2009 - On Purpose V5

ON PURPOSEINTENTIONAL ADVISING FOR THE CHRISTIAN FINANCIAL ADVISOR

VOLUME 5, ISSUE 1 | 2009 | WWW.KINGDOMADVISORS.ORG

DaySeizethe

Th e Opportunity of a Lifetime

Th e Blessed Advisor

What’s Up with Washington?

Kingdom Advisors Testimony: Jeff Rogers

We promise

ttakke our pro imises very seriiouslly. ItIt i is our ivi ision, our foundation and our reputation.

WeWe p proromimisese t to:o:StStayay d disistrtribibututioionn fofocucusesedd•

p p yUphold our mutual company values•Remain committed to financial strength•

In a world that changes with time, depend on a pledge that’s timeless.

We deliver on our promises when customers need us most.

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03-042-0609 Kingdom Advisors June09_ad.indd 1 6/2/09 1:31:50 PM

C O N T E N T S

ON PURPOSEINTENTIONAL ADVISING FOR THE CHRISTIAN FINANCIAL ADVISOR

K I N G D O M A D V I S O R S . O RG

Kingdom Advisors

5605 Glenridge Dr., Suite 450

Atlanta, GA 30342

Tel: 404-497-7680

Fax: 404-497-7685

FEATURES

10

16

Seize Th e Day; Th e Opportunity Of A Lifetime Money is one of the most personal aspects of a person’s life, and that puts fi nancial advisors in a

unique position. Kingdom Advisors recently conducted a survey of members asking about the

degree to which they are stepping into that opportunity by bridging the worlds of fi nance and

faith with clients, especially non-believers. Th e results were very encouraging!

Th e Blessed AdvisorDuring these uncertain times, many fi nancial advisors are having more communication with clients

than ever before. Th is presents an opportunity to move beyond returns and diversifi cation strategies

to segue into topics about values, life goals and defi nitions of success and joy. Find out how to take

advantage of your role as “Th e Blessed Advisor.”

What’s Up With Washington? Since President Obama released his controversial budget, advisors all over the country have been

overwhelmed with calls about the proposed changes to upper-income taxes, charitable deductions,

and estate taxes. While it is not yet clear if Congress will vote these proposals into law, we can be

sure that big tax changes are on the horizon.

Th e mission of OnPurpose is to deliver engaging content to Christian fi nancial

professionals so they are equipped to integrate their faith into their practices and serve

their clients by delivering faith-based advice.

4

How do I counsel fearful clients?

My relationship with my clients has never gone beyond

fi nancial in nature. How do I now begin to open up

Kingdom opportunities with these clients?

Ron BluePresident

Bill SerravezzaChief Executive Offi cer

Tony StinsonChief Operating Offi cer

Kristen BurnettChief Financial Offi cer

Rob WestEditor in Chief

Scott TitusEditor

Kathie WheatEditor

Kenny NgArt Director

Q

Q

Th e Deeper Meaning Of Life

Kingdom Advisors Testimony with Jeff Rogers

8

13

LifeLINE: Th e Opportunity Of A Lifetime to Have a Lasting Impact

Community Profi le: Chattanooga 14

Ron Blue Answers 22

Growing In Infl uence

21

7

F E A T U R E A R T I C L E

4 | O N P U R P O S E | V O L U M E 5 , I S S U E 1 | 2 0 0 9

Money is one of the most personal aspects of a person’s

life, and that puts fi nancial advisors in a unique position.

Because clients talk to advisors about a subject they are

hesitant to talk about with most other people, a bond

is formed. Th at provides opportunities to talk about

another very personal subject: faith.

Kingdom Advisors (KA) recently conducted a survey of

KA Members asking about the degree to which they are

stepping into that opportunity by bridging the worlds of

fi nance and faith with clients, especially non-believers.

Th e results were in many ways very encouraging.

Numerous KA Members indicated that they regularly

discuss Biblical principles of money with non-believer

clients. But it also pointed to several areas of opportunity

for expanded infl uence.

Nearly all KA Members surveyed agreed that the Great

Commission (Matthew 28:19-20) applies to “everyone,

including me”—that the Biblical call to share one’s

faith with others is not just for those with the gift of

evangelism. And yet, a lesser number of KA Members are

proactive in using their work as a platform to share their

faith.

Th e starting point in sharing our faith with others is not

about techniques. It’s about perspective; it’s about looking

at life as a daily opportunity to introduce others to Jesus.

And because so much of our time is spent working, it’s

about viewing our work as a ministry. Fully 95 percent

of Kingdom Advisor Members view their vocation as

a ministry either “some” (27%) or “to a great degree”

(68%).

T H E O P P O R TDayF E A T U

Seizethe

Not at all proactive

Not very proactive

Somewhat proactive

Very proactive

How proactive are you in sharing your faith with your non-believer clients?


K I N G D O M A D V I S O R S . O R G | 5

U N I T Y O F A L I F E T I M E

Th e extent to which we view our work as a ministry

will impact how bold we are in sharing our faith. If we

don’t see our work as a ministry, we’ll probably be pretty

passive about it. We may just live our life and hope

people notice that our faith matters to us. If we see our

work as a ministry to some degree, we’re likely to be a

bit more proactive by sending some intentional signals

about our faith. But if we see our work as a ministry to

a great degree, we’ll look for opportunities to bring up

matters of faith.

One somewhat proactive approach is to use a mission

statement to let clients know we are people of faith. Th is

was identifi ed by the survey as an area of opportunity,

since more than one-third of KA Members do not have

a mission statement, and of those that do, 40 percent

make no mention of their faith. Here are portions of

three KA Member mission statements that clearly state

the importance of the KA Member’s faith:

continues on page 6


F E A T U R E A R T I C L E

P O S E | V O L U M E 5 , I S S U E 1 | 2 0 0 9

Share or discuss a relevant book

Th rough posters or other items on display in my offi ce

On marketing materials (client newsletter, my web site, etc.)

In meetings in which we discuss their goals and/or my fi nancial recommendations

In casual conversations

S

Thd

O(

It

I

Current methods of sharing Biblical principles with non-believer clients.

