News from the Home Team

Thank you to everyone who took time away from their busy practices to join us at Encore Boston Harbor. Hosting this event and seeing everyone face-to-face is always a highlight for us. The energy, spirit, and momentum over those three days showed just how strong and tight-knit the Cantella family continues to be!

During my opening remarks, I wanted to reinforce what our home office team is focused on delivering to you every day:

• Top-Tier Personal Service: Ensuring you receive quality, hustle, and prompt follow-up on all requests submitted to both us and the Cambridge home office.
• Complex Problem Solving: Providing direct, hands-on help with intricate operational and compliance items.
• End-to-End Tech Support: Offering hands-on human support to help you understand your tools and make sure they actually work for you.
• Enterprise Scaling: Helping you navigate and leverage Cambridge’s full resource suite to grow and run your practice efficiently.

The agenda for the week was shaped directly by our conversations with you and early insights from our 2026 Cantella Advisor survey. (If you haven't received the survey yet, keep an eye out—we're rolling it out to more of you over the coming month!). As I shared, the survey results so far show that, almost across the board, your top three priorities for the year ahead are: Growing AUM, Improving Tech & Operational Efficiency, and Exploring Succession Planning (both buying and selling).

1. Driving AUM & Practice Growth

We are thrilled that everyone wants to continue growing.  However, I do want to pause and celebrate the great year we have had already:

Cantella’s overall revenue is up 18%, advisory revenue is up 21%, Cantella’s Team Directed advisory revenue is up 58%, 26 Cantella advisors qualified for Production Club awards, and 32 advisors have revenue up over 20% this year.  We have also had three new advisors join this year and executed four successful succession plans between Cantella advisors. 

To keep that momentum going, I want to remind you all of some key resources available to you:

• Stay Engaged for Growth: Leverage these to stay on top of new ideas— Coffee with Cantella (our bi-monthly Tuesday open forum for peer-to-peer sharing on tech, marketing, and ops), The Cantella Exchange Webinar Series (Wednesdays at 1:00 PM ET for technical deep dives and product/platform/tool highlights), and the 2026 Actionable Ideas Series (turnkey marketing and growth strategies that require little to no heavy lifting or expense for you).
• Financial Planning Foundations: We kicked off Monday with a hands-on workshop alongside Nationwide, diving into their free Healthcare Cost Assessment tool. Financial planning is a rapidly growing focus—especially for younger clients who value subscription-based or targeted planning. Beyond stabilizing recurring revenue, planning builds deep, long-term connections that low-cost or performance-focused competitors can’t match. Join us for future calls and workshops to learn how to deliver simple, impactful plans. Our goal is to eliminate barriers to entry so you can scale your practice and offer exceptional value.
• RPM (Real Practice Management): A three-year program that helps both new and experienced advisors structure their practice into a true, profitable business. Gain actionable insights to optimize operations, boost profitability, and achieve defined growth targets.
• Client Solutions: Free consulting support for insurance case design, retirement plans, estate planning, and specialized financial planning. Use this team to handle complex client needs seamlessly without leaving money on the table or referring business elsewhere.

NEW CLIC Workstation Business Analytics Tool – Check this out! I was on this pilot, and Cantella was a key driver in shaping this tool. Use it to analyze YTD, YOY, quarterly, and monthly revenue and AUM trends, product type, product sponsor, client demographic data, and more at both the book and individual client level (e.g., you can click on a client and view their age, AUM, and revenue they generate). New features are rolling out continuously.

2. Optimizing Tech & Operational Efficiency

Workflow efficiency was one of the loudest takeaways from our sessions. Cambridge’s Jim Silvers showed us how to work smarter with platform integrations, and Quenton Dodson reviewed Cambridge’s upcoming AI roadmap, including critical CLIC^®/Zocks integrations. These sessions were followed by our tech fireside chat with Zocks, GReminders, our very own Dave Alves, and Cristina Destefanis.

