Shane Robinson: 2021 Elite Advisor Success Story

NTSA congratulates NTSA 2021 Elite Advisor Shane Robinson for his outstanding, unique accomplishments. Robinson’s firm, Robinson and Associates, Greenville, NC, practices through NTSA Strategic Partner Lincoln Investment and serves 1950 participants in six school districts. He had $180 million in retirement assets under advisement at the time of the award.

Over the past decade and a half, Robinson has grown his family practice from three advisors to twelve. Their business model grew from offering only insurance products to offering not only full financial planning for most clients but also full estate planning for any client who needs a will, trust, or power of attorney. Plus, they addressed diversifying from exclusively 403(b) to a combination 403(b) / 457(b) and increased participation rates in these accounts up to 50 percent.

Says Robinson, “We have always instilled these core principles among our new advisors:

• Try to be the total advisor for each client your work with—handle their retirement, insurance, and after-tax investments, and be their go-to financial professional.
• Pace yourself. This business is known for burnout. Try not to have more than eight to nine meetings per week and plan to spend two hours with each new client. Take time to understand their goals and objectives, listen to their needs and wants, and educate them based on that conversation. These are our core building blocks for creating lifelong relationships.
• Have fun—it’s a business that changes with each client you see. Know your job. Know your product, but know everyone else’s product as well. Be able to explain everything, not just what your offer.
• Be consistent and have a process in place.”

2023 Elite Advisors

Note that nominations for the NTSA 2023 Elite Advisor Awards will be open through Aug. 15. Nominated advisors must submit their applications by August 15, 2022. The NTSA 2023 Terms & Conditions are available at https://www.ntsa-net.org/sites/ntsa-net.org/files/2022_EA_T_and_C_1.10.2021.pdf. Anonymously, the NTSA 2023 Elite Advisor Awards Judging Committee reviews all fully redacted nomination, application and affirmation data in September. NTSA 2023 Elite Advisor Awards honored nominees and then awardees are announced in October; they are honored in person at the NTSA 2023 Summit, held at the Grand Hyatt in Tampa, FL Feb. 26–28, 2023, at their Awards Luncheon on Monday, Feb. 27.