With questions on a new client information form

Strategic Questioning

I don’t ask on a new client information sheet or in conversation, but I make note of it if they mention something about their faith

By asking them about their faith in conversation

Wn

S

Ic

Ba

Methods of gathering information about new clients’ spiritual beliefs.

“ We are committed to honoring God in all we do.” “ We accept the call of being ministers to the market

place, the extensions of the hands of Christ to minister to those with whom we come in contact in the course of our business activity.”

“ We have experienced and know the love of Jesus Christ and are committed to represent Him by extending that love to all we come in contact with. For believers, we are called to help them handle money faithfully as good stewards.”

Do you have a mission statement on your web site or other

marketing materials? Does it mention your faith?

Another somewhat proactive way to open up conversations

about faith is to share Biblical principles of money with

non-believer clients. About two-thirds of all KA Members

do this in some fashion “fairly often” (43%) or “all the

time” (20%). Th e most common method is through

casual conversations.

One of the most common “other” methods of sharing

Biblical fi nancial principles with non-believer clients is to

give clients appropriate books.

As Kingdom Advisors President Ron Blue has taught,

discipleship begins with us. We must understand Biblical

principles of money and put those principles into action

in our own lives if we are to have an impact on others.

However, more than one-quarter of KA Members

indicated that they don’t know enough about Biblical

principles of money to be comfortable sharing those

principles with clients, and less than half (42%) of KA

Members say they have incorporated Biblical fi nancial

principles into their own lives “very well.”

Also holding KA Members back from having a greater

spiritual infl uence on non-believer clients is a lack of

knowledge as to where clients are coming from in matters

of faith. Th e survey found that nearly half of KA Members

know the spiritual condition of just “some” (38%) or “not

very many” (8%) of their clients. It also revealed that only

half of all KA Members routinely gather information about

a new client’s spiritual beliefs or practices. Among those

that do gather this information, the methods vary.

Many of the “other” responses involved the use of strategic

questions. For example, asking clients about the charitable

organizations that they support or about the principles

they’ve used to guide their fi nancial decisions so far.

DaySeizethe

Th e opportunity of a lifetime. continued from page 5

K I N G D O M A D V I S O R S . O R G | 7

Matt Bellis a personal fi nance writer and speaker. He

has written two books published by NavPress:

“Money, Purpose, Joy” (September 2008) and

“Money Strategies for Tough Times” (April 2009).

To learn more about his work, visit his web site at

www.moneypurposejoy.com.

I’m pretty sure that has never happened

I can’t be sure, but I doubt it

I can’t be sure, but it’s possible

I know for sure it has happened

Is

Ib

Ib

Ii

Have you played a role in clients placing their trust in Christ?

One of the greatest privileges any of us will ever

have is playing a role in a person placing their faith

in Christ. About one-fi fth of all KA Members are

confi dent that they have had this privilege with one

or more of their clients.

In the DVD “Just Walk Across the Room,” Willow

Creek Community Church Senior Pastor Bill Hybels

describes a nearly 10-year journey of sharing his faith

with a friend, Dave, who ultimately placed his faith

in Christ. At one point in the process Hybels told

his friend, “I’m not going into eternity without you.”

He didn’t plan to say it; it just came out—a natural,

heart-felt expression of his love for his friend. Dave

didn’t fall on his knees in that instant and accept

Christ. But it was clearly a key moment in the

journey.

Th ink of one of your non-believer clients right

now whom you are not willing to go into eternity

without. Who comes to mind? What could you

do to move further out onto the skinny branches in

sharing your faith with this client? It’s your job to

help your clients get a good return on their fi nancial

investments, but it’s your calling to help them gain

an eternal return on the investment of their life.

K I NK IK I NK I NK I NK I NK I NK I NK I NK I NK I NK I NK I NK I NK IK I NK I NK I NK I NK I NI NNK I NK I NKK I NK I NKKK IKK I NK I NK I NI NK I NI NKK IKK I NK I NK IK IK IK IK I NKKK I NNI NNI NKK I NK I NI NK I NK I NK I NKK I NK IK I NK I NK IIKK NK I NK I NK I NIK I NKK I NIK I NK I NIK I NKK I NI NNK I NK I NKKK I NK II NK I NK I NKKK I NK I NIKK I NK I NK I NK I NK I NKK IIKKK G D OG D OG D OG D OG D OG D OOG D OG D OG D OG D OG D OG D OG D OG D OG D OG D OG D OGG D OG D OG D OG D OG D OOOG D OG D OGG D OG D OGG D OD OG D OG D OG D OG D OG D OD OD OG D OG D OG D OG D OG D OG D OG D OG D OG DG D OG D OG D ODDG D OGGGG D OG D OG D ODG D OGGG D OG D OG D ODG D OGGG D OGGG D OG D OOG D OGG D OG D OG D OG D OG D OG D OOOG D OGG D OG D OG D OG D OG D OGG D OG D OG D OG DGGG DD OG D OG D OG D OOG D ODG D OG D OGGG D OGG DG M A DM A DM A DM A DM A DM A DM A DM A DM AM A DM A DA DM A DM A DM A DM A DM A DA DM A DA DM AM A DMM A DM A DM A DM A DMM A DM A DM A DA DDM A DM A DMMM A DDDDM A DM A DM A DM A DM A DMM AM A DA DM A DM A DM A DM A DM A DM A DM A DM A DM A DM AM A DDM AM A DM A DM A DM A DM A DM A DAMM A DA DDA DDM DM A DA DM A DDM A DM A DM A DDM A DMM A DM A DMM A DM A DM A DM A DMM A DM A DM A DM A DA DDDM A DM A DM A DDDDM A DAAMM A DMM A DM A DDM A DM A DM DMM A DMM AM V I SV IV I SV IV IV I SV I SSSSSV I SVV IV I SSV I SSV I SSSV SSSVV I SSSSI SSSV IV IV I SSSSSSV IV I SSSSV I SV I SSSSSSV I SSSSSV I SSSSSSSSSV IV I SVVV I SV I SSSVV I SV IVV IVV I SIV I SV IV I SV I SI SVV I SV IV I SV I SV IVV I SV I SV I SI SV I SVV IV I SSV I SV I SV I SVV I SV I SVV I SV I SV IV I SV I SV I SVV IV I SV I SVV I SSSSVV I SV I SV I SI SV I SV IVV SV SV SSS O R SO R SO R SO R SO R SO R SO RO ROO R SO RO RO R SO RO R SO R SO SR SO R SOOOO R SO R SOOOO RO R SR SOOOOOOOO RR SO R SSSOOOOOO RO R SO R SO R SROOOOOOOOOO R SO R SO R SO R SOOOOOOO R SO R SRO R SO R SOOOOO R SO R SO ROO R SR SRO R SO R SOOOOOOOOO R SOOOOOOOOOOOOOO R SOOOO R O RO RO RO RO RO RO RO RO RO ROO RO RO R. O RO RO ROOOOO RO RO R. O RO RO. O RO. O R. O RR. O ROO. O R. O ROOO RR. O RO RO. O RO RO. O RO ROOOO RO RO GGGGGGGGGGGGGGGGGGGGGG GGGGGGGGGGGGGGG GGGGGG G GGGGG G G G G G GG |||||||||||||| || | | | |||||| 77777777777777777777777777777

