Results for "client servicing"

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Getting to scale — the virtual solution

July 17, 2018

The industry may be adding registered investment advisers annually, but it's also consolidating at a record pace for one reason: the power of scale. Highly competitive,, aggressive growth RIAs are reshaping the landscape. Armed with capital,...

Recency bias: A big risk to your clients this summer

July 10, 2018

It is perhaps the most oft written sentence in investing: Past performance is never an indication of future results. Lots of people tie this to disclosures on materials and relate it to an individual manager's results. But it is bigger than...

The problem with goals

July 2, 2018

The 2018 World Cup is in full stride. The world's best soccer teams are on the global stage in Russia, with their home fans glued to their TVs cheering and gasping with every turn of the ball. How can you not get swept up in the jubilation that...

Empowering female clients requires they talk about this

July 12, 2018

Financial advisers need to help their female clients reduce individual money shame and to empower them personally and professionally when it comes to finances, a leading wealth psychology expert said. "We live in a society that is plagued by...

Why advisers need to be both effective and efficient

July 5, 2018

Peter Drucker may be gone, but his contributions to the field of management live on, particularly his espousal of the need to focus on both effectiveness and efficiency. That means doing the right things (effectiveness) in the right way (efficiency)....

More about death and taxes

July 6, 2018

Taxes matter. A lot. Recent research by 1st Global places tax knowledge at the top of a list of important factors that clients consider when selecting a financial adviser. Taxes are the biggest expense paid over their lifetime by most investors,...

Always be closing? The end of selling

June 12, 2018

On a recent flight I watched a movie I'd seen decades earlier and marveled at how life has changed. The cult classic "Glengarry Glen Ross," based on David Mamet's Pulitzer Prize-winning play of the same name, is the poster child for the ugly...

Financial challenges remain for LGBTQ Americans

June 26, 2018

This month marks the third anniversary of marriage equality being extended to same-sex couples throughout the United States, a process that took decades to come to fruition through various actions at the state level, culminating in the U.S....

The black hole of financial planning: Health care costs

June 26, 2018

Affluent older adults are worried about what health care costs, including long-term care expenses, could do to their carefully laid retirement plans. Yet only about half of those who work with a financial adviser have discussed their fears because...

Younger millionaires want advice on cryptocurrency

June 19, 2018

Wealth managers should overcome their reluctance to discuss cryptocurrency investments with their younger rich clients, to prevent them from turning to other specialists for advice, according to consultant Capgemini. More than 70% of millionaires...

It's time to make 'behavioral finance' more than a buzzword

June 6, 2018

At a time when retail investors have more options for where to seek financial advice than ever before, advisers who incorporate behavioral finance into their business potentially can stand out significantly. Implemented correctly, a behavioral...

A smarter way to rebalance

June 5, 2018

As advisers begin midyear rebalancing of client portfolios, they face a dilemma. While investors have enjoyed the fruits of a nine-year bull market — including a 19% gain by the S&P 500 in 2017 alone — they've also seen a significant shift...

What one thing would you do to assure your firm is competitive for the next decade?

May 22, 2018

At the Icons & Innovators award ceremony held at the grand University Club in New York City I had the privilege of sharing a panel with lions of the industry: David Booth, founder of Dimensional Fund Advisors, Ken Fisher, founder of Fisher Investments,...

Advisers: Technology alone won't transform your business

May 29, 2018

Technology isn't the magic wand for financial advisers hoping to expand their practices beyond portfolio management services. New tools and platforms can add significant value if used correctly, but most financial advisers are taking the wrong...

A millennial's perspective: The frustrating misconception advisers have about building a Next Gen value proposition

May 14, 2018

Over half of all United States households are now members of a single digital platform and universal client experience. Sound impossible? In Amazon's annual shareholder report, Jeff Bezos announced the company has more than 100 million members...

Financial advisers' empathy gap

April 10, 2018

Sometimes a cliché is best captured in a picture. On my colleague's phone was a black Bentley, chrome logo glistening in the sun. The car belonged to one of his most successful clients, but it wasn't the presumptive price tag that was jarring....

Redefining efficiency in your business

May 3, 2018

There is no question that a few core concepts are fundamental to efficiency in any business: • Documented processes addressing the most effective sequence of tasks to complete everything a firm does are a logical first reaction when thinking...

If friends asked you to recommend an adviser, could you?

April 3, 2018

Good friends ask you for a referral to a financial adviser. You've known this couple for decades, and you and your spouse socialize with them regularly. In their mid-60s, they're do-it-yourselfers and seem to have made smart financial decisions...

4 things to remember when delivering bad news

March 30, 2018

Whether financial advisers are dealing with an existing client, or a prospective one, they are expected to provide an honest and objective view of the client's financial situation. As a financial adviser, being able to present bad news to a...

Death and taxes: A conversation we must have

May 30, 2018

With apologies for the dog-eared title, I had to follow up my last column about the importance of the wealth management ecosystem by calling out the importance of a really good human adviser. And there's no better place to start than with the...

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