Inside This Issue Many Affluent Investors IARFC Leaders in ...The ICFP is helping planners learn...

The Register ● March 2004 ● Page

IARFC Leaders in the News. Many Affluent Investors Have Credit Troubles by Paul Richard Page 1 Caregiving and its Affect on Financial Planning from “I don’t want to hear about it” to “Crisis.” by Ellen Eichelbaum. Page 2 IARFC 2004 Exhibitor Calendar. Page 4 From the President’s Desk. by Ed Morrow. Page 4 New Image Building Announcement Cards. Page 6 RFC New Announcement Card Or-der Form. Page 7 Financial Advisors Forum. Register Today! Page 8 New Members and Referrors. Look at all our new members! Page 12

Paul Richard, RFC

Vol. 5 No. 3 ● March 2004 Official Publication of the IARFC

The IARFC Register is published by the International Association of Registered Financial Consultants, Inc. Copyright 2004 by the IARFC.

The Register publishes articles on techni-cal subjects, economic events and practice management. The IARFC makes no claim as to the accuracy of such advice and the Association does not guarantee or endorse any product or service that may be adver-tised or featured.

Comments and publishable letters from our readers are welcome, and should be sent by e-mail to: [email protected]

Inside This Issue Many Affluent Investors Have Credit Troubles

The income growth for many Americans has been explosive over the past ten years. However, many have not accumulated much, except perhaps for lots of expensive, short term debt. Another unfortunate out-come, in more situations than one might think are credit problems among the afflu-ent. Close to thirty percent of these people have questionable credit reports, despite having well above average incomes. This was the result of extensive studies by the Institute of Consumer Financial Education (ICFE), a nonprofit consumer organization. The ICFE is a non-profit organization based in San Diego, founded by the late Loren Dunton in 1982. The ICFE is dedicated to helping people improve spending tech-niques, increase their personal savings and use credit more wisely. The financial advisor community focuses on the affluent and successful middle market. Credit Review Service is an area many fi-nancial planning professionals seem have overlooked for many reasons. The percep-tion of many people is that the need for a credit review applies only to those who may have credit difficulties, or persons in lower income brackets. Many financial advisors consider these levels of society not worth going after. So credit review is not a service

(Continued on page 3)

IARFC Leaders in the News

The cover of Variable Product Specialist magazine was graced with the photo of Bill Nelson, RFC, CEP and a six page article about how Bill has made millions selling billions of variable products to working America. Bill is a director of the IARFC and will be a featured speaker at the Variable Product Expo to be held April 1-3 Orlando. Also featured in Variable Product Spe-cialist was Steve Bailey, LUTCF, CEBA, CEP, CSA, RFC who was co-featured in an article titled “the Go-to Guys" and also co-featured in January issue of in an arti-cle named “Retrofitting Variable Products to Existing Portfolios". The cover of the AIA Bulletin published by American International Assurance of Malaysia featured their leading agency director Dr. Jeffrey Chiew, DBA, CLU, ChFC, CFP, RFC. A four page article detailed how his unique operation, KL EPSB, operates. He indicates, “In finan-cial planning, most our associates have to preserve the Registered Financial Consult-ant (RFC) designation to provide us the support materials to enable us to do an effective job for our clients.” Dr. Chiew was also profiled in the annual report of the parent company, AIG. Jeffrey is the Southeast Asia Chair for the IARFC and has been responsible for our rapid growth in that area. A twenty year celebration report of the Association for Financial Counseling and Planning Education (AFCPE) featured the very important role of Jerry Mason, Ph.D., CLU, ChFC, RFC in the founding of that association of educators. Jerry was the founder and first president of AFCPE and now serves as a valued director of IARFC. Jerry was AFCPE first “Educator of the Year” award recipient in 1993.


The Register ● March 2004 ●

Financial Planning Building 2507 North Verity Parkway Middletown, OH 45042-0506

800 532 9060 • Fax 513 424 5752 www.IARFC.org

Edwin P. Morrow, President CLU, ChFC, CFP, CEP, RFC

Judith Fisette-Losz, Executive Director

Wendy M. Kennedy, Editor

H. Stephen Bailey LUTCF, CEBA, CEP, CSA, RFC

John E. Grable MBA, Ph.D, CFP, RFC

Richard D. Landsberg JD, LLM, APM, RFC

David L. Lazenby MA, Ph.D, RFC

Vance D. Lowe CLU, ChFC, RFC

Constance O. Luttrell RFC

James McCarty CLU, RHU, LUTCF, RFC

Burnett Marus RFC

Jerry Mason Ph.D., CLU, ChFC, RFC

William J. Nelson LUTCF, RFC

Robert H. Rodermund RFC

Ronald K. Stair AEP, EA, MLT, Ph.D., RFC

****************************

Jeffrey Chiew, Southeast Asia Chair DBA, CLU, ChFC, CFP, RFC

Edward Shih, Greater China Chair FLMI, RFC

Liang Tien Lung Asia Development Organization (IMM)

RFC

Financial professionals dedicated to helping people do a better job of spending, saving, in-

vesting, insuring and planning.

BOARD OF DIRECTORS

The time has come. For years we have heard about it. For years we have read about it. And, for years we always thought it was going to be ‘the other per-son.’ No longer can it be ignored. It has been creeping upon all of us. And, we can’t make it go away. Except that when it does come, it affects everything we do and how we plan the rest of our lives. It’s called Caregiving. There are so many facets that surround caregiving that the physical act of taking care of a parent or relative is just one of the issues that need to be addressed.

