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Firm built on trust responds to the needs of its clients

May 24, 2015

Lewis Altfest started Altfest Personal Wealth Management in 1983 with the goal of being a sort of Consumer Reports for financial planning. He wasn't seeking to offer industry reviews, but he wanted to build a firm based on trust, where clients...

If advisers don't have a defined brand, marketing efforts can fail

May 22, 2015

Branding is an important prerequisite for advisers when creating marketing materials or programs. Without creating a strong brand, your marketing efforts run the risk of being disjointed or inconsistent, and lacking purpose and effectiveness....

Better discovery process key to signing up more clients

May 11, 2015

A California advisory firm that's testing an approach adapted from medical procedures to conduct information discovery with prospective clients has found the interview technique to be effective at closing prospects and determining those who...

Making the most of Facebook for your advisory practice

May 11, 2015

Of all the major social media platforms, Facebook seems to be the one most often questioned as to its value for financial advisers. While there are certainly pros and cons to the site, the fact remains that with 936 million daily active users...

5 reasons why advisers should be targeting Gen X clients

May 5, 2015

If the three largest generation cohorts were the sisters from “The Brady Bunch,” the baby boomers would be Marcia, the oldest and most popular. The millennials would be Cindy, the youngest, needing the most attention. And the forgotten middle...

Regulatory burdens top adviser business concerns

April 30, 2015

Compliance with evolving rules around fiduciary duty, advertising and cybersecurity top the list of risks that financial advisers worry will hurt their businesses in the future. Advisers said the greatest risk to their firms is the difficulty...

Multiple-employer plans provide growth for retirement plan advisers, if they can handle it

April 28, 2015

Multiple-employer plans provide a host of new opportunities for plan advisers, provided they know how to best serve this market of tiny employers. It's no secret that the smallest retirement plans, especially those with less than $5 million...

Entice employees to save for retirement with a creative campaign

April 23, 2015

In the world of retirement plans, automatic features get the job done, but advisers must go further than that if they'd like to get employees interested in saving at work. There is no denying the benefits of allowing participant inertia to get...

Marketing leaders invest 33% more than other advisers, Fidelity survey finds

April 16, 2015

Financial advisers serious about growth need to invest cash and time. Advisers who are marketing leaders spend about 2.4% of revenue to marketing and business development, compared with 1.8% of other advisers, according to a Fidelity Clearing...

Tony Robbins' 4 pieces of advice for financial advisers

April 15, 2015

Shortly into my one-hour podcast conversation with Tony Robbins last week it was clear: this man is connected! Mr. Robbins mentioned he spoke to Ray Dalio, head of the world's largest hedge fund, just hours before my conversation. A few days...

Are low-cost subscription pay models even viable?

April 7, 2015

Northwestern Mutual's impending acquisition of LearnVest, an online advice platform that also provides one-on-one financial counseling through advisers, has raised discussion about the long-term viability of using low-cost, subscription-based...

Adviser explains his process for creating a successful niche practice

April 6, 2015

Scott Oeth could have taken his advisory career in several different directions nearly a decade ago when he decided he wanted to develop a niche practice. Formerly a competitive volleyball player, Mr. Oeth had a nice collection of blockers and...

Focus Financial invests in $600 million wealth manager

April 6, 2015

Focus Financial Partners, the deep-pocketed investor in financial-advisory businesses, said Monday it has taken a stake in a 45-year-old firm managing $600 million in assets. Under Focus' umbrella, the Savannah, Ga.-based Fiduciary Group plans...

The hidden cost of reducing your practice's marketing budget

April 3, 2015

When I ask advisers to tell me the biggest cost in their business, they usually point to things like the wages they pay their support staff, the monthly lease for their office space, or the dollars they pour into their marketing programs. All...

How to become a more referable adviser

March 30, 2015

Client referrals are a vital component of growth for all businesses, especially financial advisory practices. If a client likes a product or service and believes in the company behind it, he or she will probably tell someone else. However, clients...

Advisory fees rise above 1% after bottoming in 2013

March 30, 2015

Fee-based pricing is on the upswing after falling for several years and landing under 1% in 2013, a new report shows. Advisers charged an average of 1.02% on client assets in 2014, compared with 0.99% the previous year, according to a PriceMetrix...

Growing minorities offer opportunities for advisers

March 27, 2015

Research on the financial attitudes of wealthy investors suggests advisers may have significant marketing opportunities among various racial groups. Today, about 17% of the U.S. population is Hispanic, 13% is African-American and 5% is Asian,...

Employer objections stand in way of 401(k) plan success

March 27, 2015

Sometimes employers themselves are the biggest obstacle to helping workers save for retirement at work. It's been well established that automatic features, including auto-enrollment and auto-deferral increase, increase the number of employees...

How to develop advocates for consistent, ideal referrals

March 25, 2015

Monument Wealth Management depends on its "advocates" for 90% of its new business, so president and co-founder Dean Catino spends much of his days keeping investment banking and other professionals up to speed on what his firm has to offer them....

4 ways to strengthen relationships with affluent women investors

March 18, 2015

For the past five years, we’ve conducted our Rebuilding Investor Trust studies to find what’s important to affluent investors, from their financial lives to their relationships with their advisory firms and advisers. The fourth edition of...

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