If I could pinpoint what it takes for a financial advisor to survive and thrive in this business, I would say it takes two things: a hook and timing. A hook is a marketing term, it’s something to attract a plan sponsor’s attention or encourage them to hire you. Timing is everything in life because ten years ago in this business, very few plan providers talked about fiduciary responsibility and fee transparency and even less plan sponsors cared. If you have the right attitude in this business and you’re willing to learn, the time is right to build a retirement plan book of business than can be of substance. Hopefully, this article will help you along the way.