Jason Bernic

Prospecting has become one of the most uncomfortable conversations in financial planning, and not because advisors suddenly lost their work ethic or capability. It has become uncomfortable because the profession has evolved, while many of the expectations around how advisors are supposed to generate new clients have not. For years, prospecting success was framed as a test of resilience. If you could survive cold calling, rejection, and constant pressure, you were deemed suitable for the...

As we move into 2026, most financial planning businesses will do what they have always done at this time of year. They will review performance, revisit goals, refine strategy, adjust operations and look closely at systems and processes. Some will do this thoroughly and thoughtfully; others will do it quickly, more out of obligation than conviction. Either way, the focus will be on the business. This is not wrong. A business needs direction and structure. It needs clarity around what it is...

For many financial planning businesses, the early years of an advisor’s career are the most uncertain. Firms invest in recruitment, training, compliance and support only to watch capable individuals leave the industry before reaching stability. On the advisor side, the pressure to generate clients quickly can feel overwhelming, especially in a market where consumers are cautious, competition is high and trust must be earned over time. The challenge is not a lack of talent. It is a lack of...