999))...

aattt

Growing in Infl uenceIn order to grow in your spiritual infl uence on your clients, consider

completing the Kingdom Advisors (KA) Training and becoming a

Qualifi ed Kingdom Advisor™. A recent KA Member survey found

trained and qualifi ed KA Members to be more proactive in using their

role as a fi nancial advisor as a platform for ministry. For example,

when compared with KA Members who have not been through the

Kingdom Advisors Training and those who have been trained but have

not completed the qualifi cation process, a much higher percentage of

trained and qualifi ed Members share Biblical principles of money with

non-believer clients “all the time.”

Not Trained Trained & Qualifi ed

All the time 15% 33%

Qualifi ed Kingdom Advisors™ are also much more likely to bring up

matters of faith in the course of their work with non-believer clients,

sharing Biblical principles of money during formal client meetings.


54% 73%

When asked why they don’t share Biblical principles of money with

non-believer clients, lack of knowledge about those principles was cited

by about one-third of KA Members who have not been through the

Kingdom Advisors Training. In contrast, lack of knowledge is clearly

not an issue for very many trained and qualifi ed KA Members.


35% 6%

Kingdom Advisors President Ron Blue leads the 16-hour Kingdom

Advisors Training in an engaging and fl exible web-based format. Th is

professional training off ers you a pathway to respond to God’s call

on your life to have lasting Kingdom impact through your work.

Th e training is designed to guide you through each phase of a life-

transforming journey so you emerge with the joy of integrating your

faith and profession. From dynamic teaching to conceptual models

and practical “how to’s”, this training will teach you how to develop a

Biblical basis for professional fi nancial advice. More information about

the Kingdom Advisors Training is available on the Kingdom Advisors

web site at www.kingdomadvisors.org.

In meetings in which we

discuss their goals and/or my

fi nancial recommendations

I don’t feel

knowledgeable enough

about the principles


Ask any small child what is most exciting about

Christmastime and the answer will be unanimous

– getting presents. When we hear that answer, we

all smile an understanding smile and maybe even

conjure up a few of our own memories of childhood

Christmases long past.

But, there is a much deeper level of fulfi llment in

life than the simple joy a child experiences as he

rips open countless brightly colored packages full

of wondrous things just for him. I would like to

suggest that life’s greatest fulfi llment can be found in

the deeper meaning of life.

Th e deepest level of fulfi llment in life is not found

in what we get but in what we give. If you try to

explain this concept to small children, they will

stare at you with blank looks on their faces, amazed

that anything could possibly provide more joy

than receiving presents. But, as every parent and

grandparent knows, there is no gift you could ever

receive that exceeds the joy of watching the bubbling

enthusiasm of your own children or grandchildren

wildly tear open a box, squeal with glee as they

discover its contents, jump up and dash headlong

toward you throwing themselves into your arms

off ering a thousand kisses and thank yous.

Why should it be any diff erent with the wealth

with which God has blessed us? Far too often in

our pursuit to build and control our own fi nancial

empires, we commonly fi nd ourselves far more

focused on what we are getting out of it all than

what we could be giving of it. Often, we may fi nd

ourselves unconsciously reverting back to a childlike

attitude towards happiness – “getting presents for

ourselves.” And, in so reverting, we sacrifi ce the

deepest joy in life by neglecting what Jesus told us,

“It is more blessed to give than to receive” (Acts

20:35). Notice, He does not deny the blessing of

receiving gifts, but He tells us that there is an even

greater blessing found in giving gifts. “It is more

blessed to give,” He said.

Th e Deeper

Meaning of Life

E.G. “Jay” Link Th e author, E. G. “Jay” Link, is both an ordained

minister and the President/CEO of Kardia,

Inc., a fi rm that specializes in assisting wealthy

Christian families with the stewardship of all

of their life resources. Th is article is an excerpt

from his soon to be released new book, Spiritual

Th oughts on Material Th ings (30 Days of Food

for Th ought). Mr. Link may be reached via email

at [email protected].

halftime.org

Help your clientsmove from success to significance...

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wwoorrkkiinngg wwiithh aaddviisoors for oovver two

yyeeaars eeqquuiippppiinngg tthheemm ttoo hheelp their

cclliieentts mmoovve ffrom ssuucccess to signifi-

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life puurrppoose?

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Journey. The peace and fffuulfifillment

of moving closer to God’s purpose

for your second-half will enable youuu

to better assist clients who want tttoo

do the same. Halftime is deligghhhtted

only Halftime workshops:

Jeff Spadafora, Halftime Director of Life Strategy Resources will walk

you through tools, models, and processes to help you discover a life

of joy and impact-- and become better equipped at helping clients

through the same journey.

Go to www.halftime.org/fp and look under events for more information

and to register.

O N P U R P O S E F E A T U R E

I can only imagine your world right now –

decimated markets, dejected clients, time-

consuming stressful conversations.

So why have I entitled this article “Th e

Blessed Advisor” when you may be

feeling less than blessed right now? Th e

reason is because times like these provide

lots of opportunities for communication

with clients. Most advisors I know have

been in dialogue with their clients more

now than ever before. You now

have more “face time” to have

discussions that go beyond

returns and diversifi cation

strategies (remember when

those used to actually

work?).

