Results for "client prospecting"

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Performance matters, but services deliver results

August 23, 2015

Many believe that for any registered investment adviser striving to grow a business, it's all about performance. Wrong! Increasing client retention is what is critical. Performance counts, but client service is more important — for your business...

Advisers take heed, more of your clients are managing accounts on the side

August 21, 2015

As clients get more affluent, educated and confident about their financial know-how, more financial advisers are discovering separate brokerage accounts in which clients are managing portfolios on the side. The trend, which has been building...

Serving the super-wealthy requires extra-special service

August 17, 2015

Paul Tramontano regularly reviews what clients of Constellation Wealth Advisors encounter when they walk through the advisory firm's front doors. Then this chief executive makes the changes necessary to improve the experience. He knows that...

Effectively communicating with clients separates advisers from algorithms

August 12, 2015

For financial advisers, learning to have great conversations with clients is the golf swing of our business. But it doesn't come easily to everyone, and few of us have any direct training. With Master Communicator, I plan to share the lessons...

NextGen investors require advisers adopt new classifications

August 6, 2015

As an “old-timer” RIA, I've been trained on the three types of investors: • Do it yourselfers (DIYs) • Validators • Delegators The DIYs typically like to control their own investing, based on one or more of the following reasons: •...

What small advisory firms need to do to take their businesses to the next level

July 31, 2015

The wealth management market is thriving, as older baby boomers are retiring and the 50-something late boomers are hitting the last big earning years of their careers — all at a time when younger investors are grappling with the difficulties...

Why advisers should set up an in-house video studio

July 29, 2015

Advisers should set up a multimedia lab in their offices to allow them to create custom videos on the fly, according to Fidelity Investments. Advisers increasingly need to have tools on hand to craft videos for their firm's website, social media...

Openness, transparency drawing investors to robo-advisers over Wall Street banks

July 27, 2015

In Jamie Dimon's latest letter to J.P. Morgan's shareholders, he warned that “Silicon Valley is coming” for the financial services industry. These words, which reverberated across Wall Street's boardrooms and trading desks, were followed...

4 ways advisers can become more actively engaged with female investors

July 26, 2015

Women have become an economic force to be reckoned with, particularly when it comes to their investing potential. Numerous studies show that U.S. women create, control and influence upwards of $11.2 trillion — nearly 39% of the nation's investable...

Adviser's goals: Keep clients happy and profit growing

July 23, 2015

Sheryl Rowling cares about where her firm stands in terms of assets under management, but it's the bottom line she wants to improve at Rowling & Associates. “As a business owner, it makes more sense to focus on profit than sales,” she said....

Food is the focus for this financial planner, who meets clients over bacon and eggs

July 16, 2015

The night before I was to meet with my new financial planner, I forced myself to open the online questionnaire she'd sent weeks earlier. It made me anxious immediately. The form asked about my primary monthly income, which I couldn't put my...

Contrary to conventional wisdom, young investors do want to work with advisers

July 15, 2015

It's often assumed that financial advisers should, and do, devote most of their attention to older, established clients. That's where the assets are. Recent research suggests, however, that advisers would do well to seek and serve younger clients...

Forget ads to attract clients, only one thing matters

July 8, 2015

Dan Moisand thinks advertising to attract new clients is a waste. Giving clients a superior experience and extraordinary advice is the key to business development at Moisand Fitzgerald Tamayo. New clients often come as referrals from existing...

5 ways to 'sock' it to your clients

July 1, 2015

Here's a quick story of how I personally created a “Wow” experience to set the stage for how to pull this off in your practice… Recently, I took a trip to Nashville, Tenn., to meet with a business Mastermind group I'm a part of. A few...

The dinosaur in the room – coping with change

June 22, 2015

"It's not the strongest of the species that survives, nor the most intelligent, but the ones most responsive to change." — Charles Darwin “Jurassic World” is making a killing at the box office. Interesting to think about how such powerful...

How advisers can boost their client IQ and sales

June 19, 2015

It's common knowledge that the key to success as a financial adviser is to know and understand your clients. But what many advisers fail to recognize is that in order to boost their client IQ, they must first know and understand themselves....

From the C Suite with Wetherby Asset Management CEO Debra Wetherby: Aim to be inspirational, not authoritarian

June 19, 2015

Along the challenging route toward building a $4 billion advisory firm, Debra Wetherby transformed herself into a more patient and nurturing leader. The Syracuse, N.Y., native learned the value of speaking last in a meeting, one-on-one discussions...

Why male advisers are still not connecting with female clients

June 19, 2015

C'mon, dudes, you can do better. Male financial advisers still can't find a way to fully communicate with the female half of client couples. Both spouses should be equally involved in family financial matters The stock market looks scary from...

Time for RIAs to break out of the cottage industry mold

June 10, 2015

More often than not, RIAs spend all of their time and energy focusing on their clients and very little on the management of their businesses. Mark Hurley and the Fiduciary Network reported that more than 90% of the independent wealth management...

Breaking up (an advisory firm) is easy to do?

June 9, 2015

Three advisers who have lived through both bitter partnership breaks and now an amicable one said the latter is worth the time and effort because it's easiest on clients. A year ago FJY Financial co-founder Dan Joss left the advisory firm he,...

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