Our goal this year is for all of you to answer these questions:

1. What tech do you have today?
2. How well is it working for you (and are you sure you really know how to fully utilize the tools you have)?
3. What do you actually need or want it to do?
4. Where are the friction points in your day-to-day?

Then call us and let us help you determine what tools or integrations can solve those gaps or needs. Do NOT try to figure this out alone. Yu Chu and the Cambridge Tech Consulting Team are a quick call or screenshare away to help you.

3. Continuity & Succession Planning

Our survey revealed that 54% of Cantella advisors currently do not have a continuity or succession plan in place. While that is far better than many firms, it isn’t going to help the families and clients of that 54% for whom there is no protection in place. Protecting your equity and ensuring client stability is critical. Intentional planning doesn't mean retiring tomorrow, it’s about safeguarding what you’ve built.

As a reminder, here are the resources available to you right now:

• Community & Peer Support: Local lunches/dinners and recurring roundtable calls for you to get to know each other in a no-pressure environment.
• Turnkey Legal Templates: Pre-built Continuity, Purchase, and Team agreements.
• Matchmaking: Reach out to Jay Lenaghan or me to help connect you with buyers and/or sellers within our network, as well as to design a campaign to attract advisors outside of Cantella and Cambridge.
• Digital Resources: Dedicated Branch Opportunities and Succession pages on www.cantella.com.
• Coming Soon: Our comprehensive Glidepath to Retirement guide and targeted buyer/seller marketing collateral.
• Cambridge Succession and Acquisition Solutions Team: Get a free or paid ($1,500) valuation of your book.

As always, we still believe in working hard and playing hard, and Tuesday evening was great! Once we finished speed dating, we hopped on water taxis for a sunset ride through Boston Harbor to see the tall ships and city skyline. Ending the night with a private dinner on the water at Del Frisco’s Steakhouse—complete with a seafood tower, lobster rolls, bruschetta, Wagyu meatballs, filet sliders, and more—winning!

I realize it might sound a little cliché or cheesy, but we truly cannot begin to tell you how much we love seeing you all in person and having time to sit down and catch up on the things we normally don’t stop to make a phone call or send an email about.

Thank you once again for your many years of partnership, your honest feedback, and for making the 2026 conference one to remember. We have the tools, the technology, and the team in place to make the rest of this year our best yet. Let's keep building!

Tech Tips

RMD Tech Tips – Pershing & Fidelity (FCCS)

You can use Indy within CIR2 to help find answers to your questions:

1. Quickly Find RMD Amounts & Status

Pershing – NetX360+

• Client‑Level RMD
• Path: Client Acct > Retirement Data > Required Minimum Distribution
• View: RMD due, taken, remaining (original‑owner IRAs)
• Firm‑Wide RMD List
• Path: Accounts > Items for Attention > Required Minimum Distribution
• Filter by account, FP (IP) code, status (Met/Not Met), age; export for tracking
• Client Statements
• RMD details on page 2 of client statements

Fidelity / FCCS – Wealthscape / ICP

• Account RMD View (Original Owner)
• Path: Client account > “+” under account number > RMD tab
• View: RMD due, taken, remaining
• Firm‑Wide RMD Report
• Path: Menu > Reports & Alerts > Reports > RMD
• Edit filters (FP code, status, etc.) and export
• Beneficiary IRAs
• RMD amounts display only when a life expectancy plan is established.
• Client Statements
• RMD details on page 3 of statements (original‑owner IRAs)

2. RMDs Taken at Other Firms

Pershing

• Path: Client Account > Items for Attention
• Check Include categories, select Required Minimum Distribution, click NOT MET status
• Use dropdown to mark RMD satisfied elsewhere – status updates to Met, and periodic RMD plans resume the next year

Fidelity / FCCS

On the account RMD tab (existing plan required):

• Use Current Year RMD Adjustment to reflect RMD taken at another firm
• System recalculates remaining RMD

3. Periodic RMD Plans

Pershing – NetX360+

• Path: Servicing > Periodic Instructions
• Browse Periodic Instructions – view existing plans
• Create New Periodic Asset Movement Instruction – set up distributions
• Create New Periodic Order Instruction – automatic liquidations

