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What Trump can teach financial advisers about women

November 30, 2016

I never thought I would write a blog about Donald Trump. But I guess most of us never would have guessed that he would become our 45th president. Whether you are sad that he won or just plain relieved that this election is over, his candidacy...

Older investors use both financial advisers and online advice

November 30, 2016

Affluent older investors have increased their use of both online resources and paid financial professionals in the past year because they don't believe a single source can resolve all their questions, new research reveals. As more sources of...

Want to provide a better client experience? Consult your clients

November 30, 2016

“You're looking for referrals? You seem so busy; I didn't think you were taking on new clients.” That client exchange was an eye-opening moment for one adviser who'd been struggling to understand why the firm's most engaged clients weren't...

Presidential election is a warning shot to financial services industry

November 23, 2016

The U.S. Presidential election turned a lot of heads worldwide. For the first time in modern history, the U.S. elected a commander in chief with no political experience, little of the support traditionally given to the candidate of a major party...

How financial advisers should discuss their pay with clients

November 22, 2016

I consider you a member of the Secret Society of Real Financial Advisers. As a member, I assume you realize that your clients expect transparency when it comes to how you're paid. Based on that assumption, I think you need to be prepared to...

Advisers worry about clients leaving them over fees

November 11, 2016

Wealth managers serving high-net-worth individuals and families are feeling pressure to cut fees in order to hang on to their clients. While the majority of financial advice providers said they did not change what they charge clients over the...

Technology guide for firms that turn to next gen clients

November 7, 2016

Along with many in the industry, our firm is increasingly open to the idea of finding innovative ways to establish profitable relationships with tomorrow's life blood of our industry — young clients. To that end, my firm BerganKDV Wealth Management,...

Mystery shoppers can show advisers what's turning off prospects

November 1, 2016

Fidelity Investments is encouraging advisers to deploy undercover “mystery shoppers” to help firms learn more about their business development shortcomings. The Boston-based company said one financial adviser used this approach to discover...

Advisory firms growing with tech, but not without troubles and false starts

October 19, 2016

Financial advice firms are using technology more than ever to improve their profitability and grow. But in practice, tech doesn't always deliver exactly as planned, advisers said. Client portals, where advisers share financial reports and use...

5 tips for winning debates with your clients

October 19, 2016

Most of us imagine that great communicators are born that way or that it would take a ton of work to improve. The truth is, since most people don't consciously work at getting better, we can quickly surpass our competition by simply practicing...

Financial wisdom from Deepak Chopra

October 14, 2016

Deepak Chopra is getting into the financial advice business, sort of. “If people ignore their well-being, they're going to have a financial crisis.” The cross-continental merger between Janus Capital and Henderson Global is said to be all...

Advisers finding more social media success

October 13, 2016

Financial advisers are increasingly comfortable tweeting and posting to Facebook and LinkedIn as securities regulators have made their expectations about social media more clear. Advisers are finding success using social sites to cull prospects,...

Despite having the tools, most financial advisers don't track sales leads

October 12, 2016

In our 2016 InvestmentNews Financial Performance Study, which we conducted in partnership with the Ensemble Practice and which was sponsored by Pershing Advisor Solutions, we benchmark the client conversion rates for firms for the first time....

Adviser shares two technology must-haves to help land prospects

October 12, 2016

The experience that financial advice clients expect today has evolved, and firms that don't have speedy service are going to get rolled over, said Alex Murguia, managing principal of McLean Asset Management in McLean, Va. He is also a board...

Advisers who outsource investment management make more money than those that don't: study

October 10, 2016

Advisers who outsource investment management could bring in $1 million more in revenue over a decade than those that manage their clients' portfolios in-house. That's the conclusion of a new study of 8,000 advisers by SEI Advisor Network and...

Adviser's Consultant: Crafting prospects via radio won't work forever

October 3, 2016

Ryan Payne does things a little bit differently, so it's no surprise that he has some pioneering marketing and business development plans. Mr. Payne started his advisory firm Payne Capital Management in 2008 after spending eight years with Merrill...

More than 1/4 of financial advisers plan to exit industry or merge firms: survey

September 29, 2016

A quarter of financial advisers are planning a dramatic change in the way they operate their business within the next three years, a new survey found. About 27% of advisers said they intend to sell their business, merge with another firm, retire...

Advisers are ignoring the fastest growing wealth demographic

September 15, 2016

African-American incomes are rising faster than any other group in the world, but financial advisers seeking to target them as clients need to understand some of their deep-rooted money perceptions. The statistics tell a story of growing prosperity...

Adviser pricing for ultrawealthy clients is under pressure

September 12, 2016

Advisers who specialize in helping ultra-high-net-worth families with all aspects of their money management are finding the market is softer today than it was a few years ago. Family offices that handle clients with wealth of $20 million or...

The value of real financial advice

August 29, 2016

Five years ago, I was taking care of clients and writing the Sketch Guy column at the New York Times. My family and I were settling into our new home in Park City, Utah. Things were good. Then, I got what you might call an "interesting proposition."...

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