October 25, 2011

4 Surprising Ways to Grow Your Practice; Exclusive Cerulli Retirement Income Survey: November Investment Advisor—Slideshow

In the October 2011 issue of Investment Advisor, Angela Herbers shares her business management expertise and shows you how to build a business that can grow organically and without you micromanaging every aspect. Your employees are a greater resource than you may realize—use them.

Also, Savita Iyer-Ahrestani talks to experts in the Islamic investing field and finds that these products, which are necessarily low risk, are a good value even for investors who aren’t Muslim.

We also present the findings from the 2011 IA/Cerulli Associates retirement income study. What strategies are advisors using to great effect? Which products aren’t worth the trouble? And, how much will their clients’ shift from accumulation to income affect their revenue?

Click through the following slides for a preview of the November features. Or, to read the entire magazine, click here.

Let Go to Grow

The trick to creating a successful independent advisory firm is exactly the opposite of what is taught by business schools and business gurus. Conventional management wisdom says great businesses result from great managers. Angie Herbers, though, knows for a fact that on our end of the business spectrum, the conventional wisdom is flat wrong.

Most owner/advisors will never become great—or even good—managers in the conventional sense. They don’t necessarily have to be.

To build a business that literally grows itself, advisors need to integrate four key principles—preparation, pay, perks and productivity—and let the system work for them.

Read the full article.

Profiting from Morality

Brian Payne, vice president of investments at Wells Fargo Advisors in Dallas, has had a close association with the Muslim community in the Dallas/Forth Worth area for about five years. Now, Islamic or Shariah-compliant investing has become a prime area of focus for Payne, and about 75% of his new business comes from the Muslim community.

“Any particular group that needs to adhere to specific investment guidelines can pose a challenge to a financial advisor,” he tells Savita Iyer-Ahrestani, “but in a positive way, because putting together a quality portfolio within the boundaries that a client needs to stick to is also extremely interesting and really defines the role of any advisor who can rise up to the challenge.”

Read the full article.

Never Satisfied

Passion born of tragedy drives Karl Frank to do all he can to help business owners ensure a legacy for loved ones and heirs.

“I’m never satisfied,” Frank tells Editor in Chief John Sullivan matter-of-factly when asked about his advisory firm.

It’s apparent from his background. The president of Denver-based A&I Financial Services, a Geneos Wealth Management-affiliated firm, holds three masters degrees. He earned an MBA and Master of Finance from the University of Denver, and a Master of English from the University of Colorado.

He sits on the Board of Directors for the Financial Planning Association of Colorado and leads the organization’s public relations efforts. He started his career with Lehman Brothers before moving to AIG.

Read the full article.

Arrow Funds' Alternative Plan

Joe Barrato is frustrated with the use (or rather, lack) of alternative investments and hedging strategies in the mutual fund and ETF space.

“If you look back at alternative and tactical assets 10 years ago in the mutual fund and ETF industry, less than 1% was allocated to those strategies,” he tells Editor in Chief John Sullivan. “Fast-forward to today and you’re at less than 5%.”

Sure, investment advisory firms have made use of the strategies for quite a while, but there’s a void in the fund space still waiting to be filled, and Barrato’s made it his mission to fill it.

Read the full article.

Pull the Trigger

Several direct and indirect triggers affect GDP, but consumers are the hand holding the gun. To combat our weakened economy, the Fed has been highly accommodative, AdvisorOne blogger and regular IA contributor Mike Patton writes. The problem, says advisor Patton, is that consumers are not taking the bait to any large degree. In fact, much of this monetary explosion is sitting at various Federal Reserve banks and commercial banks.

Even though the cost of borrowing is at historic lows, lending activity is weak. Individual loans at commercial banks are down from their April 2010 peak and real estate loans have been trending downward since May 2009. One bright spot may be found in the level of refinancing activity. As consumers trade in their higher-interest loans for a new lower-interest model, positive cash flow results, which may encourage additional spending.

Read the full article.

The 2011 IA/Cerulli Retirement Income Study

This is it—the year baby boomers officially hit their “traditional” retirement age. They’re the first generation to fully embrace the switch from defined-benefit to defined-contribution plans and all that it entails. Throw a possible double-dip recession and European implosion into the mix, and your challenge (and opportunity) is clear.

Leading Boston-based research firm Cerulli Associates has put its advisor survey, administered annually to financial advisors across the United States, into circulation for more than a decade. This year’s focus is specifically on retirement income and how advisors are addressing this increasingly pressing need on behalf of their clients.

Read the full article.

Breakaway 401(k)s

Next spring, 72 million Americans will open their quarterly 401(k) statements and, for the first time, they will see the true cost of their retirement investments spelled out in new fee disclosures, Tom Gonella, senior vice president of corporate development for Lincoln Trust, writes. The sound of all those envelopes being torn open—and the collective gasps, screams and confusion likely to ensue—will echo throughout the financial services industry.

It is fair to say that this national case of sticker shock will fundamentally alter the $3-trillion 401(k) industry, putting vast amounts of retirement plan assets in motion and providing fee-based investment advisors with significant new opportunities and challenges.

Read the full article.

Your Best Investment Ever?

As adults, we feel best about ourselves when we grow, change and become more whole over the course of our lifetime. It makes sense to hire someone—a coach—whose support and insight can help make this journey more successful and less lonely.

If you’ve never worked with a professional coach, you’re bound to have questions: What could a coach do for me? What kinds are there? How much does it cost? To help more advisors find the best kind of support for themselves and their clients, Olivia Mellan explores some of the ins and outs of this burgeoning industry.

Read the full article.

Page 2 of 9
Single page view Reprints Discuss this story
This is where the comments go.