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May 29, 2013 at 12:12 AM
The June issue of Research magazine covers territory ranging from the future of the independent advisory space to why annuities are so popular in Chile.
In the cover story, “The Future of Independence,” thought leaders including Ric Edelman, Mitch Anthony and Elliott Weissbluth weigh in on how independent advisors will serve post-boomer generations and how technology is transforming the independent sector.
The feature article “Becoming Fluent in Client Negotiation” discusses techniques for improving advisor-client communication and collaboration. In the latest Finke on Finance feature, Michael Finke considers “Financial Planning: Art or Science?”
Business Lab, a new column by advisor-consultant Katherine Vessenes, explains the techniques she recommends to her advisor clients—and how she has implemented them in her own fast-growing advisory practice. Her opening topic: the details advisors must master in order to make a great first impression.
In this month’s Annuity Analytics column, Moshe Milevsky visits Chile seeking insights into the South American country’s booming annuity industry and lessons that can be applied elsewhere.
To preview the June issue of Research, click through the following slides.
In this month’s cover story, Ellen Uzelac interviews thought leaders on how the independent advisory business is going to be transformed. Excerpt:
Signs of a seismic shift are everywhere—among them: a talent shortage, unthinkable price compression and a technological revolution that has legs. “We are at a tipping point right now,” Fairfax, Va.-based Edelman Financial Services Chairman and CEO Ric Edelman says about the technological advances he believes will sweep the industry. “We are at the knee of the curve. The next five years are going to be startling to most people. It’s not merely that change is coming, it’s the speed with which it is coming.”
After years of baby boomer-this and baby boomer-that, one other notable signal is the almost urgent attention that is now being directed at next-generation wealth accumulators and how best to serve their needs.
Becoming Fluent in Client Negotiation
Jane Wollman Rusoff draws out expert opinion on how advisors can master the intricacies of negotiating with clients. Excerpt:
“It’s not me against you—it’s us against the problem,” stresses Raphael Lapin, Harvard-trained founder of Lapin Negotiation Strategies (conflict-mangagement.net) and author of Working with Difficult People (Penguin, 2009).
“You need to change the conversation,” says the Los Angeles-based Lapin, “from supplier-customer to a collaborative problem-solving, consulting conversation. You almost have to act like a therapist in defining the problem and then helping the client understand and articulate it.”
