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How to Scale an Exceptional Client Experience

December 1, 2018

You run an efficient and profitable advisory practice, with happy, satisfied clients who refer you to their colleagues, friends, and family. But do you also have bandwidth issues resulting from too many clients, which are now affecting the quality...

Controlling your Google search results may not be enough

May 14, 2019

My financial planning firm gleans more than 50% of our new client leads from Google search alone. How does this happen? For the most part, people head to Google and type in terms like "San Diego financial planner" or "financial advisor in San...

RIA revenue growth on the rise, but smart firms are prepared for it all

October 10, 2018

If this year's Adviser Benchmarking Study had a tagline, it would be “the best defense is a good offense.” The InvestmentNews 2018 Pricing & Profitability Study, sponsored by BNY Mellon's Pershing, paints a positive picture for the advisory...

What financial advisers can learn from Starbucks, Apple and SoulCycle

October 9, 2018

People don't go to Starbucks for the coffee. Why do so many people choose Starbucks? It's not for the coffee — it's for the experience. Starbucks has created an entire brand identity around delivering a rewarding experience for customers....

Expedite your sales with an organizational revamp

April 18, 2017

Jenny, an adviser at a $350 million financial planning firm in Southern California is a highly prolific networker in her community. She attends charity events, belongs to multiple boards, is heavily involved at her church, has recently been...

Three tips for overcoming nervousness when speaking in public

April 13, 2016

If you want to become a successful financial adviser, there's no way around it. At some point you're going to have to get up in front of a room of people and deliver a talk. There might only be five or 10 people in the room. Or there might be...

The key to sustaining your firm's growth may not be what you think

December 20, 2018

After a couple of years of decelerating revenue growth in the Registered Investment Advisor (RIA) industry, it's easy to get excited about the topline results revealed in the 2018 InvestmentNews Study of Pricing & Profitability. Firms in the...

5 ideas from RIA marketing mavens

May 27, 2015

“I grow my business through referrals.” I hear that all the time from financial advisers. And yes, referrals are a great way to grow your business — but only up to a point. Those of you who want to accelerate your growth rate and create...

Annuities group signs up for Rolling Stones tour

February 7, 2019

The Alliance for Lifetime Income, an organization that's trying to improve the public perception of annuity products, will be the sole sponsor of the Rolling Stones' U.S. tour later this year. The national sponsorship consists of "co-branded...

5 ways to make the value of your brand skyrocket

April 28, 2014

Why is it that 30 million people will pay 342 times more for a Swiss brand watch than a $2 Chinese watch — when both of them perform the exact same function of telling time? Huh? Here's a fact. A watch exported from Switzerland costs, on average,...

How to handle a poor online review

April 11, 2014

Financial advisers who receive a negative review online should stay calm and respond, experts said. “Companies are fearful of having negative comments, but oftentimes, you can take that negative comment and turn it around to show you care...

IN begins search for 40 under 40

March 2, 2014

I am pleased to announce the latest addition to the InvestmentNews franchise: our own 40 Under 40. Starting Monday, InvestmentNews is beginning its search for the best and brightest among the advice industry's up-and-comers. Once we have picked...

7 ways to ensure your big event doesn’t bomb

February 21, 2014

Earlier this month, the 48th Super Bowl marked only the second time in twenty seasons that the National Football League's No. 1 seeds from each conference met in the league championship game. As the Seattle Seahawks, the top defensive team,...

Advisers star in 'Practice Makeover' video series

February 7, 2014

I'll never forget when Matt Ackermann, digital editor at Investment News, pitched me on his concept for an advisory practice makeover series. It was such an outside-the-box concept that I couldn't help but be intrigued. “Why do practice management...

Move beyond mere advertising with these 9 questions

January 15, 2014

Advisers' marketing plans often focus on tactics, such as advertising, social media and public relations, without a strategy for selecting those tactics. By asking more-thoughtful questions, advisers can align their audience, message and tactics...

Adviser collaborates with rivals to build brand

December 1, 2013

It isn't by chance that Frank Moore's firm, Vintage Financial Services, ranks among the best-performing financial advisory businesses. He has been meeting with competitors for six years to make sure that he is applying best industry practices...

A 7-step process for building a powerful web presence

September 11, 2013

By Stephanie Sammons Have you started building and growing your online presence beyond a basic website? Did you know that your online presence today affects your credibility, reputation, professional relevance and referral power? Perhaps you've...

When marketing to women, be clear about what you do

March 17, 2013

Financial advisers seeking to build a niche practice have one overarching need — the ability to prove they have the expertise that members of that niche need. The brand an adviser creates with a website, events, social media and other promotional...

Products and insurers' financial strength highly prized by advisers and agents

September 27, 2011

Life insurers seeking to win advisers' business may want to step up their training sessions. A LIMRA survey released Tuesday found that 32% of 616 producers picked an aspect of training as the most valued service offered by insurers. Among those...

The character of your content

August 10, 2017

Are your ears ringing? They should be. Because right now, someone you don't know is probably talking about you. Or checking out your profile on LinkedIn. Or reading something you've written, trying to decide how smart you sound. It's 2017, and...

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