If selling to the affluent were a sport, every day would be game day. For better or worse, in investment sales, there is no practice field, and only serious players should suit up. At the risk of overextending the metaphor, I would further submit...
Psychologists the world over say vacation is important because, The brain needs a break, but it's surprising how few advisors give their minds a true rest during their time off. It's my experience that those who have built strong financial...
Branding is not easy just ask Ford Motor Company, the American automaker that famously introduced its Pinto in Brazil, oblivious to the fact that the name would translate locally as tiny male genitals. When applied to a product as esoteric as...
Creating a high-performing wealth management team requires a significant amount of good old subjective judgment, but that doesn't mean objective measures are of no use. In fact, through our ongoing research into what makes for successful advisory...
Those yearning to learn the secret of successful wealth management teams can take heart in the words of the famous industrialist and financier, Cornelieus Vanderbilt. There is no secret about it, he said in response to a question about what was...
Coming off a sustained period in which new customers were painfully hard to come by, it would stand to reason that financial advisors would have learned a thing or two about expanding relationships with existing customers. But, according to my...