In these

conversations, you

have the opportunity to

segue into topics about values,

life goals, defi nitions of success

and joy. Th ere is no doubt about

it: bad markets present the most

teachable moments about life

and joy. When Jesus said “It’s

harder for a rich man to go to

heaven than for a camel to go

through the eye of needle,” it’s

because wealth creates a false sense

security and independence. When

people are knocked off balance because

their source of security has eroded, they are

more open to explore other, truer sources of

security.

Asking the “big questions” about a client’s dreams, goals, values, etc. is a

common practice among advisors with new clients, but advisors don’t revisit

these topics often enough with long time clients. In fact, several research studies

on salespeople’s behaviors show that the frequency of asking insightful, penetrating

questions with clients decreases dramatically as the relationship matures. Th is is a big

mistake. Moving from an “ask orientation” to a “tell/defend orientation” over time prevents us

from staying current on what really matters to our clients.

1 0 | O N P U R P O S E | V O L U M E 5 , I S S U E 1 | 2 0 0 9

Don’t get me wrong, I know people are paying you fi rst and foremost for ROI. I get that. In

fact, I spoke with one advisor last week. He said he feels that if he transitions away from the

immediate emotional needs of the client, and starts to talk about eternal things, he runs the

risk of looking like he’s trying to “change the subject” on the client.

Without shirking your responsibility to focus on managing money wisely, this economy

still presents a great time for you to revisit those “big picture questions” and have those “gut

check” conversations with clients. Don’t miss this opportunity. Th e trick is to (in fact) change

the subject on your client, but do it in a way that is respectful and appropriate given the fl ow

of the conversation.

Another advisor I spoke with last week calls this his “Last 10 Minutes.” He told me that

he’s been having long conversations – well over an hour – with clients. While he’s been

engaged in these conversations, he knows urgent messages from other clients have

been piling up via email and voicemail. Regardless, he steels himself, takes deep

breath and says: “It seems like we’ve covered most of the urgent issues. Would

you be okay if I change the subject for a bit?” (Who’s going to say “no” to that?)

Th en he asks questions like:

“ No one’s real happy about what’s happening in the

economy right now, it sure reminds me how little in

this world is guaranteed. What’s your take on that?”

“ How is this situation impacting your

faith in God?”

“ What’s your spouse’s reaction to

what’s happening?”

“ How has this situation caused

you to re-prioritize what’s

important you?”

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K I N G D O M A D V I S O R S . O R G | 1 1

continues on page 12

Th e Blessed AdvisorGranted, you’re going to have some clients who

don’t think much about things like this in good

times or bad. If that’s the case, back off and let the

Holy Spirit take it from there – they’re just not

ready. Don’t give up on them. Just “shake the dust

off your sandals” and move on (for now).

But there will be others who are ready to explore a

new direction for their life. Th ose who have come

to realize they have been storing up treasure here

on earth (Matthew 6:19) and now realize it was a

misplaced bet.

In our ministry (Th e Halftime Initiative - www.

halftime.org), we help Christian marketplace

leaders in mid-life transition who have found that

the singular pursuit of personal success has gone

stale. After being target-locked on the world’s

defi nition of success, they suddenly feel empty.

Rudderless. Purposeless.

If you have clients that fall into that category,

giving them Bob Buford’s book, Halftime, is a good way for them to see words put to their

emotions and realize others have traveled this

road before.

One wealth advisor that I have been helping

coach “Halftime clients” told me a client said:

“ I am amazed to fi nd out, in

the midst of this turmoil, how

much trust I was putting in my

net worth.”

One Halftimer recently told me:

“ I realize now it was all ‘funny

money’ anyway and I’m not

getting any younger. I want to

have fun and make a diff erence

in the world with what I have.

I might as well keep on trying

to fi gure out God’s plan for my

second half of life.”

My encouragement is to gently prompt your

clients to “think eternal… to think purpose…

to think legacy .. to think NOW, not later.”

I’m not suggesting you preach at your clients.

I’m suggesting you think strategically about the

questions you ask clients.

One of three things happens when clients are

forced to verbally answer the “big questions”

in life:

Th ey realize they have long-held

assumptions and convictions that still

hold true even when the status quo

gets shaken up. (Good for them!)


continued from page 11

Th ey realize their assumptions and convictions

were fl awed and that they need to re-defi ne what

they believe.

Th ey realize they have no strong convictions

about the meaning of life, God, their purpose,

etc. Th e shake-up jolts them out of complacency

and creates a desire to arrive at some conclusions.

For people in categories 2 and 3, one way to help

them is to give them a copy of Halftime. Th en,

follow up with them after they’ve read the book.

If they confi rm they’re looking for a new sense of

purpose and excitement in their life, contact us at

www.halftime.org/fp and I’ll help you brainstorm

the best way to help them.

So why is it again that fi nancial advisors are

blessed? Because not only do you get to be in a

profession you enjoy, but you have a wonderful

“platform” and relationship base for discipling

people and helping them re-discover purpose and

meaning in their lives.

Jeff Spadafora

(Halftime Director, Life Strategy

Resources) spent 19 years as a

management consultant to the

Fortune 1000. His specialty

was change management at the enterprise level

by enabling positive behavior change at the

individual level. In 2005, Jeff felt God stirring

his heart to redirect his energy and skills to

make a bigger diff erence in the world. He was

in Halftime. Ultimately, God has made it clear

“that Jeff ’s calling is to help other people discover

their calling.” He coaches people in Halftime,

facilitates workshops and speaks to “Halftimers”

around the country, and consults with fi nancial

advisors who want to integrate Halftime life

purpose resources into their service and product

lineups. Jeff can be reached at:

Jeff [email protected].


Jeff Rogers’ clients expect he will off er

guidance based on Biblical principles.

Th at’s perfect for Jeff ; it allows him to use

Kingdom Advisors’ resources to talk with

clients about their most personal issues:

faith and money.

“I believe that the role of the Christian fi nancial professional is

a privilege and a calling. I clearly remember the day that God

called me away from another vocation and into a lifework that

integrated my faith and profession,” Jeff said. “My work is now

part of my worship.”

