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fundamentally improving the science of investing

Stocks were able to weather the storm of events that occurred throughout January, despite investors having numerous reasons to move away from equities.

The month began on a somewhat positive note as the availability of COVID vaccines increased throughout the country. Nevertheless, investors were concerned as the number of reported virus cases continued to increase.

Despite numerous challenges, the certification of the 2020 presidential election was to take place on January 6. However, protestors sieged the United States Capitol, disrupting the certification process and forcing members of Congress to shelter. Following a restoration of order, Congress ultimately certified the results of the election.

On January 13, the House of Representatives voted to impeach President Donald Trump a second time, charging him with “incitement of insurrection” against the United States government, alleging that he incited the storming of the Capitol.

did you know?

The Power of Outsourcing

According to an SEI study1 advisors who outsourced, compared to do-it-yourselfers, had

  • 42% more clients
  • Spend 2x the amount of time in prospecting
  • Spend 85% more time in client meetings
  • Spend 2% of their time on investment management functions (compared to 37% for DIY)

The results?

Those who are do-it-yourselfers are getting four new clients a year, versus turnkey advisors who get fourteen new clients a year, well over triple the number of new clients.

1 Anderson, Bueermann, and Lee, “A Data-Backed Solution to Building a More Profitable Advisory Business.”

bright ideas
3-Step Action Plan to Scalable Success

At Beacon, we have seen many financial professionals hit a plateau around $10 million AUM; for others, that may not reach their peak until $20-$30 million AUM, but rest assured, that invisible ceiling is there. If you want to ultimately hit your AUM goal of $50 million, $100 million or beyond, you will need to need one essential ingredient—scalability.

“The only way that we can go about creating a viable, growing, successful, large business and also have a life at the same time is through scalability. You must work on your business, not just in your business,” Beacon Managing Director, Dan Baccarini shares in his new book Scalable: The Key to Tremendous Business and a Tremendous Life! 

Here are three steps to immediately improve the scalability of your business:

1) Outsourcing – the single most valuable asset you manage is your time; it is a non-renewable resource. If you feel like there is never enough time in your day to prospect, to serve your clients or to spend with your loved ones—it’s time for you to take control of your business. The number one solution for this is outsourcing.

It starts with a simple question: What tasks are you doing that someone else can do (maybe even better or for less cost)? 

Start by making a list of how you spend your time, then dig deeper. What systems, technology or hires do you need to make to leverage and maximize your time?

2) Creating Systems — To confidently outsource tasks, having clearly document systems in place will help remove questions and quality inconsistencies. The key to any great system is checklists. Take time to list all the processes that you can think of that occur in your business. Then look at each one and break it down into the steps. What can you create a checklist for? Each checklist should contain no more than six to nine items. If you have a checklist with more than nine items, see if you can identify sub-processes within the larger process. Then write a checklist for each sub-process. (For more on creating great checklists, review our past article, “Checklist Manifesto.”)

Three primary systems for a scalable business include:

  • System for generating leads
  • System for turning those leads into clients
  • System for turning those clients into raving fans

These pieces combined create a complete sales funnel and the infrastructure for consistent, predictable business.

3) Execution — The final ingredient is the most difficult—actually doing and sticking to your systems and plans. Planning and execution combined is what equals success. This isn’t something that’s going to happen overnight or without effort. You can either try to go it alone and do it all yourself, or you can get someone to help you, to coach you along the way, to be your partner in your success.

At Beacon, we are here to be that trusted partner for your success with investment solutions and turnkey marketing, operational and account management support. Simply put, we work to make it easier for you to spend more of your time and energy working with your clients and less time and energy worrying about the other stuff. As always, contact your wholesaler to discuss the many resources available to you and how we can be of help in reaching your business goals.

beacon news

Thank you again for your continued support of last month’s announcement about becoming part of Sammons Financial Group. Please note, during this transition period, there is a letter and consent form that needs to be completed by all new accounts between now and April 1.

Download Updated New Account Package

Be sure to visit Beacon’s News & Press page for the latest credibility pieces to share with your clients and prospects, and follow Beacon on LinkedIn for the latest updates as they happen.


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For Advisor Use Only, Not to Be Used With Clients

The GIPS Compliant Presentations for our Vantage portfolios can be obtained by clicking on the link below.  If you would like the Compliant Presentations to be emailed directly via PDF file or if you would like to receive a copy of Beacon’s Composite Descriptions; please respond to this email or contact Beacon at 937-439-9093.

BCM 2018 Compliant Presentations

Beacon Capital Management, Inc. is a registered investment adviser with the Securities and Exchange Commission. Information presented is for educational purposes only and does not intend to make an offer or solicitation for the sale or purchase of any specific securities, investments, or investment strategies. Investments involve risk and unless otherwise stated, are not guaranteed. Past performance is not indicative of future performance.

Additional information about Beacon Capital Management is also available on the SEC’s website at under CRD number 120641. Beacon Capital Management only transacts business in states where it is properly registered, notice filed, or excluded or exempted from registration or notice filing requirements.

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Beacon Capital Management

7777 Washington Village Drive, Suite 280, Dayton, OH 45459

P: 866.439.9093 | F: 937.424.4825