After years of speaking to thousands of financial planners in almost every state in our great country, the message of estab-lishing trust and ethics resonated in our minds and we instinctively knew it was imperative that we understand how the older client thought and bought. We fi-nally knew the proper ways to communi-cate and listen to our older clients so we could give them the respect they deserve.

Now, if we are not taking direct care of our own elderly family members, a spouse is. Furthermore, if we don’t have a care-giving issue within our own family, we will surely see this in our client as well as our own employees, whether it is baby boomers or their aging parents.

For me, it happened within a 5-minute period. I was sitting at my desk working on an upcoming project at 10 a.m. on a Monday. By 5 minutes after 10 I was on the phone with American Airlines, making a plane reservation for that very day, as my mom went into the hospital with

symptoms that doctor’s weren’t able to identify. It happened so fast that it gave me no time to call clients, cancel appointments or handle any other business-related issues coming up that week, or, as it turned out, for the next 3 weeks.

By that evening, I was in West Palm Beach renting a car and driving directly to Delray Hospital in Florida. So, how has this situa-tion changed my financial plans and, more importantly, how has is affected my mother’s financial state and her future?

At 9:55 a.m. that Monday morning, my mom was enjoying her stay in Florida, al-though I had been spending time with her in New Jersey prior to her going to Florida for the winter. She had been experiencing symptoms that no doctor could identify and was placed in the hospital several times be-fore she left. I spent a week or so in New Jersey at Princeton Medical Center. That wasn’t too bad as I was within a 2-hour drive of my office and phone/fax/laptop were with me. I wasn’t able to meet with clients and, fortunately, did not have a ma-jor speaking engagement during that time.

Mom’s money was in several different ac-counts. Of course, over the years, the inter-est rates plummeted so her return wasn’t what she, or anyone else for that matter, had hoped for. I have a brother in California, but, my feeling is, had he been here, I still would have been the major caregiver. Be-cause I am in this business of knowing how and when to prepare and work with so many Elder Law attorneys, she was ‘almost’ fully prepared. Her plan was to still maintain both residences and stay fully functional and independent. That’s everyone’s plan, in-cluding all of us.

Fast forward to Delray Hospital. Fortu-nately, I purchased long term care insurance for my mother. Maybe it was for me, as well, so I knew she would be taken care of when needed. But, as we all know, LTC insurance just doesn’t take effect when one day you come home from the hospital and need care. Yet, that is usually the case. How long I stayed depended on how long she needed me. That turned out to be 3 weeks. During that time, the following situations changed/occurred that directly affected how my mother was going to spend the rest of the money she had hoped to live on for the remainder of her life:

• There were so many prescription drugs


Caregiving and its Affect on Financial Planning From “I don’t want to hear

about it” to “Crisis”

Ellen Eichelbaum, M.A.L.S., C.G.


they have developed. Wrong! Richard advised. These folks, including a surprising number of millionaires and multi-millionaires, probably because of their incomes and hec-tic life-styles, rarely take the time to review their credit reports. They should have been periodically checking their credit report, but rarely do so, without some prodding from a professional advisor. Some are embarrassed about their poor credit and reluctant to have anyone learn about their situation. This lack of credit oversight could be costing hun-dreds, maybe thousands, of dollars per year in extra interest charges and other loan re-lated fees, simply because of a low credit score. The other issue, which could be a real prob-lem for higher income individuals is Identity Theft. The ICFE has updated the Do It Yourself Credit File Correction Guide an-nually since 1992. The Guide is in use worldwide and has been very helpful to con-sumers, credit organizations and financial advisors. The ICFP is helping planners learn more about credit reports, credit scores determina-tion, credit maintenance and use, and how to avoid Identity Theft. It has developed a Certified Credit Report Review (CRR) pro-gram for financial service professionals, credit union and banking officials and also credit and debt counselors. This Certification course comes with 10 continuing education units for members of the International Association of Registered Financial Consultants (IARFC), which has endorsed the ICFE program. All members in good standing with the IARFC will re-ceive an exclusive 35% discount off the $250 enrollment tuition ($162.50). Materi-als in the CRR program include an ICFE Independent Study Guide, plus publications from the Federal Trade Commission on identity theft. There is also an examination and upon successful completion, two ICFE certificates, one as an ICFE Certified Credit Report Reviewer and the other as an ICFE Identity Theft Prevention Specialist are is-sued. “Attaining these certifications is an excel-lent opportunity to receive positive local publicity,” according to IARFC president, Ed Morrow. “The text of your press release can be aimed at the upscale market, in order to avoid responses from less desirable appli-

(Continued from page 1 ▪ Many Affluent Investors) cants – those with serious credit problems, no assets and little income.” Each individual Certified receives an ICFE news release about their Certifica-tion and another one on the credit report review service. New CRRs complete the information about themselves and the ICFE will issue the release in addition to giving CRRs several copies to send out to all their local media outlets. These press releases are an important benefit. Here's why: This year there will be lots of media interest in credit reports because of the recently (12-31-03) enacted Fair and Accurate Credit Transactions Act of 2003 (FACTA). A main feature is free credit reports annually for all consumers, which will take effect November 2004. Reviewing credit reports and credit scores is more important now than ever before. Credit report reviews prepared by quali-fied financial service professionals, are a valuable service available to consumers, because of the consumer's unfamiliarity with credit reports, regardless of income levels. Credit report reviews should be conducted annually for the average credit user. However, for more active credit users - those paying on three or more credit cards and/or loans per month - their credit reports should be reviewed semian-nually because they are updated on a monthly basis. Free credit reports for consumers are a good way to introduce the credit report review service to clients and prospects. It will also provide new opportunities to educate consumers on the importance of their credit rating how to and protect themselves against identity theft. There has been a lot of publicity recently about identity theft, including a major advertis-ing campaign by CitiGroup. Financial advisors can easily make this service available to existing clients and customers. They can also use it as a pros-pecting tool. One advisor was amazed at the number of persons who attended a free seminar he offered in conjunction with a non-profit organization. Of the 75 persons in the audience he connected with four couples, each having net a worth in excess of one million. Unfortunately, many financial planning professionals overlook their client's credit use, especially if the client is well-off and making regular additions to his or her own

