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Brokers who discount services are losing out

September 20, 2011

Financial advisers who cut their commissions when the market turned down shot themselves in the foot, according to a new study from PriceMetrix, a firm that provides practice management software to 15,000 retail wealth managers. The firm's latest...

Advisers are wallflowers when it comes to client referrals, survey finds

September 2, 2011

Advisers who feel sheepish about getting referrals out of clients aren't alone. Nearly half of advisers say they have asked only “a small percentage” of their clients for a referral, according to a recent online survey of 210 advisers conducted...

East Coast advisers confronted with post-Irene power, commuting challenges

August 29, 2011

Financial advisers up and down the East Coast dealt with the aftermath of Hurricane Irene today as many struggled with communication, commuting or power — and in some cases, all of the above. Indeed, 5 million homes were without electric power...

Schwab apologizes to RIA clients for marketing letter gaffe

August 18, 2011

Bernie Clark, head of Schwab Advisor Services, apologized yesterday to the firm's RIA clients, expressing regret for a marketing piece sent earlier this month to advisers' clients who sponsor Schwab-held retirement plans. The original letter,...

Most wealth management CEOs see clients unsatisfied: PwC

June 21, 2011

A majority of global wealth-management executives said their clients aren't satisfied as firms face low revenue growth and new regulations, according to a survey by PricewaterhouseCoopers LLP. About 37 percent of chief executive officers surveyed...

Advisers: Staff up, then make your bid for new business

June 19, 2011

If you've set on a path to expand your business, you might be racking your brain trying to think of ways to attract new clients. But maybe you should be trying to attract the right staff. The consensus among consultants is that the decision...

Growing your advisory practice: What's your next move?

June 19, 2011

After five years, financial advisory firms move from the startup stage to adolescence, where they are faced with decisions that could affect their business for the next 20 years. “At a certain point, advisers need to make a conscious decision...

Why hiring the right support staff matters

June 19, 2011

David Blain's practice was five years old when he realized it was time to turn it from a one-man band into a quartet. “I don't know if I can pinpoint the day, but the big impetus was the immense responsibility and commitment I had made to...

How centers of influence can help build your book of business

June 19, 2011

In many ways, expanding an advisory business is like dating. Similar to the way people turn to friends to set them up, some financial advisers, such as Eliot Weissberg, have relied on local professionals to help recruit clients. When he started...

After getting nuts and bolts right, focus on clients' emotional well-being

June 19, 2011

In 2007, Rick Kahler lost five of his six employees within two months. Not only did that leave him short on administrative help in running his registered investment advisory practice in Rapid City, S.D., it also left him at a loss dealing with...

Outsourcing peripheral tasks lets advisers focus on growth, clients

June 19, 2011

When David Marotta started his advisory practice in 2000, he was tempted to get involved with the design of its website and the deployment of software and computer resources for the office. After all, he has been a computer scientist before...

Some advisers decide bigger isn't better

June 19, 2011

Back when Donna Skeels Cygan was running a rapidly growing financial planning firm, her job consumed her. “I felt like I was neglecting my family and spending so much time managing the staff and the growth that my passion, which is sitting...

Advisers: How do you know when it's time for an upgrade?

June 19, 2011

Financial advisers, whether solo practitioners or members of a multiperson firm, need to think regularly about whether their technology is keeping pace with their business needs. Experienced advisers and technology experts have plenty of advice...

Creating a niche practice makes it easy to build business

June 19, 2011

James Barnette Jr. never had trouble getting clients, largely because he focused on a very specific niche: providing retirement plans to American educators who work abroad. In his previous career, he lived in a small German town — Geilen Kirchen...

Evolving into a virtual practice can help cast a wider net for clients

June 19, 2011

Sheila Chesney can tie her practice's evolution directly to technological advancements that brought her from using her phone and e-mail as primary forms of communication to video calling. As the principal of Chesney & Co. Inc., a 14-year-old...

Referrals worth their weight in gold

June 19, 2011

The road to success for advisers may be paved with small gifts and “thank you” notes. Consultants recommend that advisers who are looking to build their businesses should focus on their relationships with clients and other professionals...

Bring your practice into focus

January 16, 2011

Want to find out what really is on your best clients' minds? Can their ideas improve your business? Sometimes the best way to find out is just to ask. In addition to listening intently to what clients say in one-on-one meetings, a great vehicle...

Focus Financial picks up $575M RIA

January 12, 2011

Pettinga Financial Advisors Inc. has joined Focus Financial Partners LLC. The registered investment advisory firm based in Evansville, Ind., has about $575 million under management. Terms of the arrangement, which was announced Tuesday, were...

The next frontiers in wealth management

January 9, 2011

As we enter the New Year, financial advisers are probably asking themselves about the strength of the recovery and whether their firm is positioned to capture new clients and talent. These are important short-term issues, but wealth managers...

Northern Trust launches gay, lesbian wealth management biz

January 5, 2011

Northern Trust Corp. long has championed its conservative heritage as a 121-year-old financial institution that eased through the Great Depression and most recently the Great Recession. But old dogs are learning new tricks, as Chicago's largest...

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