He is especially passionate about guiding clients to further the

Kingdom through charitable giving. “I make this a priority

in my counsel because Christian advisors have a unique

opportunity to teach others that God owns it all and we are

just stewards of His resources. I have the platform and, thanks

to the Kingdom Advisors training, I am equipped to encourage

others to give with the confi dence that God will reap blessings

in their life that are far beyond what they can imagine,” he said.

Jeff relies on sophisticated charitable giving techniques so

clients not only experience the joy that comes from giving

generously, but also benefi t from signifi cant tax savings now

and enhanced estate plans that include testamentary giving.

“From Donor Advised Funds to Charitable Remainder Trusts,

Charitable Lead Trusts and Charitable Gift Annuities, there are

so many fi nancial tools available to help advisors show clients

that taxes are optional, and that money can be redirected

toward causes of Christ,” Jeff said.

Jeff is a great example of how professional advisors are helping

countless people around the country raise the tide of generosity

by providing Biblically based fi nancial and life counsel.

K I N G D O M A D V I S O R S T E S T I M O N Y

Jeff Rogers

C O M M U N I T Y P R O F I L E

Th e concept of synergy is

given a lot of attention in the professional and ministry

worlds. Most have never seen it, and many think

it is unattainable. But if you ask the Chattanooga

Community of Kingdom Advisors, they will tell you

enthusiastically it is a reality! And believe it or not, it can

happen in your Community.

Chattanooga was one of the fi rst Kingdom Advisors

Communities to develop several years ago under the

leadership of Martin Pierce, a local attorney. “For years

we prodded along patiently with marginal growth and

tried to fi nd a way to really connect with Christian

fi nancial professionals, but we could never fi nd the right

formula to make the impact we all wanted,” notes

Martin. While a solid foundation had been laid

in Chattanooga, membership and the number

of trained members only grew marginally which

was frustrating. However despite a lack of growth

in numbers, one of the most important things

the Chattanooga Community did during this

time was to develop three important local strategic

relationships with the Chattanooga Christian

Community Foundation (CCCF), Crown Financial,

and Generous Giving. What Martin and his team

didn’t realize was that the planting of these seeds

would eventually grow and blossom into a movement

that is now beginning to make a signifi cant eternal

impact in their city. “Connecting with CCCF, Crown,

and Generous Giving was just part of our Community

development plan from the start,” states Merrill Lynch

advisor, Kevin Stophel. “We didn’t see how God

would use all of our ministries together down the road

to accomplish things we couldn’t do alone as Kingdom

Advisors members,” adds Kevin.

In 2008, things began to change for the Chattanooga

Community. Despite the modest Community growth

and the developing economic recession, the Community

worked diligently to establish 6 local Study Groups over

the year, which would set the stage for future growth

and the development of a deeper Community leadership

team. “We knew we had to expand to grow, and we

had to develop new local leaders. Th e Study Groups

were the ideal way to make that happen,” says Martin.

Th e Community also began to work more closely with

Crown Financial by leading several small group studies

for local fi nancial advisors. In addition, several Kingdom

Advisors members and potential local giving champions

were part of a group sponsored by CCCF, which

attended a Generous Giving conference. “Getting this

group of key leaders, infl uencers, and potential giving

champions together for this motivating conference was

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syn·er·gy (snr-j)n. pl. syn·er·gies

State in which two or more agents, entities, factors, processes, substances, or systems work together in a particularly fruitful way that produces an eff ect greater the sum of their individual eff ects.


key to creating a vision of generosity for our city,” said

CCCF President Jim Barber. However, one of the most

signifi cant developments for the Chattanooga Community

was the increased focus of working with the CCCF.

Henry Henegar oversees the foundation’s advisor strategy

and notes, “We had always been generally supportive of

Kingdom Advisors locally because we know the importance

of fi nancial professionals in impacting a city. But when we

become more intentional, both strategically and practically,

with the local leadership, we started to see signifi cant

results.” As 2008 came to a close, God was poised to take

all this to a new level that no one imagined – synergy.

As Kingdom Advisors moved full force into its new

ministry model in 2009 with “no-cost” membership and

national training scholarships, Chattanooga emerged as a

priority city due to its development potential. Fresh off the

2009 Annual Conference in Atlanta, Kingdom Advisors

worked with the Chattanooga Community and CCCF to

develop a series of events that now has become a model for

other Kingdom Advisors Communities. One of the most

signifi cant parts of this model was the generous off er of a

local training scholarship from CCCF, which was added to

the Kingdom Advisors national scholarship – reducing

the training cost to only $250 for a Kingdom Advisors

member from the Chattanooga area. At a lunch event with

Ron Blue on February 26th, Ron and CCCF announced

this exciting off er and over 40 professionals took advantage

of the joint scholarship. In addition, over 50 new members

joined Kingdom Advisors. In a matter of weeks, the

Chattanooga Community would see its membership

increase almost 200% to over 70 members, and more

importantly, the number of trained members grow to over

50 from 14. “While the numbers from the Chattanooga

lunch are certainly impressive, what is really exciting

is the future impact of the new members and training

scholarships - more Study Groups, more leaders, and more

fi nancial professionals integrating Biblical wisdom into

their client advice,” states Randy Glass, Kingdom Advisors

National Community Director. “Th e Chattanooga

Community has been taken to a whole new level as a result

of working with CCCF and other local partners, and I can

see this same thing happening in Communities all across

the country.” Th e ultimate desired result of these exciting

developments is much greater than just Kingdom Advisors.

Clients and families will be changed with Biblical fi nancial

wisdom, new leaders will emerge to advance the Kingdom,

and charitable giving and generosity will increase.

So, is synergy a myth? No doubt it is rare and hard

to come by, but it is a reality. Kingdom Advisors

Communities are in a great position to foster this

divine synergy by working closely with local Christian

foundations, Crown Financial, Generous Giving and

giving champions, as the Chattanooga Community has

done. When these groups come together with prayer,

vision, intention, cooperation and focus, God can do some

amazing things!

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Let’s take a look at the three primary areas of

proposed changes, as well as a fourth proposal

regarding private foundations, and what it all

means for you and your clients:

1) Tax Increases

Th e proposal includes a tax hike, increasing the

highest marginal tax rate from 35% in 2010 to

rates as high as 39.6% in 2011. Increased taxes

on capital gain income could grow from 15%

to 39.6% as well.

