Results for "client servicing"

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Always be closing? The end of selling

June 12, 2018

On a recent flight I watched a movie I'd seen decades earlier and marveled at how life has changed. The cult classic "Glengarry Glen Ross," based on David Mamet's Pulitzer Prize-winning play of the same name, is the poster child for the ugly...

It's time to make 'behavioral finance' more than a buzzword

June 6, 2018

At a time when retail investors have more options for where to seek financial advice than ever before, advisers who incorporate behavioral finance into their business potentially can stand out significantly. Implemented correctly, a behavioral...

A smarter way to rebalance

June 5, 2018

As advisers begin midyear rebalancing of client portfolios, they face a dilemma. While investors have enjoyed the fruits of a nine-year bull market — including a 19% gain by the S&P 500 in 2017 alone — they've also seen a significant shift...

Heard of Chalice? It's being called Amazon Prime for financial advisers

June 1, 2018

Keith Gregg has rolled up his sleeves to dig himself into his latest venture, Chalice Wealth Partners, an enterprise he is touting as Amazon Prime for financial advisers. The "member benefit organization" is designed to "connect all the products...

Death and taxes: A conversation we must have

May 30, 2018

With apologies for the dog-eared title, I had to follow up my last column about the importance of the wealth management ecosystem by calling out the importance of a really good human adviser. And there's no better place to start than with the...

Advisers: Technology alone won't transform your business

May 29, 2018

Technology isn't the magic wand for financial advisers hoping to expand their practices beyond portfolio management services. New tools and platforms can add significant value if used correctly, but most financial advisers are taking the wrong...

What one thing would you do to assure your firm is competitive for the next decade?

May 22, 2018

At the Icons & Innovators award ceremony held at the grand University Club in New York City I had the privilege of sharing a panel with lions of the industry: David Booth, founder of Dimensional Fund Advisors, Ken Fisher, founder of Fisher Investments,...

Advisers and clients agree: Life's better in the wealth management ecosystem

May 15, 2018

Wikipedia says an ecosystem "is a community made up of living organisms and nonliving components." A digital ecosystem is a "distributed, adaptive, open socio-technical system with properties of self-organization, scalability and sustainability."...

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...

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,...

Redefining efficiency in your business

May 3, 2018

There is no question that a few core concepts are fundamental to efficiency in any business: • Documented processes addressing the most effective sequence of tasks to complete everything a firm does are a logical first reaction when thinking...

Advisers must align a client's portfolio with these 3 personal risk measures

May 2, 2018

What can happen if an adviser doesn't properly align a client's investment portfolio with their risk tolerance? They could lose clients or even face a lawsuit, said Michael Kitces, partner and director of research at Pinnacle Advisory Group....

The Super Bowl, advice and the markets

May 2, 2018

Super Bowl 52 was nothing short of spectacular. The New England Patriots, stacked with Tom Brady and Bill Belichick, looking to win a sixth Super Bowl and make history in front of our eyes … against the Philadelphia Eagles. Phila-who? The...

Yes, technology is important to young investors. But they value advisory relationships, too

April 20, 2018

Increased options for online advice have many wondering how the future of the financial advice industry will be shaped. Robo-advice is gaining traction both in stand-alone platforms as well as direct offerings from advisers. As younger and more...

Financial advisers' empathy gap

April 10, 2018

Sometimes a cliché is best captured in a picture. On my colleague's phone was a black Bentley, chrome logo glistening in the sun. The car belonged to one of his most successful clients, but it wasn't the presumptive price tag that was jarring....

What advisers need to know about alternatives

April 4, 2018

Investing in alternatives isn't always easy, according to an InvestmentNews Innovators in Investing panel. The one-hour panel features insights from Kevin White, head of investment strategy at DFS, Tom Daley, managing director of custody services...

If friends asked you to recommend an adviser, could you?

April 3, 2018

Good friends ask you for a referral to a financial adviser. You've known this couple for decades, and you and your spouse socialize with them regularly. In their mid-60s, they're do-it-yourselfers and seem to have made smart financial decisions...

4 things to remember when delivering bad news

March 30, 2018

Whether financial advisers are dealing with an existing client, or a prospective one, they are expected to provide an honest and objective view of the client's financial situation. As a financial adviser, being able to present bad news to a...

Advisers should make the most of volatility for clients

March 29, 2018

How did your clients do during this year's early volatility? I'm not talking about their portfolios — how did they handle it, as people? Did it surprise and rattle them? Did they want to react? Go to cash? Such responses are common, as markets'...

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