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Advisers must develop 'simple, repeatable statement of value' to attract clients

July 12, 2016

New prospects are attracted by the relationship they develop with an adviser, rather than being persuaded by an adviser's efforts to portray themselves as the best in the market. “Nobody believes 'better.' They don't buy it,” Maribeth Kuzmeski,...

Advisory firms using creative job titles to attract clients, staff

June 28, 2016

Financial advisory firms are starting to embrace the trend of using job titles that reflect the spirit of the position. Think Google's "chief happiness officer." But advisory firm executives aren't just implementing creative titles for the C-suite....

Barrage of Schwab ads to proclaim virtues of fiduciary advisers

June 16, 2016

Schwab Advisor Services appears to be first out of the gate with what likely will be a flood of advertising campaigns proclaiming the virtues of financial advisers who put clients' interests ahead of their own. Schwab is running digital and...

FPA redesigns search platform to increase planners' online visibility

May 25, 2016

The Financial Planning Association has redesigned its online search website to highlight more of a planner's online personality. The organization launched Tuesday the latest version of its FPA PlannerSearch, which allows investors to find FPA...

Adviser's Consultant: Be creative when hunting for new clients

May 16, 2016

Scott Hanson remembers handing out fliers during the early days of the advisory firm he co-founded 23 years ago. Sacramento, Calif.-based Hanson McClain began growing by targeting a specific big employer in the area that was downsizing. It became...

How advisers can win in the financial services industry revolution

May 12, 2016

To adapt a Charles Dickens quote from “A Tale of Two Cities,” “It is the best of times; it is the worst of times.” It is the best time to be in the financial planning business, and it is the worst time to be in the financial planning...

Robo-advice is slowing, some even say it's dying

May 5, 2016

Good news for all those living, breathing human financial advisers: The robo-advice movement is losing steam. Direct-to-consumer robo-advice may be dying. Here's what lit up the Google searches as Donald Trump became the last Republican candidate...

7 steps to crafting an effective marketing story

May 4, 2016

Have you ever wondered whether you're telling your prospects the right marketing story about yourself and the service you provide? If you're like most financial professionals, you already understand the importance of a story in marketing, but...

Target four types of clients for more referrals

April 26, 2016

Asking certain types of clients for referrals can better an adviser's odds of getting that valuable recommendation that leads to new business. Clients who are retired or near retirement are one of four categories of clients who make the best...

Four signs you need to network more

April 25, 2016

As a financial adviser, you will likely find yourself in a balancing act between servicing your client base and developing new relationships and prospects. But how much time are you spending networking and marketing your personal brand? Are...

Ways advisers can successfully target new Gen X clients

April 21, 2016

The Deloitte Center for Financial Services recently published a very compelling study, titled The Future of Wealth in America, which reveals some surprising data pertaining to trends in generational wealth.  While most wealth managers primarily...

What Donald Trump's presidential campaign can teach advisers about marketing

April 19, 2016

Whether you're flipping through channels on your television, scrolling through social media or conversing with virtually anyone over the age of 16, there's a good chance that Donald Trump is going to become the subject of discussion. The man...

Three tips for overcoming nervousness when speaking in public

April 13, 2016

If you want to become a successful financial adviser, there's no way around it. At some point you're going to have to get up in front of a room of people and deliver a talk. There might only be five or 10 people in the room. Or there might be...

What advisers can learn about technology from Guns N' Roses

April 13, 2016

Anyone who knows me knows that I love music of all types. I was fortunate enough to see the recent Guns N' Roses concert in Las Vegas. Axl Rose's voice growled and soared with power and range. Slash was a virtuoso on the guitar, fearlessly pounding...

Adviser's Consultant: How to sell yourself in the prospect discovery process

April 8, 2016

Evelyn Zohlen uses discovery meetings to do more than wheedle personal information out of prospects. She uses them to differentiate herself from the competition. The founder of Inspired Financial, which has $125 million in assets under management,...

Industry should understand being a fiduciary is right for both clients and business

March 23, 2016

For years, I've watched and listened to the fiduciary debate. It's a super important conversation to have, and I'm so glad it's happening. But let's not miss the point in all the noise. We all know people who can't legally call themselves fiduciaries...

10 best ways to execute a succession plan

March 21, 2016

Holding on to a firm’s clients during a sale should be a priority for the buyer and especially the seller, since the number of clients who stay can have a direct impact on the amount of money that is paid for the practice, or book of business....

The keys to successful succession planning

March 20, 2016

Adviser Neil Hokanson spent several years considering different succession strategies for his $570 million advisory firm, which he had nurtured for 25 years. He wanted a deal that was reasonable for Hokanson Associates' five shareholders and...

6 secrets to get more referrals from connected professionals

March 9, 2016

Most advisers depend on referrals to provide the majority of their business growth, and some have uncovered best practices to get more client recommendations flowing in from other professionals. Spectrem Group conducted in-depth interviews with...

Failure to adapt can lead to missed opportunities

March 8, 2016

In the early 1900s the railway industry dominated the transportation of people and goods over long distances. After the success of the Wright brothers in 1903 and the first successful commercial passenger flight by Tony Jannus in 1914, the train...

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