Lance R. Howard
CSA
Howard & Associates Estate and Retirement Planning
Bakersfield, Calif.
1. What is your primary advisory specialty, or the focus of your practice?
Advisory services include a conservative to moderate approach as many of our clients are in or near retirement. Strategies include downside protection, producing solid income without tremendous risk and tax advantages during a client’s lifetime and at death.
2. What are the biggest challenges facing you in this market, and how are you addressing them?
Regulations, investors’ perceptions, volatile markets and indecision: I recently obtained my Series 65 which takes care of regulations and changes how investors perceive me. My own perception has changed; therefore my prospects look at me in a different and more positive way. Volatile markets and indecision are things we all face, however my approach lets my clients truly feel it is about them and not the money.
3. What led you to focus on the senior market?
Knowing how desperately this age group needs help from someone who cares about them. This group has worked very hard to accumulate their assets and they appreciate honest, integrity and personalized attention.
4. What is the best advice you would give to other advisors?
Put yourself in your clients’ shoes and only do for them what you would do for yourself or your family. Become the most, well-rounded advisor possible and don’t walk away after the sale. Continue to provide service above and beyond your competition.