Key points:

• Instruction Type: RMD only appears when eligible
• Standing Instructions/Method: check/ACH/wire/journal (journals: same SSN & plan type for retirement‑to‑retirement)
• Mutual Funds (PSRS): set Use This Instruction for Periodic Mutual Fund Orders = Yes to have automatic fund sells
• Dates: all dates must be future; end date optional; use Exclusion dates to skip specific periods
• Tax Withholding: Federal 10–100%; State ≥ state minimum
• Only one RMD instruction per account; future‑dated requests ≤ 29 days, cannot cross tax years

Fidelity / FCCS – ICP / RMD Tab

Use RMD tab to:

• Create/monitor RMD or life expectancy plans
• Apply Current Year RMD Adjustment and Year‑End Balance Adjustments.

Beneficiary IRAs:

• Must set up a life expectancy plan (NFS/Fidelity distribution form + prior year‑end balance) for system‑calculated RMDs

4. One‑Time RMD Distributions

Pershing – Retirement Accounts

• Path: Servicing > Asset Movement
• Category: Journals, Withdrawals, Deposits or Account Transfer

For ACH:

• Choose ACH, then Initiate Withdrawal Request (bank link must already be active)
• Release Date: today or up to 29 days out; cannot cross tax years; Total & Close cannot be future‑dated

Tax Instructions:

• With Standing Tax Instructions (W4RSI): select Yes, federal/state fields auto‑populate – no new paperwork

Without standing instructions:

• Federal: 10–99% (whole number)
• State: must be ≥ minimum, whole number; use Calculate Tax

Forms:

• IRA/ESA Distribution Request required if not using standing tax instructions

Fidelity / FCCS – Retirement Accounts

• Use ICP via Wealthscape for one‑time withdrawals
• Verify settled cash; use Reports & Alerts for insufficient funds

Typical settlement:

• Checks/EFT deposits: ~5 business days before funds are available for RMD

Forms commonly used:

• Premier Select IRA Distribution Request
• Premier Select One‑Time Distribution Request – Charitable Distribution (QCD)
• Premier Select Required Minimum Distribution (RMD) Calculation Request (if Fidelity is calculating the RMD)

5. Year‑End & Workflow Best Practices

Complete required RMDs by December 31.

• Submit IGO RMD paperwork by the second week of December; later items processed on a best‑efforts basis
• Always confirm available, settled funds before submitting RMDs
• Pershing deposits: ~3 business days
• FCCS deposits: ~5 business days
• Confirm bank/EFT links are active and periodic plans approved before scheduled RMD dates
• Use WebCapture for all forms

When home office messages you about missing info:

• Reply and upload documents in the same message thread
• Avoid opening new processing batches unless requested – this can delay completion

Theme of the Month

RMD Season – An Opportunity to Serve Clients and Grow Your Practice

Required Minimum Distribution (RMD) season is more than an operational task—it's an opportunity to demonstrate your value, strengthen client relationships, and differentiate your practice.

The most successful financial professionals don't simply process distributions; they use RMD conversations to uncover planning opportunities, review retirement income strategies, discuss tax considerations, and deepen client engagement. Every required distribution creates a reason to reach out – and every conversation can reinforce the trust clients place in their advisor.

Advisor Action Items

• Identify clients with upcoming RMD requirements
• Review distribution strategies and tax withholding elections
• Confirm beneficiary designations and account information are current
• Explore charitable giving opportunities, including Qualified Charitable Distributions (QCDs), when appropriate
• Schedule annual planning reviews while clients are already engaged in the conversation

Did You Know?

• An RMD conversation often leads to broader discussions about retirement income, estate planning, healthcare expenses, and legacy goals
• Consistent, proactive communication helps build stronger client relationships and encourages referrals
• Advisors who have reliable operational support can spend more time having meaningful planning conversations and less time managing administrative details

Questions to Ask Your Clients

• Has anything changed in your financial or personal life since we last met?
• Is your current retirement income strategy still meeting your needs?
• Would adjusting tax withholding help you this year?
• Have you reviewed your beneficiary designations recently?
• Are there any upcoming life events we should incorporate into your financial plan?

