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Financial advisers do whatever it takes to avoid talking politics with clients

June 2, 2017

Politics, in general, and President Donald J. Trump, in particular, have become hot-potato topics that most financial advisers try to avoid when talking with clients. In a political climate that some describe as more polarized and vitriolic...

Erin Botsford: Building a financial services business that grows itself

May 27, 2017

The following is an excerpt from "Seven Figure Firm: How to Build a Financial Services Business that Grows Itself" by Erin Botsford (Greenleaf Book Group Press, 2017). Ms. Botsford, a Barron's Top 100 adviser, is also the author of "The Big...

Summer reading suggestions from top members of the financial advice industry

May 25, 2017

It's that time of the year again! With summer's official start less than a month away, InvestmentNews has prepared a reading list for advisers comprised of recommendations from some of your top peers and experts. We asked for both professional...

How financial advisers can drive more value into their practices

May 25, 2017

The increasing cost and complexity needed to operate as a financial adviser in today's environment is creating a market ripe for mergers and acquisitions. As costs are climbing and there are greater pressures on fees, margins are being compressed....

Top financial advisers' tips for landing seven-figure clients

May 15, 2017

Financial advisers with high-net-worth clients offer their best advice on how to sell a large client on your firm, and describe what they wish they had known before going into their first meeting with a whale.

What financial advisers can learn from Amazon

May 10, 2017

Recently my phone's storage chip malfunctioned. Unfortunately, I had a full afternoon of meetings and an early morning flight the next day. Thanks to Amazon, I had a new chip in my mailbox by the time I arrived home a couple of hours later that...

What women want from financial advisers

May 8, 2017

Financial advisers understand that nurturing a mutually productive relationship is the nature of the business. Twenty years ago, investing was more of a man's game and though the number of female advisers is meager (only 14%), the number of...

8 secrets for advisers before writing that book

May 1, 2017

The fastest way for financial advisers to become an authoritative source is to write a book on their specialty, but the process is fraught with missteps, experts warn. Here are secrets to making it a successful marketing venture from Adam Witty,...

3 missteps that could stunt financial advisers' growth

May 1, 2017

Growth ambitions can easily cloud smart judgment calls. Sometimes advisers forget to look before they leap when they want to land a new deal or venture. And what happens next can result in wasted expenditures, hidden costs and ineffective results....

How to handle getting fired by a client

May 1, 2017

Unlike fishermen, financial advisers don't typically boast about the one that got away. But when pressed to reflect on the times they've been fired by clients, the stories can be insightful, educational and even entertaining. "In 28 years, I've...

Encourage financial literacy by speaking to clients' emotional priorities

April 26, 2017

Despite its crucial importance, financial literacy continues to be an intimidating topic — not just for savers across the age spectrum, but for professionals who are in a position to help address the problem of financial illiteracy across...

5 counseling steps to make better financial planning clients

April 24, 2017

Widely viewed as the softer side of financial planning, financial counseling is gaining traction as the latest adjunct to holistic advisory practices. Some firms are using counselors for referrals, while others are employing techniques to get...

Setting a new price for financial adviser services

April 22, 2017

Price is the amount of money expected, required or given in payment for something; value is what something is worth, the level of regard in which something is held. Financial advisers should remember a key truth about their relationship with...

Financial counseling adds new area of expertise to financial advice industry

April 21, 2017

Most financial advisers are well versed in areas like asset allocation, tax management and performance calculations, but tend to be less fluent when it comes to talking to clients about things like spending habits, budgeting and a general relationship...

RIAs zero in on golden goose of client prospecting: entrepreneurs

April 13, 2017

When it comes to client prospecting, entrepreneurs are emerging as among the most sought-after niches, which might have something to do with the fact most financial advisers are themselves entrepreneurs. "Entrepreneurs may or may not be wealthier...

Financial advisers should focus on millennials, not baby boomers, says J.D. Power

April 6, 2017

For advisers looking for money in motion, it's time to stop concentrating on baby boomers and focus on attracting millennials — and retaining them. That's the message in the results of the latest J.D. Power Full Service Investor Satisfaction...

Advisers underwhelmed by LinkedIn's matching tool

April 4, 2017

Financial advisers award LinkedIn's Pro-Finder service a poor grade so far in terms of helping them identify worthy prospects who have become clients. But they're not giving up hope on the business development tool. About a year ago LinkedIn...

Be vigilant about scams and fraud involving elder clients

April 3, 2017

With the aging of baby boomers, advisers are warned to be vigilant about financial elder abuse, fraud and scams. The National Adult Protective Service Agency reports that more than one in 10 (11%) of seniors have been financially abused or exploited...

How independent broker-dealers can help advisers win new clients

April 3, 2017

Through the years, one of the differentiating elements of the independent retail financial advice space has been that independent financial advisers are almost entirely responsible, at the end of the day, for engaging and winning new client...

Lessons advisers have learned on preventing elder financial abuse

March 31, 2017

Sixty-two percent of financial advisers surveyed by InvestmentNews have seen or suspected financial abuse of an elderly client at least once, but 56% of those respondents did not report their concerns. Here are some of the lessons advisers have...

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