Relationships End Where They Begin
In his 2007 book “Blink,” Malcolm Gladwell combines a broad spectrum of research to make the case for the power of first impressions.
AUM or Flat Fees? Start and End With Your Clients’ Needs
Once you’ve determined who your target clients are and what services you will provide, decide how to charge them based on their needs, not yours.
When a Growing Firm Is Actually a Bad Sign
Firm revenues and client retention are up. So what's the problem?
Summer Is an Ideal Time for Strategic Planning
Summer is the ideal time for owner-advisors to start getting their firms, and themselves, ready to grow.
Postcards From the Edge: 7 Things I Learned From My Merger
Over the years, I’ve helped many advisors merge their firms, but there’s nothing like actually doing it yourself to get a whole new perspective.
What You Think You Know About Advisory Firm M&A Is Wrong
Advisory firms that will sell at a premium in the future will be those with experienced, well-trained younger advisors, not the most profitable.
Hold the Innovation! First, Build a Solid Foundation
A few years ago, I asked the financial planning class that I was teaching who invented the light bulb.
The Best Way for Advisors to Stand Out
Don’t hide your passion for what you do under a basket, advisors! Passion is contagious: your employees and clients will thank you.
Go Beyond Compensation to Keep Employees Happy
There are a lot of different kinds of “financial advisors” in America these days, and they all have very different business models.
What’s Best for Clients Is All We Need to Know
Some want to confuse the fiduciary debate, but in the end—and the beginning—it's all about acting in the best interests of clients.