• Gifts of appreciated assets prior to the

sale would become even more attractive,

allowing your clients to avoid more

capital gains tax.

• Charitable remainder trusts and charitable

gift annuities would become more

prevalent as these vehicles are used to

avoid capital gains tax upon the sale of

an appreciated asset, while providing a

continuing income stream to the giver.

Since President Obama released his controversial budget,

advisors all over the country have been overwhelmed with

calls about the proposed changes to upper-income taxes,

charitable deductions, and estate taxes.

While it is not yet clear if Congress will vote these

proposals into law, current economic challenges along with

unprecedented government spending will undoubtedly feed

an insatiable governmental appetite for more revenue. So we

can be sure that big tax changes are on the horizon.

2) Lower Limits on Charitable Deductions

It’s proposed that the benefi t for taxpayers who make

$250,000 or more be limited to 28%, beginning in

2011. So if one of your wealthy clients gets an extra

$100 of income and donates it to charity in 2011,

the extra $100 would be subject to a nearly 40%

federal tax rate. But their charitable gift would only

produce a $28 deduction. So they must spend nearly

$12 in taxes to make the gift. Th erefore, the “cost” of

giving would go up.

Th ere is strong bipartisan opposition to this proposal,

and many observers do not believe it will pass. Th e

bottom-line is you should look for opportunities to

help your clients give income-producing assets so that

income is removed from their individual tax returns

and passed directly to charity.

3) Th e Estate Tax Freeze

In 2009, President Obama hopes to pass legislation

that would freeze the estate tax exemption at its

current level of $3.5 million and at its current rate

of 45%, with no repeal of the estate tax which was

scheduled to go away in 2010. Wiser estate planning

with options for transferring wealth while still living

will be essential for those with estate values beyond

this exemption.

4) Greenlining

Eff orts are underway by several groups to impose

restrictions that could have a major impact on

your clients who operate private foundations. Th e

Greenlining Institute is lobbying for proposals

that would require private foundations to make

mandatory grants to certain “disadvantaged” groups,

and require diversity in the sexual orientation of the

foundation’s management and grant recipients.

Th e Alliance for Charitable Reform was established

in 2005 to provide an emergency response to the

greenlining eff ort (visit www.acreform.com to learn

more). But overall, the result is that many private

foundations are terminating in light of this new

threat to philanthropic freedom.

continues on page 18

• Recommend a donor-advised fund – Now is the time

to help your clients establish a donor-advised fund, if

they don’t have one already. If they are able to pre-fund

their giving, they can get tax savings at a 35% rate for

their contributions to the fund before 2011, and then

recommend grants in later years when their charitable gifts

would have only produced a 28% rate tax savings.

• Suggest a Charitable Lead Trust (CLT) – A CLT is an ideal

option now for transferring wealth to both family and

charity because the “hurdle rate” – the rate that the IRS

uses for CLT calculations – is at an all-time low (under

3%).

• Off er a Charitable Gift Annuity (CGA) – CGAs are good

for individuals that need a higher, more stable annual

income. CGAs are particularly attractive today due to

the volatility in the stock market (primarily spiraling

downward), and the very low interest rates on most fi xed

income investments such as CDs, money markets, and

government bonds. Flexible and deferred CGA options

off er additional attractive planning strategies.

• Use the “Give & Hold” strategy – Many business

owners have a heart to give but are hindered by

their limited cash fl ow and the high taxation

of their business. But there is a way to help

private business owners maximize their

giving and tax savings, as well as increase

their cash fl ow. Th rough the Give and

Hold strategy, your client can donate

a non-voting interest in their business

to a donor-advised fund. Because the donor-advised fund

is a public charity, they receive a fair market value tax

deduction for the gifted interest. Due to the tax savings

from their deduction, their cash fl ow is increased. If their

business is growing, they can utilize this strategy every

year and only give a portion of the annual appreciation in

the business. And because it is a non-voting interest, they

maintain control.

• Maximize deductions with non-liquid gifts – Tax rules

allow donors to deduct up to 50% of their adjusted

gross income (AGI) for cash contributions. But an often

neglected provision of the law allows for 30% of this total

50% AGI to be given in the form of non-cash assets. Th ese

rules can be leveraged to remarkable eff ect. For their non-

liquid gift portion, they not only get a tax deduction now,

they also avoid capital gains tax when the appreciated asset

is eventually sold.

• Take advantage of the Charitable IRA Rollover – If it is

extended, the Charitable IRA Rollover will be especially

attractive in 2011 and later years (if deduction benefi ts

are reduced to 28%). A gift of the IRA does not require

income to be reported on the giver’s individual income

tax return. Th is will allow your client to keep their

taxable IRA distributions out of their income,

and could eff ectively save them 12% on each

gift. Although this opportunity is currently set

to expire on January 1, 2011, there is strong

support to extend it. Th ere is also pending

legislation that would enhance the current

rules allowing more taxpayers to benefi t, and

Planning Opportunities for Challenging Times

So the real question is, what should you do? To help you plan in this challenging environment, here’s a checklist of strategies to use:

continued from page 17

allowing greater overall fl exibility in planning with this

asset (including the use of CRTs and CGAs).

• Off er solutions for private foundations – Clients

who have a private foundation need to know about

“greenlining” (see page 17), and how to avoid its

potential eff ects. For those who maintain a balance under

$1 million and have no employees, their best alternative

might be to close their foundation and use a donor-

advised fund to accomplish their giving. Th ey can grant

anonymously and avoid public scrutiny, as well as many

other administrative hassles and IRS restrictions. Another

option is to move the majority of the foundation’s

assets to a donor-advised fund and keep a small

amount in the foundation, adequate enough to

fully distribute each year and qualify as a conduit

private foundation (under Internal Revenue Code

170(B)(1)(F)).

Whatever you do, it’s wise to engage clients now. Help

them plan today in order to preserve tax benefi ts for gifts

made prior to these anticipated tax law changes, and they

will be grateful for years to come.

Th e National Christian Foundation can help you put these strategies to work in your practice. For more information, please call 800.681.6223 or visit www.nationalchristian.com.