portfolio. Just because an individual is pay-ing off their charge accounts on a monthly basis and also making regular investments doesn't necessarily mean they have no blem-ishes on their credit file. They might de-serve a lower credit score if they only knew how to instigate the corrections. It's hard to get people to focus on the future investments when all of their income is un-derpinning the present. A credit report re-view could be an advisor's opportunity to identify wasteful spending and then suggest some or all of it be re-directed. ▄ About the Author: Paul Richard, RFC is Executive Director of the ICFE and author of the Certified Credit Report Reviewer and he is an identity theft prevention specialist. Please visit the ICFE's web page at: www.financial-education-icfe.org or you may contact Paul Richard, RFC at: 619 239 1401.

IARFC Member Benefit Call Sales at: 800 666 1656

[email protected] www.FinancialSoftware.com

Is your practice FAILING? In to-day’s world, if you are not constantly improving, changing, growing and adapting then you are failing. What new processes or procedures are your implementing to improve your practice management? Or are you going to just “work harder?” Ed Morrow’s Text Library System has an abundance of tools you can employ Now to improve your prac-tice. Call us! Tell us your worst problem and we’ll show you how Text Library System may help you SUCCEED!

Text Library System Client Relationship Management Software


Image Building is Popular. The IARFC has recently been flooded with order for im-age building supplies by the members.

Certificates. The full-sized RFC certificate has been recently enhanced and many members are ordering them professionally framed. Brochures. The most popular are the two full color brochures – one is a four page 8.5”x11” and the other a tri-fold mailer format. Members are ordering large quantities for mass mailing or to place in the plastic display stand in their lobby. Display Stands. These clear plastic stands place the IARFC brochures nicely on a table top or even on a wall. Announcement Cards. These are just now available to the membership as we had to correct a small printing error. The first order is from a member mailing 2,000 to his clients, prospects, educators and past seminar attendees.

IARFC Website Additions. We have added two important new components – Advi-sor Compliment and Advisor Complaint. We have had a number of compliments from consumers in the past, but regrettably they haven’t been published. The complaint issue is very hot with the media and if we have an online procedure it appears more vigilant. Actually, we have aggressively pursued all inquiries and so far were pleased to report that no sanctions have been necessary. You may view these new features found at the bottom of the Consumer Information menu at www.IARFC.org Website Enhancement Underway. We are now testing the new expanded Financial Advisor Profile that will provide much more information to prospects and those seek-ing a joint work arrangement. Each advisor will be able to edit and expand his or her profile. We also plan for you to be able to upload a photograph. Website Search Engines. The IARFC website is already receiving nearly 500 advisor search requests daily. Some may be multiple searches, but it is a good indicator of consumer interest. When the new components are complete and members have had time to revise their listing, we will aggressively seek consumer searches - to generate more business for IARFC members. Membership Growth. This is being fueled in the same way as the client growth of most financial advisors – by referrals. By far, our largest source of new members is from the referrals of our current members, and many, such as Bill Nelson, Jeff Rattiner and Jim McCarty have accounted for more than 20 additions. Please call our Executive Director, Judith Fisette-Losz at 800 532 9060 and she will add your prospects to our marketing efforts. Or you can email the contact information to: [email protected]. Register Now for the Form. On behalf of the IARFC Board of Directors and the 2004 Program Committee, it is my privilege to invite you to attend the 2004 Financial Advisors Forum. May 6-8, in New Orleans at the Renaissance Hotel. The Financial Advisors Forum will be presented for Financial Advisors and Planners, Life Agents, Estate Planners, Investment Advisors, University Educators and students of financial services. This intimate professional continuing education event is in New Orleans, which ranks as the most desirable conference city in America. Our program features dynamite presentations by America’s leading financial advisors. We look forward to being with you - Register Today▄

From the President’s desk… IARFC 2004 Exhibit Calendar

IARFC attends conferences and gather-ings representing good opportunities to build membership and generate the opportunity to network with the influen-tial financial planning professionals.

Producers Expo April 1- 3, 2004 Caribe Royal Convention Center Orlando, FL MarketShare Financial May 2 - 4, 2004 Trump International Sonesta Beach Sunny Isles Beach, FL IARFC Financial Advisors Forum May 6 - 8, 2004 Renaissance Pere Marquette New Orleans, LA MDRT Annual Meeting June 13 - 17, 2004 Anaheim Convention Center Anaheim, CA Money Concepts July 6 – 10, 2004 The Jupiter Beach Resort Jupiter, FL Worldwide Chinese Life Congress August 6 – 8, 2004 Honolulu, HI Visit the IARFC Executive Director, Judith Fisette-Losz at these IARFC Exhibit Booths.


she needed to take; the amount of money to pay for them almost equaled a mortgage payment.

