How did you get into the industry?
Originally, I was pre-med in my undergrad. However, I decided that I really didn’t like the trend that managed care was heading in, so I switched directions. Since I liked math and money, and obviously wanted to help people, this seemed like the best industry that would allow me to do all of those things.
What’s New in the Business or in the Franchise Model?
Virtually no one in the financial service industry focuses on the active management of individual fixed-income securities, i.e. the world of bonds and bond-like instruments. Beyond that, they rarely take those types of strategies to the average investor. That’s our mission with the Retirement Income Store®.
Where do you See Opportunities or Challenges for the Franchise/Business Moving Forward?
Opportunities are rampant, even after two major stock market crashes in the early 2000’s with the tech bubble having burst and the financial crisis. The reality is that most advisors are still addicted to stock market-based strategies. The federal reserve lowered interest rates, forcing people up the risk curve into stocks and stock mutual funds, and that leaves America as a wide-open slate, which means a wide open opportunity for our franchisees specializing in income-based investing.
There are plenty of opportunities for growth within the U.S. and beyond! The challenges within organic foods are consistency and quality control, which we intend to keep a close watch on through our extensive field support team.
What is your Goal for the Business Moving Forward?
Our ultimate mission is to have 2/3 of all Americans understand that there is an alternative to crossing your fingers and investing in the stock market: to invest for income, or invest for interest and dividends. That is our big hairy audacious goal.
Talk to us About Training and Support, How Do You Deliver?
We deliver everything turnkey, whether they have been in the financial service industry for decades or are brand new. We assist them every step of the way, from how to choose an office, where your office should be located, how to set up an office, staffing, how to market yourself, as well as how to educate the client of the benefits of fixed income-based investing.
Your most difficult moment at the Franchise Business?
So far, the most difficult moment was getting the state of California to approve us as a franchise. I almost gave up, except for the fact that we have a couple of licensees under our old model who I have much respect for and wanted to be sure that they didn’t miss out on this great opportunity. I stuck with it and after 8 months got the state of California to approve us.
Define your Franchise Model:
A. Training and Support Model?
We offer on-site as well as remote training on a regular basis, most of which is at no cost. Ongoing training for the advisor and the advisors’ staff is also included as applicable.
B. What is the Fee Structure?
Our upfront franchise fee is 25K. There are no ongoing fees such as royalty fees. We simply require that they put all the business through us, whether it’s managed money on the investment advisory side or insurance & annuities on the insurance side.
C. Territory Definition?
Territory is flexible based on the area and the advisor’s ability to serve that area. Generally speaking, a territory will encompass a circle around the advisor’s office that includes a 30-45 minute drive by car.
D. Day in the life of a Franchisee?
At the beginning, the franchisee is studying, hiring people, learning, and doing lots of things in preparation. Ultimately, the franchisee will be in a situation where they will come into the office to work 8 hours a day, and the only thing they will do is see clients. They will delegate every other duty except for seeing and helping individuals improve their financial future.
What does Your Franchisee Do in the Business Every Day?
Who is the Ideal Franchise Candidate?
The ideal candidate is someone who has 2-3 years of business experience, has their series 65 license as an investment advisor, and has an insurance license. The most import factor is that they really, really want to grow their business and take their business to the next level and want to be above average in their field. They truly care about doing the right thing for people and aren’t going to stuff all clients into stock market-based strategies regardless of their age. They are going to have the patience to look for people who need income-generating strategies and not just try and fit the round peg into the square hole with clients.
Success Stories and Failures with Franchisees?
We have advisors who came to us making $200K making over $1 million now, and those making $300-400K making $2-3 million now. The failures are those who are either so set in their ways, say for instance stock market-based model, that they have a tough time making the transition, or those that are simply un-coachable. Anyone can succeed at this system provided they are coachable and that they want it bad enough.
What Goals Do You Have for the Franchise Model in the Future?
On radio and television, we talk about DMAs, which are Designated Marketing Areas. There are 210 DMAs in the country and our goal is to be in 140. Right now, we have advisors in approximately 20 of the DMAs. Ultimately, some DMAs are bigger than others, which gives some franchisees multiple ownership opportunities in their own DMA if it can support multiple offices.
For more information on The Retirement Income Store Franchise, visit the corporate site: