You want to make a good impression with clients, so you upgrade your wardrobe, polish your speaking skills and refine your mannerisms. But what about your office? What does it say about you?Your furnishings, desk, knickknacks and filing system all...
The hardest part is deciding to do it. Frank Aiello remembers that moment in 1995. After six years in the business, Aiello had more than 400 clients. He was so tired of doing trades that he had to change something or get out of the business. So he...
Each weeknight, John Desenberg's team of part-time cold callers dials nearly 700 numbers in the Houston area. On average, 150 prospects pick up the phone, 30 express interest in Desenberg's "Planning for the Future" retirement seminar, 15 commit...
Marc Jaffe became a million-dollar producer in his rookie year. He simply began prospecting 10 years before he became a broker. Jaffe built a real estate brokerage career from 1981 to 1991 focused on enlivening economically depressed Richmond, Ind...
On April 19, Citigroup quietly let it be known--with a one-liner in its first quarter earnings report--that "Salomon Smith Barney plans to roll out online trading capabilities later this year." That was the first indication that SSB would join...
Merrill Lynch is one of the most progressive companies in the United States when it comes to telecommuting. With a state-of-the-art "simulation lab" to give employees a two-week pseudo-telecommuting experience before they make the actual work-at...