• Peripheral requirements to make her comfortable at home (not covered under Medicare or MedSup) made up for what could easily have been someone’s real estate taxes.

• Maintenance charges for both resi-dences went up just as I arrived.

What does that mean in our real world of financial planning? For one, at a moment’s notice, she realized she could no longer af-ford to maintain both a place in New Jersey and Florida. Together, we knew she would have to sell her place in New Jersey, some-thing she thought she would never have to do. That money, which she wanted to be a small inheritance for the children and grand-children, was going for her eventual assisted living facility. We are not talking about a huge amount of money, and, to me, I wanted her to live the rest of her life the way ‘she’ wanted to. My brother, that’s another story. But, here’s the problem. It’s called ‘adult sibling rivalry’ and it’s ram-pant in a great percentage of families and the clients you will see.

Here you are setting up a financial plan for a 70 something adult that may have real estate worth $500,000 and savings another $500,000. There you have a million dollars. They are planning to sell their home and put the proceeds in different vehicles of savings/annuities/stocks/bonds/t-bills/etc. They are healthy, productive and never want to de-pend on their adult children for support, either financially or physically.

After many exhausting hours of putting to-gether a plan you and your client feel would be right for them, in walks an adult child, who, incidentally, has major financial prob-lems. And, let’s say, this adult child is one of 4 children. I am sure you have been in this situation before. Adult child, of course, is quite curious as to why mom and dad are taking the money he knew was eventually his and actually doing the unthinkable – saving it for themselves! This can be a ‘fly in the ointment’ that you will have to deal with. And, family blood is thicker than the blood of the best financial planner.

As the incidences of financial elder abuse grow in our country, the statistics clearly show that 83% of elder care is given at home and adult children give 80% of that

(Caregiving and It’s Affects ▪ Continued from page 2) care. What does this mean in terms of the money that belongs to the parent? And, what exactly is ‘financial elder abuse’?

Adult children (usually working women) are the primary caregivers for their par-ents. Long term care insurance, if not purchased in the earlier years, can be much too expensive at later stages of life and, of course, cannot be purchased when the parent has become ill. It’s not un-thinkable to imagine what life could be, and is like for adult children who must juggle their own family, children, full-time job and caregiving. I have seen what this does and it’s not a pretty picture. Yet, here are some of the effects this situation has on money and savings:

• Adult caregivers juggling the above

feel they are ‘entitled’ to compensa-tion from their parents, whether it be the pin number of their ATM card, access to their checking or savings account, or simply getting compen-sated for their stress. Few parents will deny this, as they don’t want to shake up a situation of which they have no control. So, the money dwin-dles and it just may come from the investment vehicles you provided for them as the secure place to put their money for their future plans.

• Adult children fight over ‘who gets

what’ as they see their parents need more and more care. I must note that this is NOT the case of all caregivers, but in talking with Elder Law Attor-neys, I hear it is more often the case than not. It would be a wonderful world if all siblings wanted the best for their parents, but that is not al-ways the case; hence, ‘adult sibling issues.’ You could easily have a sib-ling you have been close to for 40 years and then, in a split second, there is anger and resentment as one sibling is now taking care of the parent. Money is a huge issue; who gets it, when do they get it, how much do they get, etc. Financial planning goes out the window.

As you develop your financial plan, even for your healthiest client, keep in mind that at some point, issues will arise that will directly affect the plan you set up. My advice: • Be flexible and take under considera-

tion the caregiving issue and how it could affect particular plans you de-velop.

• If possible, have those adult children

present or make them aware, with the parents’ consent, when developing the plan. It may not be pleasant, but you will avoid potential conflicts later on.

• Finally, I couldn’t end this without say-

ing to all of you, ‘be a mensch’ which, simply means, have the sincerity and compassion needed to understand that these issues may soon be in the lives of your clients, if they are not already in this situation. You even might want to know what caregiving plans are in place so you can help when it happens. At the end, the wheel goes ‘round’ and you will always get what you deserve….▄

About the Author: Ellen Eichelbaum, M.A.L.S., corporate Gerontologist and president of The Speakeasy Group is a na-tionally well known and respected Corpo-rate Gerontologist, working with many in-surance and financial service companies training their sales people on the impor-tance of understanding the myriad of issues that can surround today’s older generation. She is a regular contributor to numerous industry publications. She has appeared in USA Today, The Wall Street Journal, News-day & has brought her expertise to CNN-FN. You may contact Ellen at: 631 754 6666 or email: [email protected]

Tool, Techniques Strategies to Aid Consumers & Professional Financial Advisors

IARFC Quarterly Educational Publica-tion

John Grable, Editor Phone: 785 532 1486 Email: [email protected]

Call for Papers Please send your manuscripts, reviews, and practitioner insights on topics of interest to financial consultants


Also pictured in the AFCPE Report was Flora Williams, Ph.D. RFC, former IARFC director who served as AFCPE president in 1994 and current IARFC direc-tor John Grable, MBA, Ph.D., CFP, RFC who has received several awards for best published articles. The Advisers magazine of January 2004 published in Chinese for the Taiwan and China readers, featured articles by the IARFC Asia Development Chair, Liang Tein Lung, RFC and also a report on the Taiwan and Beijing meetings conducted in October by IARFC president Ed Morrow, CLU, ChFC, CFP, RFC. Morrow also provided the lead article in that issue on the global financial effects of the SARS epi-demic. The January/February issue of Round the Table, the official publication of the MDRT, included a two page article by Al Filippini, RFC Ph.D. entitled “The Truth about Eq-uity Index Linked Fixed Annuities.” Later in the same issue there was a brief report about Ed Morrow, CLU, ChFC, CFP, RFC as the keynote speaker at the Interna-tional Dragon Award conference held in Xi’an China in late October. Burnett Marus, RFC has published a book

