At our last branch meeting, our manager took us all to the woodshed, complained Sal, a broker from Houston. It was over the complaints we were getting from clients about feeling rushed, being put on hold and getting transferred to the wrong person...
Advisors who hire media firms to get their names in the press may get a lot more than ego gratification
A Chicago financial advisor recently lamented to me: I feel like we're offering a complete array of wealth-management products and services, but we aren't as consistent in delivering those products and services as we should be. The advisor's...
The financial advisory world is in flux, and there's no doubt that you are fully aware of changes in the business. But with all the white noise from regulators, financial services companies and the affluent the odds are you're not quite sure what...
If your pipeline is full of affluent prospects, you can skip this month's column. If, however, you could use more affluent prospects and new affluent clients on a more consistent basis, you are going to want to read this carefully and take notes...
We are all familiar with Murphy's Law: A satirical proposition stating that if there is a possibility for something to go wrong, it will go wrong. But this does not always have to be a bad thing. If you are prepared to fix what goes wrong quickly...
VANGUARD HAS LONG BEEN A RIVAL to advisors and brokers with its no-load, low-cost, direct-to-investors business strategy. Three decades ago, the firm's straight-talking founder, John Bogle reckoned not only that professional money managers couldn...
It would seem like a nice problem to have too many clients. Unfortunately many reps have too many of the wrong type of clients. It doesn't have to be this way, of course. We are in the midst of arguably the best affluent client acquisition...
What advisor couldn't build a respectable practice just serving the needs of doctors, lawyers and MBAs? Six- (and even seven-) figure incomes, smart, well connected and, most importantly, too busy to handle their own investments. Research suggests...
Advisors trolling for small business clients are discovering what mate-seeking singles have known for years: cyberspace is the place. The old methods of small business prospecting, such as hanging around the Chambers of Commerce and Kiwanis clubs...