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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...

What to do when a disgruntled client still owes a financial planning fee

May 5, 2016

This month's question comes from an adviser who has a tough client issue. Q: I need your opinion about how to handle a disgruntled client who still owes me part of my planning fee. The client is an elderly woman who came to me after trying to...

Activities every financial adviser should delegate to someone else

May 5, 2016

If you're a financial adviser and you feel overwhelmed by all the things you have to get done or you feel like you're on the verge of burnout from working long days for weeks or months in a row, then there's a good chance you're suffering from...

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...

From the C Suite with RBC's John Taft: It isn't enough just to get up and work

April 25, 2016

John Taft is contemplating how to make a difference in what he calls “the next chapter” of his life. At 61, the chief executive of Royal Bank of Canada's U.S. Wealth Management division is retiring at the end of May. Anything from writing...

Get the most out of your next staff retreat

April 19, 2016

Many financial advisory firms find getting together to talk business away from the office can spark innovative solutions to problems and make colleagues more cohesive. “Being completely away off-site fosters creativity and helps you think...

Solving operational issues from M&A transactions

April 18, 2016

As the wealth management industry continues to age, the number of advisory firms that will be transitioned due to succession planning or principal retirement is expected to increase dramatically. In fact, 2015 was the largest year on record...

How advisory firms can enhance their performance benchmarking skills

April 13, 2016

Benchmarking is an important part of planning for the success of your business. Currently, we use expected financial results as a tool to exercise good managerial sense and assess risk. However, advisory firms struggle to make accurate statements...

Crawling up the wealth management pyramid

April 5, 2016

Where you live in the wealth management pyramid has a huge impact on your relevance to clients, your pricing and your future viability. Research shows few clients know the difference between services provided by a bank broker or an independent...

It's time to make way for next-gen

April 3, 2016

A power shift is under way in our industry. Baby boomer and next-gen advisers are like seismic plates shifting underground, with one group poised to become more powerful as the other slowly fades. This change may not happen without a volcanic...

What boomer advisers should do when their successors get impatient

March 25, 2016

A power shift is under way in our industry. Baby boomer and next-gen advisers are like seismic plates shifting underground, with one group poised to become more powerful as the other slowly fades. This change may not happen without a volcanic...

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....

What Ron Carson learned from a billionaire client

March 9, 2016

I recently had the privilege of interviewing Ron Carson. In case you haven't heard of Mr. Carson, you should know a couple of important things about him. Not only is he the co-author of "The Sustainable Edge," he's also the founder and CEO of...

What it takes to really have a digital advisory firm

March 7, 2016

There are multiple forces of change disrupting the advice industry today. Emerging affluent investors want a more collaborative and digital experience. There's an influx of new fintech firms seemingly trying to change the industry overnight....

Steer clear of politics with clients

March 6, 2016

As political seasons go, the current presidential election campaign might seem longer, louder and more animated than most. As InvestmentNews reporter Liz Skinner pointed out in a story, the topic of politics can create a whole new level of practice...

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...

Nominate your best for InvestmentNews' 40 Under 40

March 1, 2016

InvestmentNews is beginning its search for the best and brightest among the advice industry's up-and-comers. We're counting on you to help us out. If you know a superstar adviser who will be 39 or younger on June 20 — someone who really stands...

Best practices for developing a new adviser

February 29, 2016

Whether for growth or succession, many advisers are wooing the limited number of new advisers coming into the industry. Far too often, though, young associate advisers leave a firm within three years, in part to learn, grow and develop; if you're...

Hosting radio shows helps advisers attract clients

February 28, 2016

Marc Freedman, chief executive of Freedman Financial in Peabody, Mass., got his start in radio in 2012. He paid $2,000 a week to host an hour-long, live call-in show every Sunday at 4 p.m. on a major talk-radio station in Boston, 96.9 FM. As...

Boost in SEC examiners to enable closer scrutiny of RIAs

February 21, 2016

The typical registered investment adviser may have let out a howl of fear and loathing when he picked up a recent issue of InvestmentNews and read that the Securities and Exchange Commission was planning to increase its number of RIA examiners...

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