A dvisors who aspire to building a high-net-worth practice can take some cues from the medical community. Back in January 2002, The New YorkTimes ran the following front-page headline: Doctor's New Practices Offer Service for Deluxe Fee. The...
There's an old saying in investment management consulting: If you want a clear picture of a manager, look at him during a bear market. Evaluating, selecting and monitoring managers requires sound judgment and significant due diligence; it is part...
The one-stop financial shop is still, after all this talk, the Promised Land. Management and even reps dream about cross selling, about grabbing more business from their current clients, about creating deeper relationships the truly kind in which...
The new federal do-not-call list promises to make cold calling a more challenging process. But this tried-and-true prospecting procedure is a resilient beast...
In previous columns, I have addressed whom to target for managed accounts and why such investments are attractive to affluent clients. This month's column concentrates on seven key factors that drive successful investing of any kind. When meeting...
By now, the benefits of migrating to a high-net-worth business are well known. So, too, are the challenges of making the transition. Everything about targeting high-net-worth clients spells change, specifically: Continuing one's day job (the old...