Ideas into Action: Find Your Next Retirement Plan Client
Transcription
Ideas into Action: Find Your Next Retirement Plan Client
This program gives you a powerful advantage by providing: OPEN MORE DOORS. The tools to find opportunities; and The ideas and resources to help you close more business. CLOSE MORE PLANS. Ideas into Action: Find Your Next Retirement Plan Client The regulations surrounding retirement plans are more complicated than ever, making it harder for plan sponsors to stay current with these rules. Yet this complexity presents an opening for enterprising financial advisors who are able to find plans and identify opportunities, discuss and propose potential solutions—and present themselves as more knowledgeable 401(k) experts. Ideas into Action was created to position these advisors for success. The Ideas We’ve assembled an extensive and still-growing list of pressing issues that are on the minds of plan sponsors. These ideas pinpoint weaknesses and opportunities you can leverage to initiate valuable in-depth conversations with plan sponsors that will present you as an expert who should be part of their plan team. OPEN MORE DOORS. CLOSE MORE PLANS. Example: Idea—Help Plans Avoid Fines for Poor Deposit Timing In 2010, the Department of Labor (DoL) hired 997 new people—750 of whom are being used to find and fine plan sponsors who haven’t performed sufficient deposit timing of an employee’s salary deferrals. A DoL rule states that contributions must be made as soon as it is administratively feasible, but no later than 15 business days after the month in which the contributions occurred. This 15-business-day rule was not meant as a “safe harbor”; rather, administrative feasibility was the key. To alleviate such concerns, the DoL issued guidance for creating a safe harbor for those employers who deposit contributions within seven days. As an advisor, you can help to ensure that the plan sponsor understands these rules and help them properly comply. You may also choose a range for the amount of this failed contribution on the “Amount of Failed Deposit” dropdown menu. Take Action In three easy steps, we provide everything you need to find leads, connect with the plan sponsor, and close the sale. Action 1: Begin Your Search It starts with our award-winning online business intelligence tool, Insights & Intelligence, which provides critical information on both individuals and organizations, including detailed profiles of more than 1.5 million retirement plans. These profiles include extensive plan data mined from public filings (e.g. Form 5500). Searchable fields let you identify leads by plan type, situation, and geography—or using any combination of factors you choose. Example: Action—Search for Plans Use our Insights & Intelligence tool to locate plans in your area. On the “Retirement Plan Searches” menu, select the “Corporate Plans” link. Click the “Advanced Search” link. Choose “Yes” on the “Failed to Deposit Contributions On-Time” dropdown menu. You may also choose a range for the amount of this failed contribution on the “Amount of Failed Deposit” dropdown menu. This material is exclusively for financial advisors (registered representatives of broker/dealers or associated persons of registered investment advisErs). Not to be used with the public in written or oral form. Action 2: Start the Conversation Once you find plans, we provide a series of scripts you can use to begin the conversation with these prospects. Based on the information you uncover about the plan in your search, you can choose the script that points to a specific issue of concern to the plan and suggest potential solutions—providing the plan sponsor with a compelling reason to set up a meeting with you. Example: Action—Connect Call plans that have had past problems with deposit timing. Your script: “As a courtesy, I have reviewed your plan and noticed that you have had some issues with the timing of employee deferrals. In order to avoid a Department of Labor action and your company’s potential liability to replace lost earnings, we should make sure that you have the proper payroll transmittal procedures in place to improve deposit timing. It’s easy for the DoL to fine you, but there are some easy remedies we can help you put in place to address it. Would you be interested in setting up some time to meet so I can tell you more?” Action 3: Present the Solutions When you meet with these potential clients, we give you access to a host of resources you can use and solutions you can present to close the sale. Resources include articles and reports on the topic being discussed, as well as specific steps, solutions, or products you can recommend to help remedy their situation. Example: Action—Use These Resources and Solutions Q&A: Recent Department of Labor Happenings—Deposit Timing and Collection Responsibility To register for immediate access to the Ideas into Action program and see all the ideas we have for finding new plans, visit www.lordabbett.com/advisor/ideasintoaction or contact one of our Retirement Platform Consultants at [email protected] or 866-202-9137. About Lord Abbett Lord, Abbett & Co. LLC is an independent, privately held investment management firm, founded in 1929. As one of the oldest money management firms, Lord Abbett has worked with generations of clients, financial advisors, and consultants, building trusted relationships over the past 80 years. Our singular focus on the management of money has provided a quality investment experience to clients of all sizes. Lord Abbett serves: • Defined contribution plans—Providing investment options within retirement plans offered by businesses • Individual investors—Providing a full range of investment solutions, including mutual funds and managed accounts • Insurance companies—Offering subadvised accounts and insurance series and retail mutual funds within investment products distributed by insurance providers • Institutions—Serving the specific needs of corporations, public funds, Taft-Hartley plans, hospitals, endowments, and foundations All Lord Abbett mutual funds are offered by prospectus only. Before investing in any of the Lord Abbett mutual funds, carefully read and consider a fund’s investment objectives, risks, charges, and expenses. This and other important information is contained in the prospectuses, which can be obtained at www.lordabbett.com. Investments in mutual funds involve investment risks, including the possible loss of the principal amount invested. for more information Lord Abbett Client Service 888-522-2388 Visit us at: www.lordabbett.com/advisor Lord, Abbett & Co. LLC/LORD ABBETT DISTRIBUTOR LLC 90 Hudson Street, Jersey City, NJ 07302-3973 NOT FDIC INSURED–NO BANK GUARANTEE–MAY LOSE VALUE IIAFLY (07/11)
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