(IARFC Leaders in the News ▪ Continued from page 1) directed to financial advisors. “Rare U.S. Coin Investments – A Practical Guide For Financial Advisors.” The 14 chapter book covering the author’s 30 year history of experience in providing advice and coun-sel on this unique and time-tested invest-ment. Chapters cover topics such as com-pliance issues, grading services, appraisals and financial planning applications. In jail, as an educator, but not an inmate was Jerry Mason, Ph.D., CLU, ChFC, RFC who visited Coffeewood Correc-tional Center last month to see about teaching a personal finance class--nothing beats having students who cannot escape class. Financial educators Dr. David Lazenby, RFC a co-founder of ScenarioNow pro-vided DePaul university financial planning students a look in the future of selling by introducing the class to cutting edge scien-tific theories, methods, and tools that are changing the way people buy and sell products and services. The students learned the basics of scenario planning, systems thinking, and simulation – three scientific disciplines used in other indus-tries to help people understand and solve complex problems. The students say how these disciplines could be applied to finan-cial services selling to improve prospect-ing, shorten sales cycles, and improve the

customer’s sales experience. He and his associate Patrick Sullivan donated $75,000 in sales process training and software to De Paul. Jim McCarty, RFC, CLU, RHU, LUTCF, was recently honored by American Express Financial Advisors with an award created and dedicated in his name. Candidates se-lected as future recipients of the James P. McCarty VIP Award will be expected to demonstrate Jim’s legendary characteristics of consistent passion for their avocation, innate desire to assist others in succeeding and surpassing expectations on a day to day basis. Another IARFC director, Connie O. Luttrell, RFC has recently co-authored a book, Love, Money Control” with Robert A. Esperti and Renno L. Peterson, nationally acclaimed attorneys and educators and foun-ders of the National Network of Estate Plan-ning Attorneys.▄

New Image Building Announcement Cards

As part of our Practice Management support efforts the IARFC is now offering a very attractive Announcement Card available at attractive prices to all Registered Financial Consultants.

Version 1 – Imprinted. We will place a bold formal announcement mes-sage on the inside of the card, with the financial advisor’s contact information at the top, printed so it is visible to the reader as a reminder of your firm and address.

This card should be sent to all clients. It should also be sent to professional advisors such as attorneys, accountants, trust officers and bankers. Copies should also go to local editors and other centers of influence. It can also be sent to prior seminar attendees and prospects. Because the card announcement text is not

dated, this may be used by every RFC, no matter how long ago the designation was acquired. This is a great opportunity to reinforce your professional image in a dignified fashion!

Version 2 – No Imprint. This may be used as a personal greeting card, such as to say, “Thank you for your busi-ness.” Or a more advisor-focused message, “Thank you for the confi-dence you have shown in the Ace Fi-nancial Group” messages like this are very effective when hand written and personally signed, of course. Every RFC can use a small supply of these cards. Everyone likes to be thanked!

For advisors who may want to place their own text on the card, we will supply a Word file with our suggested text care-fully positioned, for local editing. These cards will be shipped flat, and they can be

printed with most laser and inkjet printers. The back of the card has the IARFC Code of Ethics which is a subtle reminder that the RFC stands above the fray of all the ac-counting and securities misrepresentations, the non-disclosures and frauds. You can’t say, “I’m Ethical!” but you display the IARFC professional Code of Ethics it ac-complishes the task. The IARFC address is very small and has only the website contact, but its presence adds credibility to the card. The website “Search for an RFC” feature allows the cli-ent or prospect to verify the advisor is an accredited member. Image Counts! Sending formal announce-ment cards and personal notes of this sort are one more way of elevating your image – and positioning yourself for referrals.▄

GET YOUR MESSAGE ACROSS E-mail an article to The Register

[email protected]


Without Imprint $315 = $0.42 each $115 = $0.46 each $75 = $0.75 each $51 = $0.85 each

Total Cost $_______

Ohio Residents Sales Tax 6.5% must be added

Unit Cost Analysis - Imprinted 750 @ $465 = $0.62 each 250 @ $165 = $0.66 each 100 @ $95 = $0.95 each 60 @ $63 = $1.05 each

NEW RFC ANNOUNCEMENT CARD REQUEST AND ORDER

RFC Code of Ethics

I will at all times put my client’s interest above my own. I will maintain proficiency in my work through continuing education. When fee-based services are involved, I will charge a fair and reasonable fee based on the time and skill required.

I will abide by both the spirit and the letter of the laws and regulations applicable to financial planning services.

I will give my client the same service that I would give to myself in the same circumstances.

The International Association of Registered Financial Consultants

The Financial Planning Building Middletown, OH 45042-0506

www.IARFC.org

The International Association of Registered Financial Consultants is

pleased to acknowledge the appointment of

William J. Nelson

For having acquired the professional distinction as a Registered Financial Consultant through the completion of seven criteria: education, examination, ethics, experience, licensure, business conduct, and annual completion

of ongoing continuing education.

