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The 3 most important topics advisers will discuss with clients in 2014

January 16, 2014

Most investors are fairly optimistic that 2014 will be a decent year for performance, but financial advisers intend to inject a little more caution into client conversations. About 30% of advisers said the most important thing they'll discuss...

Financial advice business grapples with diversity challenges

January 15, 2014

While America is only decades away from becoming a minority-majority country, the financial planning industry is still stuck with demographics that are eerily reminiscent of a 1950s sitcom. Just look at the statistics. At 76% male, the industry...

Prevent marketing paralysis in 2014

January 15, 2014

Overcoming inertia may be the No. 1 obstacle financial advisers face when it comes to marketing. How many times have you started the year with a new marketing plan, chock full of initiatives, only to find yourself overwhelmed and uncertain where...

How to scale your advisory practice effectively

January 15, 2014

Advisers looking to grow their businesses should carefully plot the expansion of their practice. They should expect to suffer a little, too. Business leaders who have succeeded in scaling their companies — growing, say, from two people on...

Move beyond mere advertising with these 9 questions

January 15, 2014

Advisers' marketing plans often focus on tactics, such as advertising, social media and public relations, without a strategy for selecting those tactics. By asking more-thoughtful questions, advisers can align their audience, message and tactics...

Finding succession solutions under your nose

January 15, 2014

When it comes to their own retirement, growing numbers of advisers seem to be looking within their firms for an exit strategy. Across the country, consulting firms that specialize in brokering, structuring and providing legal advice on deals...

25 ways for advisers to make their future better than their past

January 14, 2014

The New Year is the perfect time to re-energize and make a commitment that this will be your best year yet. To aid you in your quest, here's a list of 25 insights I've learned about how to win in business and life. If you absorb and live these,...

Two independent advisers managing $350 million join Focus Financial-based firm in Mass.

January 14, 2014

Two independent financial advisers managing $350 million have joined a Focus Financial Partners-backed firm in the wealthy Berkshires Mountains area of Massachusetts, the chief executive of the firm, Atlas Private Wealth Management, said Tuesday....

Advisers battle to cure clients' 4-year itch

January 13, 2014

Advisers who want to hold on to their clients should boost their service efforts between the second and fourth year, because that's when individuals are most likely to bolt, new research shows. It turns out clients rarely abandon an adviser...

To attract advisers, broker-dealers need to find a value proposition that stands out

January 13, 2014

From wirehouses to RIAs to RIAs affiliated with a wirehouse and everything in between, the types of firms and business models in the industry are multiplying even as the number of financial advisers continues to shrink. As advisers have more...

Big miss: Advisers seldom discuss retirement living arrangements with clients

January 13, 2014

Few financial advisers talk to their clients about their future housing plans, even though the financial implications of such decisions are huge. And by not doing so, they are missing a big opportunity. Only about 14% of advisers have helped...

Merrill Lynch advisers embrace a goals-based investing approach

January 12, 2014

Kathleen Delong, a senior Merrill Lynch adviser in Allentown, Pa., has embraced the emotional side of behavioral finance. She encourages her clients to fill out Merrill's My Investment Personality questionnaire, which assesses clients' feelings...

5 social media trends to look out for in 2014

January 12, 2014

Social media is an ever-changing landscape, with new platforms popping up all the time. Additionally, major social-media players continually change their platforms not only to monetize them but also to keep them interesting and useful to the...

DC: No country for non-specialists

January 12, 2014

A recent survey of defined-contribution sponsor-clients of the industry's most successful retirement plan advisers points to a straightforward conclusion: Amid this increasingly complex DC landscape, sponsors demand specialized expertise far...

How advisers can overcome the success paradox

January 9, 2014

We meet with hundreds of financial services firms every year and routinely find that after 20 years of existence, most of them have plateaued and now derive their growth from stock market performance and occasional referrals. Some are happily...

CFP Board will switch to electronic exams later this year

January 9, 2014

The examination to qualify as a certified financial planner will be administered electronically for the first time later this year, the organization that grants the mark said Thursday. The Certified Financial Planner Board of Standards Inc....

Divorce planning sheds its ambulance-chaser image

January 9, 2014

Divorce financial planning has a Rodney Dangerfield history — it got no respect. Formerly besmirched by some as the ambulance chasers of the advice business, planners with this expertise are now becoming a recognized, established and sought-after...

Shop for groceries? OK. Throw a party? Sure. Drive a client to Mexico? No problem

January 8, 2014

Would you spend five days helping a client drive to Mexico? How about completing hours of passport paperwork for clients headed to Italy, or shredding a car-full of old documents? Advisers have done all these and more to “wow” their top...

UBS sees recruitment pay off in the fourth quarter

January 8, 2014

UBS Wealth Management Americas, the smallest of the four wirehouses by head count, is seeing the fruits of its labor as big investments in recruiting paid off for the firm in 2013. The firm, which has around 7,100 advisers, pushed its way to...

How to get rid of a toxic employee

January 7, 2014

As a coach, I do a lot of onsite consultations and staff analysis. This is a double-edged sword because most advisers get nervous about bringing me in because they're afraid that they're potentially going to have to fire somebody because, as...

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