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To attract high-net-worth clients, offer more than financial planning

April 24, 2013

In the never-ending search for high-net-worth clients and more assets, wealth managers might want to keep it in the family. Advisers catering to the wealthiest clients aim to provide comprehensive advice to those investors and wield influence...

Advisers overestimate how 'personal' client relationships are

March 26, 2013

Even as more financial advisers reach out to clients daily through social media, advisers think their relationships with clients are much closer than what clients think. When asked in a recent survey about their relationships with their clients,...

Journey back from divorce can be taxing

March 24, 2013

Just as financial advisers can help couples construct their financial lives around wedded bliss, they can also help them navigate the road to Splitsville should the bliss fade away. Amid all the squabbling over money, custody arrangements and...

Dig further into social media to get the biggest business bang

March 21, 2013

Think about the impact an adviser can have on client relationships if he is the first — and maybe only — professional in their lives to congratulate them on that important business or personal success. The likelihood of those clients leaving...

Happily ever after? Couples fight five times a year about finances

March 9, 2013

It doesn't take long for the glow of marital bliss to give way to the harsh reality of managing family finances. A recent survey of 2,135 married people by TD Ameritrade Inc. and online financial planning firm LearnVest found that money —...

Readings done: Advisers use cards to reveal clients' true goals

February 28, 2013

United Capital Financial Advisers LLC has developed a tool for its advisers to help clients articulate the things in life that matter most to them. Turns out, it's all in the cards. It's a challenge for advisers to get clients to describe what's...

Beating the benchmark is so 2012

February 27, 2013

The S&P 500 Index is a wonderful benchmark of broad stock market activity, but does that mean we have to measure our investment performance against that, or any, universal benchmark? This is the kind of attitude shift that Brinker Capital Inc....

When your firm costs you clients, Part 1

February 26, 2013

Advisers can't stand to lose accounts. When I meet with Advisers around the country, virtually all of them are able to tell me with surgical precision how many accounts they have lost over the course of a year. More specifically, they can tell...

Why advisers don't talk about clients' careers — but should

February 20, 2013

Moshe Milevsky thinks his barber Enzo should invest more in stocks than his finance students should. “The jobs of people who work on Wall Street are very sensitive to the economy and stock market,” says the finance professor and author of...

Flu taking advisers — and clients — down 'like soldiers'

January 16, 2013

Financial advisers are arming their offices with hand sanitizer and turning sick employees and customers away in hopes of preventing this year's virulent strain of the flu from sidelining them. But like other U.S. employers that are expected...

Do you know where (else) your clients are?

December 19, 2012

Financial advisers who think they have the full and undivided attention of their clients might be in for a rude awakening. According to Cerulli Associates Inc.'s analysis of a year's worth of studies on financial advisory relationships, 70%...

Note to self: Don't ignore clients' wives

November 14, 2012

Sobering data about women and their relationships with their financial advisers set the stage today for a panel discussion on winning and retaining female clients. Advisers who focus on their male clients while ignoring those clients' wives...

The new benchmark: Service trumps performance, says Krawcheck

November 9, 2012

Good news, job seekers: There’s a bull market in financial advice, and it has nothing to do with the markets. The financial needs of consumers have gotten so complex in recent years that the investment part of the client-adviser relationship...

How top-performing advisory firms got there

November 7, 2012

Top-performing financial advisers attribute their success to intensely focusing on the business of the firm, concentrating on the clients they can serve best and using adviser time wisely. “Professionally managing our business has been a critical...

Business 'almost as usual' for advisers — despite Sandy's wallop

October 30, 2012

Financial advisers in the path of superstorm Hurricane Sandy communicated with clients from wherever — and whatever way — they could on Tuesday. A number of advisory offices along the northeastern coast stayed shut for a second day because...

Hurricane, but able: Advisers work before Sandy strikes

October 29, 2012

Financial advisers along the East Coast attempted to hold conference calls and otherwise communicate with clients and money managers even as they instructed their staff to stay at home and stock trading was put off by the closing of U.S. markets....

When it comes to attracting new clients, same old story for advisers

October 9, 2012

First, the good news: The financial advisory business clearly has rebounded from the recession. The bad news? The recovery may not be built on a stable foundation. Indeed, a new survey of 436 advisers conducted by InvestmentNews/Moss Adams shows...

Live from FPA Financial advisers ignore the middle class

September 30, 2012

Investment advisers should reach beyond high-net-worth clients into the middle class to build their businesses, according to advisers at the Financial Planning Association annual conference. “The majority of people are not among the wealthy,”...

Isaac just another day at the office for Gulf Coast advisers

August 29, 2012

Power outages and torrential rains forced some Gulf Coast advisers to shut down their offices, but a number of them have decided to keep working in spite of Hurricane Isaac. Roland T. Doubleday, an adviser at an eponymous firm in Metairie, La.,...

Super-wealthy families seek boutique: Study

August 7, 2012

They call it “money camp.” Twice a week, 6- to 11-year-old scions of wealthy families take classes on being rich. They compete to corner commodities markets in Pit, the raucous Parker Brothers card game, and take part in a workshop called...

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