Practice Growth Spotlight

Exceptional client service doesn't happen by accident—it happens when advisors have the right support, technology, and resources behind them.

If you've ever felt that administrative responsibilities are limiting your ability to focus on clients and grow your business, it may be time to explore a different environment. The right firm can provide operational support, practice management resources, and a collaborative culture that allows you to spend more time doing what you do best: building relationships and delivering financial guidance.

Growth isn't just about adding new clients – it's about having the support and flexibility to better serve the ones you already have.

Save the Date

• Ignite – September 16-18, Kissimmee, Florida – Gaylord Palms
• Best Practices – CIRStatements Training – Sign up on CIR2
  Series starting July 28, 2026. In this training, we will discuss tips and tricks for financial professionals and assistants to utilize CIRStatements.

Recipe of the Month

Grilled Bang Bang Shrimp Skewers

Shrimp on a stick. Bang bang sauce brushed on thick. A pile of scallions on top making the whole thing look like it came from a restaurant. Summer dinners, folks. This is the move.

Ingredients

For the shrimp:

• 1 lb shrimp (peeled and deveined with tails left on)
• 1.5 tbsp canola oil
• 1/2 tsp garlic powder
• Scallions (thinly sliced on the bias for garnish)

For the sauce:

• 1/3 cup mayo (I prefer Hellmann’s for the creamiest texture)
• 3 tbsp sweet chili sauce (I use Mae Ploy)
• 1 tbsp sriracha
• 1 tsp fresh lime juice

Step 1: Prep Skewers and Scallions

• Wooden skewers
• 1 lb shrimp
• Scallions

Place wooden skewers in a shallow dish and cover with water to soak for at least 30 minutes—this prevents them from charring on the grill. While soaking, thinly slice the scallions on the bias and set aside for garnish.

Pat the shrimp dry with paper towels to remove excess moisture, which helps them cook more evenly and develop better browning on the grill.

Step 2: Whisk the Signature Sauce

• 1/3 cup mayo
• 3 tbsp sweet chili sauce
• 1 tbsp sriracha
• 1 tsp fresh lime juice

In a small bowl, whisk together the mayo, sweet chili sauce, and sriracha until smooth and well combined. Finish with fresh lime juice and stir to incorporate.

I like to taste the sauce at this point and adjust the heat or sweetness to my preference—you can add more sriracha if you want more kick, or more mayo if you prefer it milder.

Set the sauce aside, reserving about two tablespoons for brushing the cooked shrimp and the rest for serving.

Step 3: Assemble and Season Skewers

• Soaked wooden skewers
• 1 lb shrimp
• 1.5 tbsp canola oil
• 1/2 tsp garlic powder

Remove skewers from water and pat dry. Thread shrimp onto the soaked skewers, using 4-5 shrimp per skewer depending on size, piercing them through the tail and body so they lay relatively flat.

In a small bowl, combine the canola oil with garlic powder, then lightly brush or toss the shrimp with this mixture on both sides. I find brushing works best because it gives you control and prevents over-oiling.

Step 4: Sear the Shrimp Skewers

• Prepared shrimp skewers from Step 3

Heat your grill to high heat and lightly oil the grates to prevent sticking. Once hot, place the shrimp skewers directly on the grill and cook for 2-3 minutes without moving them—this creates a nice char and allows the flavors to develop.

Flip the skewers and cook for another 2-3 minutes on the second side until the shrimp are opaque and cooked through. The shrimp will have a slight pink color with light char marks when done.

Step 5: Glaze and Garnish

• Grilled shrimp skewers from Step 4
• Bang bang sauce from Step 2
• Sliced scallions from Step 1

Remove the shrimp skewers from the grill and immediately brush generously with the reserved bang bang sauce from Step 2. Transfer to a serving platter and garnish with the sliced scallions.

Serve immediately with extra bang bang sauce on the side for dipping.

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