William J. Nelson, LUTCF, RFC The Nelson Financial Group

2385 Lakeview, Drive, Suite A Dayton, Ohio 45431-3696

Phone: 937 426 7032 [email protected]

Printed Announcement Card Options Price Quantity Total

Gold Key Announcement Cards & Envelopes, 250 Boxed $ 100.00 _______ $ ______

Imprint Message & RFC’s address inside, per 250 cards $ 50.00 _______ $_______

Smaller Quantities, per Card & Envelope $ 0.60 _______ $_______

Imprinting Smaller Card quantities, cost for each card $ 0.30 _______ $_______

Gold RFC Seals for envelopes, cost per 1,000 $ 25.00 _______ $_______

CD Rom with Word file set up for you to edit the text $ 20.00 1 $_______ and personally process imprinting. (You will need font styles:

Clarendon, Copperplate Gothic and Times New Roman.) Plus Shipping & Handling $ 15.00

Name: ________________________________________(Please print your name only – no other designations)

Firm: _________________________________________________ Visa Master Card

Address: ______________________________________________ Amex Discover

City _________________________________________ Check written to: IARFC

State: ______ Zip: ____________________ Card No. _______________________________________________

Phone: ______________________________ Expiration: _____________________________________________

Fax: ________________________________ E-mail: ________________________________________________

Website Address (optional): _____________________________________________________________________ Signature: ___________________________________________________________________________________

FAX TO: 513 424 5752 MAIL TO: IARFC, Box 42506, Middletown, OH 45042-0506


Renaissance Pere Marquette Renaissance Pere Marquette ♦♦ New Orleans New Orleans -- May 6May 6--88

On Saturday the opening session will be the Dunton Award recipient, Vernon D. Gwynne. Then Fred Siegel, RFC will precede his show by advising you how you might establish and maintain a radio program in your community—and how he harvests cus-tomers for his extremely successful practice. Then we will all witness the two-hour live broadcast of the Talking Money radio show on station WWL, “The Voice of the South.” Fred will interview Forum attendees live on the show.

Fred Siegel, RFC

Special Event ● Talking Money radio show live broadcast!

Register

Today!

FFFINANCIALINANCIALINANCIAL A A ADVISORSDVISORSDVISORS F F FORUMORUMORUM 2004 2004 2004


8:00 AM - 8:50 AM A Fee-based Approach to Financial

Planning for Business Owners Speaker, William R. Lindsey, RFC 8:50 AM - 9:40 AM Continued - A Fee-based Approach

to Financial Planning for Business Owners

9:40 AM - 10:10 AM Morning Refreshment Break

Friday, May 7, 2004

Register Now!! www.IARFC.org or call 800 532 9060

9:00 AM - 12:00 PM Registration Opens at Hotel Baronne & Common Streets 1:00 PM - 1:20 PM Announcements and Introductions Drawing for the Radio Show 1:20 PM - 2:10 PM Money and Aging Speaker, Donald Ray Haas, RFC

Thursday, May 6, 2004

FFFINANCIALINANCIALINANCIAL A A ADVISORSDVISORSDVISORS F F FORUMORUMORUM

2:10 PM - 3:00 PM Operating A Successful Financial

Planning Business Speaker, George Flack, RFC 3:00 PM - 3:20 PM Afternoon Refreshment Break 3:20 PM - 4:10 PM Advising the Very Affluent—

Beyond Equities Speaker, Burnett Marus, RFC

4:10 PM - 5:00 PM Market Foundations to Your Cities Speaker, J.T. “Dock” Houk, RFC 5:00 PM - 7:00 PM Reception 7:00 PM Entertainment on Bourbon Street in America’s Queen City

10:10 AM - 11:00 AM CRM - A Curse or Cure for your

Practice? Speaker, Edwin P. Morrow, RFC 11:00 AM - 11:50 PM Retirement Cash Flow Management The Most Important Part of Your

Practice for the Next Ten Years Speaker, Brian Nelson, RFC 12: 00 PM - 2:00 PM Buffet Luncheon

2:00 PM - 2:50 PM Life after Love Speaker, Stephen Bailey, RFC 2:50 PM - 3:40 PM A New Paradigm: Combining Legacy

Planning with Retirement Security Speaker, William Nelson, RFC 3: 40 PM - 4:30 PM Continued - A New Paradigm:

Combining Legacy Planning with Retirement Security

IIINNN THETHETHE HEARTHEARTHEART OFOFOF DOWNTOWNDOWNTOWNDOWNTOWN———TWOTWOTWO BLOCKSBLOCKSBLOCKS FROMFROMFROM THETHETHE F F FRENCHRENCHRENCH Q Q QUARTERUARTERUARTER

7:00 PM - 9:30 PM Loren Dunton Memorial Award Dinner

Renaissance Pere Marquette ♦ New Orleans Renaissance Pere Marquette ♦ New Orleans -- May 6 May 6--88 A Marriott Hotel


Join us Friday evening, May 7, 2004 for the Annual Loren Dunton Award Dinner, brought to you by the IARFC. The award dinner is an opportunity for financial ad-visors professionals to network and honor Loren Dunton and congratulate the 2004 award recipient, Vernon D. Gwynne, RFC. As a renowned figure and pioneer in the industry, Dunton is widely recognized as the father of the financial planning movement, now more than a quarter-century old. He started the College for Financial Planning and the International Association of Financial Planning. Dunton was also the first editor of Financial Planning Magazine, and he estab-lished the Institute for Consumer Financial Education which has been awarded a Presidential Citation for public service.

Distinguished Loren Dunton Award Recipients

Forum Participants

You will be networking with the elite of the finan-cial services profession - those who have and will shape the field of personal financial service.

