Two Ways to More Assets
It's difficult to get financial advisors to gently and persistently probe for additional funds.
The No. 1 Prospecting Mistake
Don’t let these blunders derail your prospecting campaigns.
When’s the Right Time to Drop a Team Member?
You will destroy your team of financial advisors if you don’t pull the plug when you need to.
Careful Language Wins Clients; Wall Street Feels Political Heat: January Research—Slideshow
The January issue of Research magazine offers cutting-edge advice on communicating with clients and prospects, and assesses the election-year political climate facing the financial services industry. Topics covered in the issue range from helping clients deal with health care costs to how a medieval mathematician helped shape modern retirement planning....
The Very Best
In my July article in Research, I published an appeal to advisors to fill out my “Best Practices 2011” survey. Over 380 FAs responded. To everyone who helped: Thankyouverymuch!!
How to Plan–and Live–Your Model Workday
It's time to look at how important your time is and try some key time-management strategies to improve your practice.
The One Best Practice
Being enthusiastic creates an immediate change in your sales results. As an added benefit, people’s reaction to your enthusiasm makes you feel better. It’s clearly win-win.
AdvisorOne, ActiFi Seek Advisor Input on What Works in Practice Management
Comprehensive, objective survey of advisors and their partners will go where no studies—or consultants—have gone before.
Cold Calling: Three Ways to Open the Door
You will get better results from prospecting with a product than a concept, and better results with a concept than a service.
A recent survey by Cerulli showed that wirehouse BDs had about a 43% market share of retail asset management as of end-2010 — down from almost half the market in 2007. Naturally, other distribution channels were gaining, among them independent BDs and RIAs.