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'I am the best financial adviser ever!'

September 11, 2013

By Kirk Lowe In our "always on" world, the truth is only as far away as Google and Twitter. "Fake it until you make it" is much harder for financial advisers to pull off these days — especially online. When you are building your brand and...

Winning over prospects and generating new referrals: What works?

April 22, 2011

Finding good sources of referrals and winning over prospects is more of an art than science. Take this classic example: One adviser told InvestmentNews that he once did a television appearance in hopes of raising his profile and winning new...

3 ways financial advisers can get ahead in 2017

January 27, 2017

Everyone's familiar with the famous Isaac Newton quote, “If I have seen further, it is by standing on the shoulders of giants.” However, not many of us actually take his words as sound advice. Too many of us opt to rely on our own experiences...

Advisers must develop 'simple, repeatable statement of value' to attract clients

July 12, 2016

New prospects are attracted by the relationship they develop with an adviser, rather than being persuaded by an adviser's efforts to portray themselves as the best in the market. “Nobody believes 'better.' They don't buy it,” Maribeth Kuzmeski,...

3 ways for advisers to prepare for growth in the next decade

March 2, 2016

The advisers I coach who are growing rapidly are winning new business (and retaining existing clients) by doing more to enhance the client experience. Integrated technology helps deliver the substantive pieces of their firm — comprehensive...

Charles Schwab runs TV ads to promote independent, fiduciary advice model

October 16, 2017

Schwab Advisor Services on Monday launched national television advertisements meant to promote the benefits of an independent financial adviser to would-be high-net-worth investor clients. The ads, part of a broader "Independent Difference"...

A lucrative market opens for advisers as marriage legalities level

June 26, 2015

Just as the Supreme Court ruling for same-sex marriage will influence American society, it also will have an impact on the financial planning industry, according to advisers. Planning considerations for gay couples will now more closely resemble...

Are newsletters worth the time and effort?

May 28, 2015

Many advisers send out monthly, bimonthly or quarterly newsletters to clients. In these modern days, the newsletters are sent out electronically. But are they worth the time and expense? There are, essentially, two options for newsletters: “canned”...

Turning 'friends' into clients

August 25, 2013

As more and more advisers use social media in their practices, a truth is becoming obvious — the most successful are careful never to lay on a hard sell. Instead, they use social-media outlets such as Twitter and Facebook to make personal...

Why I am true to my personality online

June 10, 2014

I entered the industry at age 22 and was a principal in a successful registered investment adviser by age 27. And, I'm a woman. I felt I had something to prove everywhere I went. I learned how to talk, write and dress “professionally.” I...

ING becomes Voya Financial

April 7, 2014

Well, it's official: ING U.S. Inc., an insurance, investment and retirement services provider, is now Voya Financial Inc. The financial services giant's name change is only the latest step in a large scale re-branding effort that's been going...

Meet the Millennials: Five ways to attract the next generation of clients

February 23, 2014

Picture the next wave of clients. They are saddled with more debt than their parents, and they are more risk averse with their investments than mom and dad. Although they have no qualms about raiding their 401(k)s like piggy banks when they...

Time Inc. starts personal finance video venture

February 6, 2017

The publisher of Fortune, Money and Sports Illustrated has launched Coinage, a video-first brand covering personal finance that will run on 22 Time Inc. sites. In a press release, the company said that Coinage will feature 600 videos this year,...

Potential clients' top question for advisers: What's in your wallet?

August 30, 2012

Retail investors who are considering hiring a financial professional find the most useful and relevant information in their decision-making to be about fees, professional background, disciplinary history and possible conflicts of interest, according...

Mary Beth Franklin: Waiting for rollover money a roll of the dice

July 5, 2012

I talked to Mike Scarborough, president of Scarborough Capital Management in Annapolis, Md., the other day as I was researching a story about lump sum distributions from pension plans. (You can read all about it in my column in next week's print...

Not playing golf a big handicap for female advisers: Survey

May 10, 2012

Want to improve your relationships with your clients, increase your exposure to new potential clients and generally open up opportunities to expand your business? Learn how to swing a golf club, keep your head down and follow through toward...

Want to target younger life insurance customers? Get online

October 24, 2011

The future of life insurance prospecting for reps and carriers is on the Internet. With 2011 sales of life insurance products up just 4% over last year, carriers and producers would be well served by mining social networks to step up growth,...

Good news about bad 'customer service'

June 13, 2010

One quote in a story by Jeff Benjamin in our RIA Rundown special report (InvestmentNews, May 31) caught my eye. “This business is about service, and that's why you lose more clients for bad service than you do for bad performance.” Those...

Why advisers should market philanthropic giving to entrepreneurs

September 19, 2018

Financial advisers who want to attract and retain entrepreneurial prospects and clients might want to start conversations on philanthropic giving. In a new study, Fidelity Charitable found that business owners are more likely than others to...

For greater Twitter reach in finance, try quality over quantity

January 29, 2016

It used to be that Twitter users were focused mostly on getting the highest number of account holders to follow their string of tweets. While a certain bulk of followers will always be important, it takes more than just a mass following to be...

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