Jason Bernic

If you ask most FSP business owners where their new business comes from, the answer is almost always some version of the same two things: referrals and advisor prospecting. And if you ask them whether they are happy with that, the honest answer is usually no but they are not sure what to do about it. This article is about that gap, and why closing it is less complicated than most business owners assume. The Referral Trap Referrals are wonderful. They are warm, they are credible, and...

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...