Trust Services. Don’t miss this informative and thought provoking webinar, where you will gain industry insight and actionable skills to better serve your present and future clients.


July 10–23, 2016

Cannon Schools at Notre Dame offer students the opportunity to further their professional growth on one the countries’ most storied college campuses. Join us in South Bend, IN to explore the Personal Trust, Tax, Securities Operations, Trust Audit, Compliance & Risk Management, Corporate Trust, and Retirement Plan Services curriculums. We will also be offering Unique and Hard to Value Assets, a new course taught by Cannon’s own Duane Lee.



Next airs May 24th - 1pm ET

As an estate planner, you can be of extraordinary assistance to your clients in successfully resolving The Sometimes Complicated World of Charitable Giving. During this teleconference, Estate Planning Attorney Clary Redd will provide you with an overview of tax deductions available for contributions to charity, trusts and other mechanisms by which to make charitable gifts, as well as issues associated with transferring business interests to charity.