Clients are compelled by contrarian viewpoints that are time tested and have exclusivity. It took 43 yrs. for Eugene Fama to get Nobel Prize for his Efficient Market Theory. Harry Markowitz, developer of Modern Portfolio Theory received his Nobel 38 yrs. after his theory was published. It’s Segmentation’s turn. Phil discusses compelling investment stories that relate to retirement income, his personal history of success with time segmented planning, and how to craft a story for clients that hooks them while conveying your value.