Kingdom Advisor members have a unique and highly leveraged

opportunity to impact clients. When meeting with those who have a

passion for investing in eternity, please tell them about Overseas

Council, a ministry partner of Kingdom Advisors. We would be

happy to arrange a meeting to introduce you and your

clients to OC and its worldwide ministry.

www.overseas.org/contactus

David WillsDavid Wills has practiced law since 1988

and currently advises numerous families and

several major Christian ministries, helping

donors with gift and estate planning. His

primary areas of practice for the last 17 years

include charitable gift planning, exempt

organizations (specifi cally in the public and private foundation

arenas), estate planning and fi duciary-related matters. David joined

NCF in 1998, having previously served as director of gift and estate

planning at Focus on the Family. He is also Of Counsel with the

200+ member law fi rm Th ompson & Knight, L.L.P. in Dallas,

Texas. David lectures throughout the country on issues involving

foundations and nonprofi t organizations, the transition of wealth,

responsibility from one generation to the next, and tax and spiritual

issues in charitable giving. He earned his B.B.A. from Baylor

University and his J.D. from Baylor Law School and completed

post-graduate work at Dallas Th eological Seminary. David serves

on several boards, including Generous Giving, Hope for the Heart,

and the ProVision Foundation.

TRAINING PROGRAMKINGDOM ADVISORS

Kingdom Advisors OnDemand Training Includes:

• Comprehensive Training Workbook

• Scriptural Reference Guide

• Monthly Coaching Calls with Ron Blue

• OnDemand Access 24/7

• 20 hours of CFP™, CIMA™, and CIMC™

Continuing Education Credits.

TRAINING COST - $1,500

Training Includes:

Workbook

e

with Ron Blue

™, and CIMC™

dits.

Monitor, computer, and keyboard not included.

For Such a Time as Th isNow more than ever before, people are seeking fi nancial professionals of all disciplines

who can off er peace of mind in the midst of economic uncertainty… professionals who

are trained to respond to their concerns while sharing the incredible opportunities for

Kingdom impact. Kingdom Advisors Training is uniquely positioned to train Christian

fi nancial professionals for a time such as this. Professional training off ers you a pathway to

respond to God’s call on your life to have lasting Kingdom impact through your work. Th e

training is designed to guide you through each phase of a life-transforming journey so you

emerge with the joy of integrating your faith and profession. From dynamic teaching to

conceptual models and practical “how to’s,” this training will teach you how to develop a

Biblical basis for your professional fi nancial advice.

“ The simplicity, power and truth of the Kingdom Advisors Training has rocked my world – and I absolutely love it. I’ve learned to talk with my clients in a whole new way. This training has presented me with an incredible new tool – not unlike learning to use a new computer.”

Richard Voit, CIMA, Chicago, IL

“ I just fi nished Kingdom Advisors Training and I can’t tell you how much I have learned through this process. I wish I could have done it 30 years ago… but it’s never too late. I’ve already started to apply the principles I learned in my business, church and family life, and I am starting to feel the positive impact!”

Miguel J. Rodriguez, CPA, PFS, Plantation, FL

“ This has been the most edifying training process that I have ever experienced. I approached this study professionally - with the anticipation of learning the Biblical principles that I need to be communicating to the donors that I work with - and I completed the training with so much more! This training has uncovered what I believed about fi nancial matters.”

Ann J. Druary, CFRE, Houston, TX

“ Kingdom Advisors Training is absolutely life changing! I’ve been a Financial Advisor for 26 years, and my only regret is that I didn’t have this 25 years ago!”

Gary Krings, Fairway, KS

“ It was the most valuable training to which I have ever been exposed. Right from the fi rst video, I’ve been implementing things I learned.”

Tim Jenkins, CFP®, Peterborough, ON

“ What an incredible blessing to have Ron Blue’s mentoring and training in this on-demand format. I am able to review it over and over again to practice for presentations, to make it my own and to deliver it with confi dence. What a blessing!”

Deborah Warringer, CFP®, Sarasota, FL

What Others Have Said About the Training

Register Now:

www.KingdomAdvisors.org

K I N G D O M A D V I S O R S


Simply put, like other ministries Kingdom Advisors is dependent

on charitable support and fi nancial contributions for our ongoing

operations. Th is is your opportunity of a lifetime to take ownership of

a growing ministry that is changing lives for the Kingdom!

As an unprecedented number of Christian advisors, now over 3,300,

tap into our resources and seek our counsel to help them integrate

their faith and their work, our fi nancial needs have increased. In order

to service all those who rely on Kingdom Advisors for daily guidance,

as well as enhance outreach and services, we must ask those who have

benefi ted from the ministry to sow their God-given resources back into

the organization.

Rest assured, we have been good stewards and proactively cut expenses

by over 20% by implementing cost saving strategies. It is not enough.

Each month, your ministry needs $40,000 in fi nancial support.

Using your generous gifts for the greatest impact, Kingdom Advisors

will grow membership, expand outreach into local communities,

support more study groups, develop new training content and, most

importantly, ignite a passion and purpose in more Christian fi nancial

professionals across the country.

Consider the impact this ministry has had on helping you fulfi ll

your calling. Th en decide what you can contribute – in a recurring

monthly or annual gift – to unlock the power of enhanced services and

outreach to more advisors so they, too, can learn how to share Biblical

stewardship in their world.

Please support Kingdom Advisors the way Kingdom Advisors has

sustained you throughout your journey. We need your gift today.

Take a moment right now to visit www.kingdomadvisors.org/donate.

Your support of this movement can have a lasting impact on the lives

of advisors, families and most signifi cantly, God’s Kingdom. Th ank

you for your prayerful consideration to support Kingdom Advisors!

Th e Opportunity Of A Lifetime To Have A Lasting Impact

ArisInvestment, Retirement

and Trust Services

Contact Keith Weir (814) 231 - 2264 [email protected] www.ariscorporation.com

Discover the Art of Financial Services

Serving Fee-Based Financial Advisors with:

Advanced Risk-Managed Portfolios Manager Research and Due DiligenceTraditional, Socially Responsible, Faith Based and Biblically Responsible Portfolios

Portfolio Investment and Transition StrategiesClient Proposals and Paperwork Quarterly Rebalancing and Reporting

Retirement Plan Design and Administration Including Faith Based 401(k) Options

Years of

Client Service

1974 - 2009

ArisAAriisYearrs

ClofientC

Seie

rvntce

19974 20009

35


“ How do I counsel fearful clients?”

