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Video marketing: The 21st century version of judging a book by its cover

May 14, 2018

We are hardwired to judge a book by its cover, despite what our parents may have taught us. When it comes to attracting new clients, this is a wonderful truth that very few advisers leverage. In fact, most advisers are marketing their "book"...

A millennial's perspective: The frustrating misconception advisers have about building a Next Gen value proposition

May 14, 2018

Over half of all United States households are now members of a single digital platform and universal client experience. Sound impossible? In Amazon's annual shareholder report, Jeff Bezos announced the company has more than 100 million members...

Financial advisers must manage retirees' aversion to risk with behavioral finance skills

May 12, 2018

Any seasoned financial adviser already knows that the hard work of helping clients save and invest for retirement does not end with a client's retirement date. But based on where we are in terms of market cycles, advisers might soon find themselves...

Financial advisers embrace virtual offices

May 12, 2018

Less than a year after starting her financial planning practice in Oklahoma City in 2015, Amy Hubble was faced with a dilemma. She had been accepted to the University of Georgia to work on her doctorate in financial planning and consumer economics....

Adding diversity: A man's eye view of a women's conference

May 11, 2018

I was asked to attend the 2018 InvestmentNews Women Adviser Summit in Chicago on May 2. I cautiously accepted, not sure what I was getting myself into. What do hundreds of the nation's top female financial planners talk about when they get together?...

Want to boost diversity of advisers and clients? Begin with the business case

May 11, 2018

Yonhee Choi​ Gordon's father wanted her to be a doctor or a lawyer, or to marry one. In fact, her career as a financial adviser was a decade old before he gave up on the idea of her going to law school, even though he was an accountant. "It's...

Adviser's Consultant: Building a flexible succession plan

May 11, 2018

Jack Hillis isn't quite ready to stop working with clients or give up his lifestyle advisory practice, but at 74 years old, he knew he needed a succession plan in place. His solution was to complete all the paperwork for a sale that will take...

Future advice business will still require human touch for clients

May 11, 2018

Technology and regulation will likely be the key forces shaping the advisory business over the next 10 to 15 years. But to paraphrase physics Nobel laureate Nils Bohr, making predictions about the advisory business is very difficult, especially...

Advisers must expand beyond financial planning for future to tackle life today

May 11, 2018

Live for today. Coming from financial advice professionals committed to planning, that message seems almost heretical. But participants in the "Innovative Adviser Roundtable" at the recent Icons & Innovators' Innovation Summit in New York believe...

CFP Board takes on racial, ethnic diversity

May 10, 2018

The fact that the financial planning industry is made up mostly of white men is a problem that needs to be addressed, according to a report out today from the CFP Board Center for Financial Planning. The comprehensive study, which included interviews...

With female managing partner in the wings, Edward Jones emphasizes diversity

May 10, 2018

At a time when the financial advice industry is desperately attempting to become younger and more diverse, Edward Jones' move earlier this week to tap a woman as its next managing partner will only make the firm more attractive to potential...

Harnessing RIA M&A strategies for growth

May 10, 2018

With the RIA industry setting itself up for further consolidation based on the macro trends impacting the industry, the opportunity for peer-to-peer M&A activity is increasing dramatically. Multiple industry studies are anticipating record levels...

New report sounds alarm over demographic changes facing advice industry

May 9, 2018

The inability of financial advisers to look beyond the baby boom generation to younger clients and colleagues could be hampering the growth potential of the financial planning industry. According to a report out Wednesday from TD Ameritrade...

Cetera Financial Group snags another senior LPL executive

May 9, 2018

Cetera Financial Group continues to pick off senior executives from key rival LPL Financial, even as the independent broker-dealer industry speculates that the two giant firms possibly could merge in the near future. Late Wednesday afternoon,...

What are the business priorities of elite 401(k) advisers in 2018?

May 9, 2018

The 401(k) advisory business is maturing. Many elite plan advisers with $250 million or more in defined-contribution assets under management have enjoyed great success since the 2008-09 market collapse, as more plan sponsors have focused on...

Bill Kline out as head of Gallagher's $55 billion retirement-plan aggregator

May 9, 2018

Bill Kline, the head of Arthur J. Gallagher & Co.'s retirement plan consulting unit — which has more than 60 advisers overseeing $55 billion in defined-contribution-plan assets — has left amid a reorganization of his group. Mr. Kline, 53,...

Wells Fargo team managing $566 million moves to Baird

May 8, 2018

A team of two veteran advisers, Irving Mindes and William Fedor, and two assistants managing $566 million in assets at Wells Fargo Advisors in Tucson, Ariz., have moved to Baird Private Wealth Management. Irving Mindes joined Wells Fargo predecessor...

Quantum growth via acquisition

May 8, 2018

With the stock market on the upswing and the regulatory environment continuing to show signs of easing, many advisors are starting 2018 from a strong foundation. For growth-focused advisors, now may be the time to make a strategic move that...

Advisers push retired clients to embrace investment risk

May 7, 2018

As the baby boom generation continues to transition into retirement, financial advisers are facing the increasingly common challenge of clients who become overly conservative with their investments once they stop working. "It's a weird mental...

Time: An asset to be invested, not spent

May 7, 2018

The investment advice industry is a constantly evolving ecosystem. Few trends, however, are as pervasive as the secular shift from commission-based compensation models to asset-based fee structures. The future of the fiduciary rule may be uncertain,...

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