Columnist Len Reinhart offers guidance to new brokers interested in differentiating themselves. "Rather than spend time learning cold calling techniques, learn the planning profession," he says. "Focus on areas other brokers don't want to handle."
Reinhart recommends getting a CFP designation and learning about estate planning and taxation. "Concentrate on highly technical areas, such as what can be done with low-cost-basis stocks to diversify with minimum taxes or understanding stock options," he says.