I have seen fear in my clients’ eyes throughout the 40

years that I’ve been providing fi nancial counsel. Rest

assured that fear itself is not a new phenomenon. Yet, it

tends to “rear its ugly head” during times of uncertainty.

In fact, many advisors tell me that it seems their clients

are driven and consumed by fear, and in some instances

make hasty decisions that are not really in their best

long-term interests. As advisors, we have the opportunity

– and the responsibility – to put that fear into its proper

perspective by reminding clients that God is neither

surprised nor worried by what is happening in our

fi nancial markets.

Talk with your clients about their fears. Ask them,

“What is the worst thing that you can imagine

happening? If that fear becomes reality, then what is

the worst thing that you can imagine

happening?” For many people, the worst

thing they can imagine is dying. Yet, as

Paul reminds us in Philippians 1:21

“For to me, to live is Christ and to die

is gain.” So even in death, we have

nothing to fear.

I am not suggesting that advisors play down or belittle

clients’ fears about shrinking portfolios. What I am

suggesting is that fear of losing one’s worldly fi nances

needs to be viewed from a healthy perspective. It can

indeed be devastating to see a retirement account

virtually disappear or watch a college savings account

dwindle, a situation that is exacerbated by stress about

what the future holds.

However, as Christians we know that we do not need to

let these fears consume our lives, hearts and minds. God

is in charge and He will provide for us into all eternity.

Someone once said to me that fear exposes a person’s

idols. People who worship money are most afraid of

losing their money. Yet, if we truly worship God, we

know we are secure because He will never leave us and

we will never be lost to Him. So, another element of this

conversation is to ask your clients, “What do you really

worship?”

In the Bible, there are more than 80 instances of God’s

word telling us “do not fear”, and each time, fear does

not win. Acknowledge your clients’ fear and let them

know that it’s normal to experience it. Th en ask clients

to focus on how they plan to respond to their fear. Work

with them to keep it in its proper place by making

prudent decisions based on Biblical fi nancial principles

and remembering that God loves them and will take care

of them, regardless of the size of their portfolio.

RON•BLUERON•BLUER O N B L U E A N S W E R S Q U E S T I O N S F

Q

A


•ANSWERS•ANSWERSF R O M F I N A N C I A L P R O F E S S I O N A L S

“ My relationship with my clients has never gone beyond fi nancial in nature. How do I now begin to open up Kingdom opportunities with these clients?”

Th is is a dilemma facing many Christian advisors

who know that they have so much more to off er than

fi nancial counsel. When you have integrated your faith

and your work, it’s a natural inclination to want to open

up the world of Kingdom opportunities to those who

may never have considered them previously.

Th ere may indeed be sensitivities when talking to a

non-Christian about spiritual issues, so acknowledging

that up front can help advisors plan how to approach

these clients. Th e key lies in refl ecting on and being able

to articulate your own priorities and testimony, because

this enables you to incorporate your personal perspective

into the conversation. Take the time to contemplate your

convictions so that when the opportunity arises, you can

describe how you have applied your beliefs to your own

life, with amazing results.

Th e next step is to ask these clients in-depth questions

about their priorities, values and goals so that together

you can begin to delve into issues deeper than just their

fi nancial concerns. Help clients understand that when

you know the motivations behind their decisions, you

become more educated about their life priorities and

goals – not just their fi nancial goals. And that makes you

better equipped to provide comprehensive counsel to

help them not only reach their fi nancial fi nish line, but

also achieve their dreams.

I’ve never felt I had to force a discussion about “spiritual

issues” because asking the right questions, and then

taking the time to listen to the answers, gets the

conversation started. As in my experience, you will

probably fi nd that many clients are not against discussing

these topics; they just have never had a fi nancial advisor

bring them up before! Th at’s why it’s good preparation

to have your convictions top of mind -- clients will

inevitably ask for your wise counsel in this area.

Approach these opportunities with excitement and

anticipation for enacting change in one another for the

good of the Kingdom. Know your own Biblical priorities

and convictions, and remember that God is at your side,

always faithful in answering the prayer of James 1:5, “If

any of you lacks wisdom, he should ask God, who gives

generously to all without fi nding fault, and it will be

given to him.”

Q

A

PASSION PURPOSEKINGDOM ADVISORS 2010 ANNUAL CONFERENCE

&PASSION PURPOSEKINGDOM ADVISORS 2010 ANNUAL CONFERENCE

&&

5605 GLENRIDGE DR., SUITE 450 • ATLANTA, GA 30342 KingdomAdvisors.org T: 404-497-7680 • F: 404-497-7685

Richard Blackaby Ron Blue Bob Coy Anne Graham Lotz Patrick Morley, Ph.D. Bob Shank Al Weiss

Kingdom Advisors5605 Glenridge Dr., Suite 450Atlanta, GA 30342

FIRST CLASSPRESORTED

U.S. POSTAGEPAID

PERMIT #3259ATLANTA, GA

As a Christian fi nancial professional, you more than anyone know the extraordinary role that you play in the lives of your clients. At Kingdom Advisors, we are committed to equipping you to maximize the opportunity you have to realize Kingdom impact as you serve clients every day. Our 2010 Annual Conference, “Passion & Purpose”, now in its 6th year, is your opportunity to join hundreds of other professionals from the Kingdom Advisors community to grow in your faith, network with other professionals and learn new ideas for your clients and practice.

• Breakout workshops on practice management, discipling clients, investing, charitable giving, spiritual growth and more

• A special presentation from Bob Doll, Vice Chairman and Global Chief Investment Offi cer for Equities at BlackRock, Inc., on the current market and economic environment

• All new case studies

• Unique social opportunities allowing you to network with other committed Christian fi nancial professionals

• Kingdom Advisors Community Group Meetings

These are just a few of the special events and sessions we have planned. Early registration is coming soon: KingdomAdvisors.org/2010.

ddom

ngdom 0n itsototheherr nnitityy toto

FEBRUARY 9 - 11, 2010OMNI HOTEL AT CNN CENTER • ATLANTA, GA

Documents

2009 - On Purpose V5