Investment Advisor August 2011



  • Define & Conquer—Marketing Strategically to Achieve Growth

    In 2010, research and consulting firm FA Insight released The 2010 FA Insight Study of Advisory Firms: Growth by Design, exploring two fundamental leading indicators of firm growth: operations and marketing.

  • CRM: An Untapped Engine for Growth

    While the vast majority of advisors have implemented some form of client relationship management (CRM) software in their practices, most of them continue to overlook what may be CRM’s biggest benefit to an RIA business: the ability to fuel and support growth.

  • Uncommon Bonds

    It’s only natural, says Scott Colyer, CEO and CIO of Advisors Asset Management, that U.S. investors have focused their international investing horizons on equities, since equities have dominated the investment universe and continue to hog the lion’s share of domestic investment portfolios.


  • It’s Not About You

    I recently overheard an advisor bemoaning the difficulty of taking his firm to the next level.

  • Dodd-Frank—One Year Later

    With the recent one-year anniversary of the Dodd-Frank Act on July 21, members of Congress as well as industry officials have been reflecting on the law’s effects—for good or ill.

  • Doing It Right

    David Grau’s been a friend of mine since 2001, when I worked with him and his newly formed FP Transitions for a few years to brand their expertise in helping independent advisors realize the value in their practices.

  • Forewarned Is Forearmed

    Younger advisors, and those who look younger, should be prepared to respond smartly to instances of discrimination.

  • ‘Selling’ Yourself With New Clients

    Anybody following the latest politico-celebrity-insider trading scandals via Twitter, WikiLeaks or Facebook might well assume that everyone in a position of authority has feet of clay.


  • Making the Case for Equity REITs

    We believe equity REITs should be part of a long-term investment strategy based on diversification, yield, inflation protection, improving fundamentals and strong corporate governance.

  • Acquiring Minds

    Recently there have been a number of mergers and acquisitions among technology companies that are focused on serving the needs of advisors.

  • E&O Errors

    As I sit on my return flight to the United States from Italy, it saddens me to report that I was not successful in becoming the securities commissioner of Positano or Venice, the Italians insisting that no such position exists.

  • Three Rules of Community Networking

    In the last few years, investors have undergone a sort of psychological paradigm shift.

  • Use Exponential Difference Makers to Grow Your Business

    As a child, we learned that any number multiplied by itself several times in a row will generate a much bigger number: for example, 2 x 2 x 2 x 2 x 2 = 32.

  • Few Buyers for Exiting Broker-Dealers

    While rumors persist about possible suitors for Securities America, Morgan Keegan and other broker-dealers on the market, experts say the pool of buyers has shrunk dramatically over the past few years.

  • Microsite, Macro Goals

    Planners know the needs of same-sex couples are quite different from those of opposite-sex couples—in execution, although not in substance.

  • The Perils of Financial Geography

    As an industry, we are blessed with an abundance of creative home office types who cleverly apply mathematics to convince even sophisticated advisors that they have somehow managed to squeeze more than 100 cents out of a dollar.

  • Equal Time

    In the news section of this month’s issue, you’ll see the listing of AdvisorOne’s 50 Top Women in Wealth.