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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...

What RIAs can learn from Southwest Airlines

March 8, 2016

When I try to think of a company that has really taken the customer experience to a whole new level, I almost immediately think of Southwest Airlines. Southwest Airlines, a millennial travel staple with a brightly colored fleet of 737s, is surprisingly...

Follow the data to ID the best prospects

March 6, 2016

Advisers who want to build successful advisory practices have long followed a tried-and-true formula: Follow the money. But forward-thinking advisers may want to contemplate an updated version of that popular saying: Follow (and advise) the...

How to beat the robo-advisers

March 2, 2016

In my last two articles, I discussed the pros and cons of robo-advisers. As they continue to rake in more and more assets, how can advisers compete? The answer is conceptually simple and seemingly difficult to implement. Advisers must embrace...

New academic research challenges the honesty of financial advisers

March 2, 2016

Business school profs are taking it to the financial advice industry with a new paper charging economy-wide misconduct. “It's everywhere, not just small firms. It's pervasive.” Bill Gross is fighting to keep his case against Pimco from being...

3 ways for advisers to prepare for growth in the next decade

March 2, 2016

The advisers I coach who are growing rapidly are winning new business (and retaining existing clients) by doing more to enhance the client experience. Integrated technology helps deliver the substantive pieces of their firm — comprehensive...

For financial advisers, communicating value starts first with knowing what's valued

March 1, 2016

Many advisers may not be promoting the things that their clients value most, new research shows. Advisers need to probe their ideal clients to uncover what services and education makes them happiest about their experience, and then the adviser...

Adviser's Consultant: How to become a client's personal CFO

February 24, 2016

Ryan Linenger created his advisory firm six years ago with the premise that he would act as his clients' personal CFO, because that title best describes the comprehensive planning and financial management role he likes to play in their lives....

Why Vanguard is about to engulf the financial planning industry

February 12, 2016

Vanguard Group's ever-expanding web is now about to engulf the financial planning industry. Bill McNabb, CEO of Vanguard Group, gave a keynote speech at the 2016 Inside ETFs conference in Florida declaring the importance of advisers in delivering...

How to attract, and keep, young high-net-worth clients

February 8, 2016

The high-net-worth market has grown significantly over the past six years, with nearly one million new high-net-worth individuals (HNWIs) added globally in 2014, according to the 2015 World Wealth Report. Every year there is a higher proportion...

Industry needs to rid itself of misleading labels

February 7, 2016

Language matters. Most financial services practitioners call themselves financial planners or financial advisers. But in reality, many, if not most, are salespeople selling products to earn commissions. Why do they call themselves financial...

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