Building Your Business
Explore the latest industry news and advice that can help financial advisors build and grow successful practices.
Winning Scripts for Cold Calling
By Bill GoodIn my May article, "I Love to Cold Call," I asked for your best cold-calling scripts. I received 65 scripts! I sent everyone who responded...
July 01, 2009
Soapbox: Euthanize Wealth Management PracticesThe wealth management practices of the Wall Street firms and big banks are broken. Again. To understand this point, it's important to step back and remember...
July 01, 2009
LETTERS TO THE EDITOR: Googling Advisors, Obama's Learning CurveWhat Prospects Don't Find When .... I enjoyed reading the May edition of Research Magazine. I particularly enjoyed Jane Wollman Rusoff's piece ("What Do...
July 01, 2009
Optimizing Time OffIt's 2 a.m. -- do you know where your fellow FAs are? If they're members of the Excellent Investment Advisor Study Group, they very well could...
July 01, 2009
Getting Guidance: How to Choose the Right Consultant, Coach or MentorToo often, only the crisis of a heart attack motivates someone to actually quit smoking, eat better and exercise regularly. Similarly, the kind of market...
July 01, 2009
Not Cutting Back: J.P. Morgan Private Wealth Management CEO Joe KenneyNo doubt Joe Kenney, intent since boyhood on creating a career in financial services, aimed at one day becoming a CEO. Chances are, however, he...
July 01, 2009
The Fast Track: Highly Focused, Very HappyLike most folks, I read with great interest the groundbreaking 2006 Moss Adams Financial Performance Study of Advisory Firms, which described and offered detailed analysis...