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Top financial advisers' tips for landing seven-figure clients

May 15, 2017

Financial advisers with high-net-worth clients offer their best advice on how to sell a large client on your firm, and describe what they wish they had known before going into their first meeting with a whale.

How to handle clients who share Johnny Depp's alleged compulsive buying habits

May 11, 2017

Financial advisers who have dealt with clients like Johnny Depp, an alleged compulsive spender with $2 million in monthly bills, have found methods of reforming their clients' errant shopping. Details of Mr. Depp's $30,000 monthly wine bills...

What financial advisers can learn from Amazon

May 10, 2017

Recently my phone's storage chip malfunctioned. Unfortunately, I had a full afternoon of meetings and an early morning flight the next day. Thanks to Amazon, I had a new chip in my mailbox by the time I arrived home a couple of hours later that...

What women want from financial advisers

May 8, 2017

Financial advisers understand that nurturing a mutually productive relationship is the nature of the business. Twenty years ago, investing was more of a man's game and though the number of female advisers is meager (only 14%), the number of...

Managing client expectations is a big part of an adviser's job

May 6, 2017

In recent surveys reporting the challenges faced by advisers, managing expectations and servicing and attracting new clients lead the list. Having talked in this column about the ways advisers hold themselves back when it comes to attracting...

Envestnet Tamarac launching new apps for advisers' clients, one with AI

May 4, 2017

Envestnet Tamarac will make financial apps available to advisers' clients over the summer that can help them budget for monthly bills and other expenses and show them their total net worth, including assets held away from the adviser. The Chicago-based...

How to handle getting fired by a client

May 1, 2017

Unlike fishermen, financial advisers don't typically boast about the one that got away. But when pressed to reflect on the times they've been fired by clients, the stories can be insightful, educational and even entertaining. "In 28 years, I've...

Integration—The Holy Grail of Financial Technology

May 1, 2017

Integration means different things to different people, but in our industry, I liken it to the holy grail of financial technology. Why? Integrated systems improve efficiency, allowing you to, for example, input a piece of data once and automatically...

Encourage financial literacy by speaking to clients' emotional priorities

April 26, 2017

Despite its crucial importance, financial literacy continues to be an intimidating topic — not just for savers across the age spectrum, but for professionals who are in a position to help address the problem of financial illiteracy across...

5 counseling steps to make better financial planning clients

April 24, 2017

Widely viewed as the softer side of financial planning, financial counseling is gaining traction as the latest adjunct to holistic advisory practices. Some firms are using counselors for referrals, while others are employing techniques to get...

Financial counseling adds new area of expertise to financial advice industry

April 21, 2017

Most financial advisers are well versed in areas like asset allocation, tax management and performance calculations, but tend to be less fluent when it comes to talking to clients about things like spending habits, budgeting and a general relationship...

6 reasons culture breaks down at an advisory firm

April 12, 2017

The culture of a firm is what makes clients and employees want to join and stay, but business growth and some other factors can threaten even the strongest firm culture, said Ben Harrison, head of business development and relationship management...

Financial advisers should focus on millennials, not baby boomers, says J.D. Power

April 6, 2017

For advisers looking for money in motion, it's time to stop concentrating on baby boomers and focus on attracting millennials — and retaining them. That's the message in the results of the latest J.D. Power Full Service Investor Satisfaction...

Top 10 financial firms ranked by investor satisfaction

April 6, 2017

Which financial firms make investors happiest? J.D. Power once again set out to answer that question with its annual “U.S. Full Service Investor Satisfaction Study.” Financial firms were ranked based on a January 2017 survey of 6,500 investors...

Be vigilant about scams and fraud involving elder clients

April 3, 2017

With the aging of baby boomers, advisers are warned to be vigilant about financial elder abuse, fraud and scams. The National Adult Protective Service Agency reports that more than one in 10 (11%) of seniors have been financially abused or exploited...

How independent broker-dealers can help advisers win new clients

April 3, 2017

Through the years, one of the differentiating elements of the independent retail financial advice space has been that independent financial advisers are almost entirely responsible, at the end of the day, for engaging and winning new client...

The Right Approach for Finding the Right Senior Partner

April 1, 2017

For millennials looking to launch a career as a financial advisor, it truly is the best of times and the worst of times. Demand for young professionals who can attract young clients is at an all-time high and expected to grow. On the flipside,...

Lessons advisers have learned on preventing elder financial abuse

March 31, 2017

Sixty-two percent of financial advisers surveyed by InvestmentNews have seen or suspected financial abuse of an elderly client at least once, but 56% of those respondents did not report their concerns. Here are some of the lessons advisers have...

Salesforce adds CRM features to help advisers grow businesses

March 28, 2017

Salesforce is unrolling new tools for financial advisers who use its cloud-based client relationship management system to help planners draw out new business opportunities with clients. Several new upgrades to its Financial Services Cloud, which...

Should your firm offer a robo-advice platform? Here's what your peers are doing

March 23, 2017

The latest research from InvestmentNews finds that offering a robo-advice platform may not be right for all advisory firms, but all firms can learn how to harness technology to offer innovative service. The following is an excerpt from the "2017...

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