Building Your Business
Explore the latest industry news and advice that can help financial advisors build and grow successful practices.
How to Overcome Objections
By Adrian MillerJust because a prospect has offered a bit of pushback doesnt mean you should simply walk away.
October 31, 2011
Prudential, NFP and Futurity First Launch New OfferingsPrudentials IncomeFlex Target solution adjusts its asset mix by lessening equity exposure and increasing exposure to fixed income type investments as the target retirement date approaches.
October 30, 2011
The Myth of “Small Talk”Is social chit-chat appropriate in todays busy world? And does it establish rapport?
October 30, 2011
The Myth of “Small Talk”Is social chit-chat appropriate in todays busy world? And does it establish rapport?
October 26, 2011
Johnson Is New ICI ChairmanThe Investment Company Institute's Board of Governors elected Gregory Johnson, president and CEO of Franklin Resources, as ICI chairman for a one-year term, the group said in early October. In addition, the ICI membership elected a slate of governors to serve through the fall of 2014: James Boyle, president of...
October 26, 2011
Krawcheck Legacy AssuredAs firms like Raymond James endeavor to boost the ranks of women in the brokerage business, their executives and advisors say the Sallie Krawcheck story, despite her recent layoff from Bank of America-Merrill Lynch, remains a powerful one. She has played in the big league at several firms [such as...
October 26, 2011
Blocking and TacklingSince my July piece in Research, I have been focusing on best practices. Any treatment of best practices must include blocking and tackling a sports metaphor that is well-defined by marketing and innovation expert John Caddell as meaning work thats not glamorous but is important. While there are several...
October 26, 2011
Making the Most of a MentorFinancial advisors-in-training must be ambitious, gutsy and thrive on hard work. Thats just for starters. And who is best qualified to guide these rookies on their challenging journey to profit and prosperity? Somebody whos walked miles and miles in their shoes: in other words, a caring mentor.