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To land clients, advisers need to come up with a story — and stick to it

March 23, 2012

When Ross Ozer talks advisers, they usually want to discuss ways to build their practices. So what does the senior vice president of Fidelity Institutional Wealth Services tell them? Develop the "story" of their business. Mr. Ozer was in Chicago...

Couples hedging financial bets by shacking up

March 22, 2012

The probability of a woman getting married by age 25 dropped to less than half as more Americans opt to cohabitate with their romantic partners rather than tie the knot, a U.S. government study shows. The proportion of women living with men...

No time to meet with a client? Skype 'em

March 15, 2012

Online video conferencing software Skype, owned by Microsoft Corp., can be a backup plan for advisers who can't schedule a face-to-face meeting, and at least a few are giving it a try. One is Vincent R. Barbara, an adviser with TGS Financial...

Advisers and clients view same market, see very different picture: Survey

March 13, 2012

Financial advisers are becoming more optimistic about the capital markets, but their clients, in general, are still waving the caution flag. According to Russell Investments' Financial Professional Outlook, 78% of surveyed advisers now maintain...

Are female advisers better positioned for the $14T opportunity?

March 7, 2012

Right now, women control an estimated $8 trillion in investable assets. By 2020, that figure is projected to grow to a staggering $22 trillion, as INTV reported last month from the TD Ameritrade Institutional Conference. Who could be in the...

Wealthier people more likely to lie or cheat: Study

February 27, 2012

Maybe, as the novelist F. Scott Fitzgerald suggested, the rich really are different. They're more likely to behave badly, according to seven experiments that weighed the ethics of hundreds of people. The “upper class,” as defined by the...

Most advisers overstating their expertise: Cerulli study

January 19, 2012

When pressed, it seems financial intermediaries will tend to overstate their qualifications and services, according to Cerulli Associates Inc. “Most advisers don't want to say that they don't offer some kind of service, so they are more likely...

As clients lose jobs, more advisers come to the rescue

December 18, 2011

Financial adviser as career coach? It is a hat that more advisers soon may be wearing, given the length and severity of the recession and anemic jobs recovery. Many advisers, in fact, already are seeing value in providing employment-related...

Advisers who are fee-based feel handcuffed

December 11, 2011

After another disappointing year in the markets, many financial advisers who base their fees on assets under management are thinking that there has to be a better way. But few have the stomach to make any changes right now — and that may be...

Merger proved to be her passport to semiretirement in the Caribbean

November 20, 2011

Adviser Sarah Barnhill is one step closer to her dream retirement on the white sand beaches of St. Croix in the U.S. Virgin Islands. Last year, she merged her Greenville, S.C.-based practice with the Asheville, N.C.-based practice of fellow...

Tom Bradley: The evolution of the financial advisory model

October 18, 2011

TD Ameritrade's Tom Bradley discusses the recent rapid and major changes that are now shaping the advisory industry landscape. INTV reports from the Market Counsel 2011 Summit.

Brokers who discount services are losing out

September 20, 2011

Financial advisers who cut their commissions when the market turned down shot themselves in the foot, according to a new study from PriceMetrix, a firm that provides practice management software to 15,000 retail wealth managers. The firm's latest...

Advisers are wallflowers when it comes to client referrals, survey finds

September 2, 2011

Advisers who feel sheepish about getting referrals out of clients aren't alone. Nearly half of advisers say they have asked only “a small percentage” of their clients for a referral, according to a recent online survey of 210 advisers conducted...

East Coast advisers confronted with post-Irene power, commuting challenges

August 29, 2011

Financial advisers up and down the East Coast dealt with the aftermath of Hurricane Irene today as many struggled with communication, commuting or power — and in some cases, all of the above. Indeed, 5 million homes were without electric power...

Schwab apologizes to RIA clients for marketing letter gaffe

August 18, 2011

Bernie Clark, head of Schwab Advisor Services, apologized yesterday to the firm's RIA clients, expressing regret for a marketing piece sent earlier this month to advisers' clients who sponsor Schwab-held retirement plans. The original letter,...

Most wealth management CEOs see clients unsatisfied: PwC

June 21, 2011

A majority of global wealth-management executives said their clients aren't satisfied as firms face low revenue growth and new regulations, according to a survey by PricewaterhouseCoopers LLP. About 37 percent of chief executive officers surveyed...

Why hiring the right support staff matters

June 19, 2011

David Blain's practice was five years old when he realized it was time to turn it from a one-man band into a quartet. “I don't know if I can pinpoint the day, but the big impetus was the immense responsibility and commitment I had made to...

How centers of influence can help build your book of business

June 19, 2011

In many ways, expanding an advisory business is like dating. Similar to the way people turn to friends to set them up, some financial advisers, such as Eliot Weissberg, have relied on local professionals to help recruit clients. When he started...

Outsourcing peripheral tasks lets advisers focus on growth, clients

June 19, 2011

When David Marotta started his advisory practice in 2000, he was tempted to get involved with the design of its website and the deployment of software and computer resources for the office. After all, he has been a computer scientist before...

Advisers: Staff up, then make your bid for new business

June 19, 2011

If you've set on a path to expand your business, you might be racking your brain trying to think of ways to attract new clients. But maybe you should be trying to attract the right staff. The consensus among consultants is that the decision...

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