8:00 AM - 8:50 AM Presentation by the recipient of the 2004 Loren Dunton Award Speaker, Vernon D. Gwynne, RFC 8:50 AM - 9:40 AM

How to Establish & Operate Your Own Radio Talk Show to Reach New Markets with Fred Siegel, RFC

9:40 AM - 10:00 AM Morning Refreshment Break 10:00 AM - 12:00 PM Live Broadcast, featuring Forum Attendees as Guests, the Talking Money Show, with Fred Siegel, RFC on WWL (the Voice of the South)

Saturday, May 8, 2004

Vernon Gwynne, 2004 Alex Armstrong, 2003 Ben Baldwin, 2000 Donald Haas, 2001 John Keeble, 2002

Dunton Award Dinner

Loren Dunton


■ Registrant Information

■ Registration Fees

■ Special Discount “Sign-Up- A-Colleague”

■ Easy Ways for You to Register — Now!

Name________________________________________ First Name on Badge____________________________ Title _________________________________________ Designations __________________________________ Company _____________________________________ Address ______________________________________ City ___________________ St ____ Zip ___________ Phone _______________ Fax ___________________ E-mail _______________________________________

Non Member

IARFC Member

Regular Rate $495 $445

Financial Planning Student Rate $295 $125

Discount per attendee if five from one office $ 75

Rate deducted for a colleague that registers now $ 50 Name __________________________________________

■ Method of Payment � Check (Please make payable to: IARFC)

� MasterCard � Visa � Amex � Discover Card Number ____________________________________ Exp. Date ________________________________________ Account Address (if different from above) ___________________ _________________________________________________ _________________________________________________ Signature _________________________________________ Date _____________________________________________ ■ Room Accommodation (eligible for Marriott Points)

(Hotel Codes: Financial Advisors Forum IARFC)

■ Additional Conference Information Registration Location: See Announcement Board at the Renaissance Hotel Continuing Education Credits: Each state has different insurance and securities CE regulations. This event has not been pre-registered for CE. Varying credits will be available for IARFC, CFP, PACE, and state credits, depending on sessions attended. Recommended Attire: Business casual is appropriate. For your comfort, we encour-age long sleeves or a light sweater as inside temperatures can occasionally fluctuate. No jeans, tennis shoes or T-shirts please. Cancellation: A refund (less 20% administration fee) will be made if notice of cancel-lation is received in writing three weeks before the event. We regret that no refunds can be given after this period. A substitute delegate is always welcome at no extra charge. Disclaimer: The program may change due to unforeseen circumstances, and IARFC reserves the right to alter the venue and/or speakers. IARFC accepts no responsibility for any loss or damage to property belonging to, nor for any personal injury incurred by attendees at our conferences, within the conference venue or otherwise.

CALL HOTEL FOR RESERVATIONS Hotel Renaissance - 504 525 1111

We have special room rates at only $129. You may extend you stay to enjoy the entire weekend in New Orleans!

E-mail: [email protected] Call: 800 532 9060 Mail: P.O. Box 42506

Middletown, OH 45042-0506

Phone: 800 532 9060 or Fax: 513 424 5752

A Marriott Hotel

Financial Advisors Forum 2004 May 6-8 ♦ New Orleans, LA ♦ Renaissance Pere Marquette


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International Association of Registered Financial Consultants Financial Planning Building - 2507 North Verity Parkway

P.O. Box 42506 - Middletown, Ohio 45042-0506

Have your name appear here in the next issue — call us with referrals

Members Who Recommended New Members Robert Betterman

Roberta Carter Albert Coletti

Ed Dooney

Al Filippini Calvin Garvin

Ronald Gelok, Jr. Scott Goldman

Mark Gremler Jonathan Hsu Lee Kramer

Richard Lindsay

Dean Barber KS Jeffrey A. Betterman TX

Keith K. Carter OK Forrest Wallace Cato GA Chih-Yi Chang Taiwan

Hsiu-Ling Chang Taiwan Mei-Chuan Chang Taiwan

Bruce Chang Taiwan Su-Mei Chang Taiwan Su-Ning Chang Taiwan

Yuan-Chang Chang Taiwan Shu-Chiung Chang Taiwan Hui-Kuan Chang Taiwan Feng-Yueh Chang Taiwan Hua-Jung Chang Taiwan Pao-Yu Chang Taiwan

Lung-Tam Chao Taiwan Man-Ching Chao Taiwan Ching-Fen Chao Taiwan

Hsiu-Chuan Chen Taiwan Chun-Po Chen Taiwan Hsiu-Fen Chen Taiwan

Ying-Cheng Chen Taiwan Paul Chen Taiwan

Li-Ching Chen Taiwan Chin-Ju Chen Taiwan

Yuan-San Chen Taiwan Ching-Te Chen Taiwan Shu-Chen Chen Taiwan Yu-Wen Chen Taiwan

Chin-Chuan Chen Taiwan Chi-Yung Cheng Taiwan Wen-Luei Cheng Taiwan

Huai-Ying Chiang Taiwan Han-Chung Chiang Taiwan Shou-Yun Chiang Taiwan Shou-Ying Chiang Taiwan Chen-Chih Chien Taiwan Pei-Cheng Chin Taiwan

