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Everyone knows the wholesaling model is flawed. Here's what to do about it

June 19, 2019

The financial adviser business model has evolved numerous times over the past 40-plus years. In the 1970s and '80s, for instance, mutual fund commissions were as high as 8%. When those rates eventually came down, advisers adjusted. More recently,...

3 ways to take your planning business to the next level

June 17, 2019

It's no secret that there's been a trend toward providing advice and planning. This has been a good development, reflecting not just evolutions in the regulatory world but the preferences of an increasing number of investors. For advisers who...

Two fintech firms providing tools for uber wealthy clients

June 17, 2019

The core idea behind a lot of adviser technology is to either improve service for current clients, or help a practice grow by making it more efficient. Often that means making it cost-effective to serve next-generation or mass affluent investors....

How a preacher's son won 51 LGBT clients

June 17, 2019

I was settling the estate of a longtime client when his son shared life-changing news. He was transitioning to a woman and planning gender reassignment surgery. I grew up in church — the son of a preacher — and was taught to love. It made...

Betterment for Advisors debuts paperless ACATS system

June 17, 2019

Betterment wants to remove more paperwork from the day-to-day lives of financial advisers. The digital advice company is making the Automated Customer Account Transfer Service, or ACATS, completely paperless for financial advisers using Betterment...

How a preacher's son won 51 LGBT clients

June 17, 2019

I was settling the estate of a longtime client when his son shared life-changing news. He was transitioning to a woman and planning gender reassignment surgery. I grew up in church — the son of a preacher — and was taught to love. It made...

You don't need to know sign language to work with deaf clients, but it helps

June 14, 2019

James Rooney hadn't planned on carving out a niche working with deaf clients. But nearly 30 years after his first encounter with a deaf client, he has become Morgan Stanley's go-to adviser for this unique community of clients. "If a deaf client...

Reg BI won't stop advisory sector advances over broker-dealers, Pershing's Tibergien says

June 13, 2019

Growth in the investment advisory sector will continue at a rapid pace despite the Securities and Exchange Commission's regulatory changes that are supposed to close the gap in the standard of care between investment advisers and brokers, according...

The truth about family office jobs

June 12, 2019

Family offices are on the hunt for talent. Yet attracting financial hotshots to C-level positions at wealthy families' investment offices is tricky work, mostly because not everyone is prepared for the culture change. Working directly for some...

What 'Avatar' and 'Avengers: Endgame' can teach advisers about what clients want

June 10, 2019

"Avatar" and "Avengers: Endgame" sit as No. 1 and No. 2 on the list of the highest-grossing movies in history (not adjusted for inflation). Both have taken in over $2.5 billion dollars at the box office. "Endgame" became China's highest-grossing...

10 things people in finance should never say

June 10, 2019

At a recent event in New York City, I chatted with a money manager whose presentation had impressed me. At least, I was impressed until he uttered one of those hackneyed phrases that just make me flinch. This is an occupational hazard in the...

The biggest threat to wealthy families may be internal

June 10, 2019

From geopolitical uncertainty to real estate bubbles, the world is full of risks to investment portfolios. Yet the biggest threat to a family losing its wealth over generations may be internal. Fights over succession planning or individual investment...

It takes a village: The value of collaborative adviser communities

June 7, 2019

As demographic trends shift and a decade-long bull market accelerates investor wealth, financial advisers are faced with increasing pressure to address the changing needs of their clients. The last 10 years have generated more wealth among investors...

The power of culture

June 6, 2019

Culture — it's that squishy, fuzzy thing we hear about. It's hard to define, but we know it when we feel it. Generally, an office's culture is pretty evident within minutes of entering the space. But is yours happening by accident or are you...

The future belongs to visionaries. Let's build their tools today

June 6, 2019

If you ask someone in the financial services industry about their goals, chances are good you'll hear that they want to attract more clients, improve their client experience or accelerate their growth. The specifics vary, but most want to get...

RIA makes fiduciary duty its calling card

June 6, 2019

When the founders of AGW Capital Advisors launching a financial advisory firm in April 2009, in the wake of the financial crisis and at the stock market's low point, they decided to embrace the elephant in the room. "When people lose money,...

Where advisers are focusing their attention this year

June 5, 2019

It's amazing how much I learn from fellow advisers, even after being in this profession for more than 35 years. As 1,300 advisers, team members and industry executives descended on the Excell 2019 conference in Chicago last month, the energy...

'Dumb money' in ETFs isn't so dumb after all

June 5, 2019

Retail investors in exchange-traded funds have found a smart strategy to deal with the never-ending stream of market drama inspired by President Donald J. Trump: Ignore it. This group of investors has most likely earned more in the market than...

Three retirement planning conversations advisers can't ignore

June 4, 2019

Many people feel overwhelmed when it comes to saving and investing for retirement, particularly when the transition into this new life stage is imminent. Advisers play a critical role in supporting clients through their retirement journey, with...

Lessons learned from 21 deals

June 3, 2019

While I didn't start out as a deal-maker in wealth management, I have found it to be a dynamic, fast-paced, exciting and fulfilling role in my nearly 20-year career as an executive at Mercer Advisors, currently a $15 billion independent registered...

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