With SEC 151A in our rearview mirror, I’ve been talking with as many advisors and industry folks as possible to get a read on what pressing suitability issues insurance agents are facing today.
In this monthly column, I’ve mostly spoken with frontline advisors, but I wanted to take a different tact and get the scoop from a marketing organization perspective and had the opportunity to discuss this topic with Brian Lucius, chief marketing officer of Gradient Financial Group.
The following section is an excerpt of our conversation. For the purposes of this piece, we are discussing insurance-only agents. In a future column, look for a closer look inside the securities world.
SMA: In general, does the average advisor you talk to have a good grasp of treating clients and prospects ethically?
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Lucius: We have found that the majority of our agents and advisors really do put their client’s interests first. We have a policy that any noticed pattern of unethical behavior will result in our disassociation with that particular advisor and reported to the proper regulators if need be. It sounds clich?, but we expect you to treat people as you would like to be treated yourself.