Kaven Chiou Taiwan Chia-Yun Chiu Taiwan

Wendy Chiu Taiwan Chang-Yi Chiu Taiwan

S.L.Choo China Su-Feng Chou Taiwan

Hsueh-Hung Chou Taiwan Wen-Pin Chu Taiwan Mei-Ju Chueh Taiwan

Yu-Chien Chung Taiwan David Q. Day, RFC TX

Donald A. DeBernardi, Jr. CA Stephen F. Duby AZ

Cullen Charles England CA Hui-Lan Fang Taiwan

Joey Fuh Taiwan Calvin C. Garvin CA Steven Todd Gary TX

Reathel Earl Geary III TN Ronald A. Gelok, Jr. NJ

Richard Gillespie New Zealand David R. Gray CO

William M. Helms NC William J. Hibbing TN

Allan Ho Taiwan James J. Hoskins OH

Hsiu-Ching Hou Taiwan Ryan C. Howard OH Alton L. Howell NC Larry C. Howell GA

Hu-Ling Hsiao Taiwan Hai-Yan Hsieh Taiwan Yen-Yueh Hsu Taiwan

Chin Hsu Taiwan Shu-Wen Hsueh Taiwan

Chih-Hsi Hu Taiwan Tien-Cheng Hu Taiwan Jing-Ju Huang Taiwan Ya-Mei Huang Taiwan

Mei-Hui Huang Taiwan Chiu-Feng Huang Taiwan

Wu-Chi Huang China Tzu-Ling Huang Taiwan Shih-Tsung Hung Taiwan Hsiu-Ying Hung Taiwan

William T. Isaacs IN Diana Ives, RFC CO John W. Johnson TX

Sheng-Fu Jou John F. Keene, Jr. PA Chiu-Ping Ko Taiwan

J. Morgan Koth OH Ai-Ti Ku Taiwan

Sung-Pin Kuo Taiwan Fang-Chun Kuo Taiwan Tin Yam Lai Hong Kong

Pel-Chiu Lai Taiwan Wen-Hsin Lai Taiwan Gregory M. Lanuti NY

Chien-Ping Lee Taiwan Han-Yu Lee Taiwan

Yung-Hsiang Lee Taiwan Heng-Hao Lee Taiwan

Scott Levinson MA Cheng-Min Li Taiwan Ya-Chun Liang Taiwan

Ching Liao Taiwan Pao-Hua Liao Taiwan

Chin-Cheng Lin Taiwan Chun-Chin Lin Taiwan Wan-Hui Lin Taiwan Richard Lin Taiwan

Yu-Ming Lin Taiwan Hui-Lin Lin Taiwan Brent W. Little TX

Szu-Chia Liu Taiwan Tzu-Fang Liu Taiwan Chao-Hui Liu Taiwan

Yuan-Hsing Lo Taiwan Jo-Wen Lu Taiwan

Chang-Yuan Lu Taiwan Yu-Chin Luan Taiwan

Paul B. Macchia NJ James L. Maddux OK

Akil Mansuri NJ Edward G. Marteu CA

Jennifer A. Miswald WI Robert J. Molina VA

Charles L. Moore, Jr. VA Robert R. Norsey TX Robert R. Nursey TX Larry V. Parman KS Scott T. Paschal TN Jack Patterson FL

G. Wayne Plemons CA Dale M. Puruczky OH

Laura E. Radko PA Scott A. Recht MD Bryan A. Sarff KS Mark Scordato NJ

Saulin See CA Chien-Ke Shen Taiwan Jui-Kung Shen Taiwan

Nicholas Sheuchenko NY Ja-Ho Shih Taiwan

Michael D. Shumway TX Gurdayal Singh CA

Steven L. Stillman MO Meng-Huei Su Taiwan Chiung-Hua Su Taiwan

Judy Su Taiwan Hsiu-Chuan Su Taiwan

Wen-Hsiang Sun Taiwan Li-Yu Sung Taiwan

Trevor S. Sutterfield OK Ju-Yuan Tai Taiwan Ke-Ho Teng Taiwan

Brian Long Burnett Marus Mark Matson Ed Morrow

Bill Nelson Matt Poston Dan Randall

Jeffrey Rattiner

James M. Thomas CO Hui-Chen Ting Taiwan

Keys E. Tinney CO Linda Townsend IL

Angie D. Trandai OH Tammy L. Trippany NY Hui-Chen Tsai Taiwan

Hui-Li Tsai Taiwan Hsueh-Yen Tsang Taiwan

Yu-Hsiu Tseng Taiwan Chin-Yu Tu Taiwan

Li-Mei Wang Taiwan Chao-Hui Wang Taiwan

June Wang, NJ Yu-Hung Wang Taiwan

Ching-Hsun Wang Taiwan Doreen Wang Taiwan

Hsueh-Chen Wang Taiwan Shu-Chuan Wang Taiwan Mei-Ping Wang Taiwan

Chuan-Fang Wang Taiwan Ching-Wen Wang Taiwan

Wen-Jui Wang Taiwan Chi-Chuan Wang Taiwan

Gregory A. Ward CA James W. Warner, CT

Val Wheeler, OK Andy Wu Taiwan

Hsi-Chou Wu Taiwan Chia-Hui Wu Taiwan

Chien-Hung Wu Taiwan Li-Shiee Yang Taiwan

Chia-Hsiu Yang Taiwan Jei-Hua Yeh Taiwan

Ching-Hsin Yeh Taiwan Fang-Hsing Yeh Taiwan Chi-Chang Yeh Taiwan Wei-Shan You Taiwan Pi-Hsiang Yu Taiwan

Dennis Sandoval Eddie Shum

William Warner Scott Wasserman

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