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The path to success? It's all about client relationships

September 5, 2019

How long did it take to become the skilled financial adviser you are today? Would you say about as long as you've been in practice? That answer sounds right to me. As an established and experienced adviser, I bet your advisory acumen has improved...

Why is adviser compensation flat?

September 5, 2019

Adviser compensation is not growing with the same exuberance as it has in the past. Prior to 2017, adviser wage growth exceeded 5% per year and reached as high as 8% in 2016. Over the past two years, however, average compensation to advisers...

Your client portal is not your client experience

September 5, 2019

By now, most clients realize they need some kind of web- or app-based interface for their clients. Many folks characterize younger investors as tech-savvy, but boomers — your most lucrative clients — are some of the most enthusiastic adopters...

Testing the breakaway waters

September 4, 2019

Breakaway, transition, "going indie" — no matter how you characterize it, a wave of financial advisers is moving away from traditional wirehouses and big-name brokerage firms in favor of launching or joining more independent-minded businesses....

Improving client satisfaction with successful communication

September 4, 2019

Working with a financial adviser provides enormous benefits to clients, helping them efficiently manage their money, grow their savings and achieve their financial goals. While each client may have different needs and expectations, they all...

When your growth stalls

September 4, 2019

I recently met an adviser who, even though he ran a thriving practice, voiced a desire to make his business grow. But while he had plans in place to bring in new clients, he'd done almost nothing to acquire them. Why? In an all too common scenario,...

Happily Ever After: How to Help Retirees Make Lifestyle Choices They'll Love

September 3, 2019

After years of putting money into IRAs, 401ks, and other forms of retirement savings, most retirees want one thing: a chance to finally enjoy that money. Do you know how to help them enjoy that money the right way? We're not talking about the...

Creating time-tested retirement income plans

September 3, 2019

I usually set aside Labor Day for reflection, not just about the official end of summer, but about broader topics that I encounter as a columnist for InvestmentNews. So I was thrilled when two veteran financial advisers I admire — Phil Lubinski...

The future of advice is still human

August 29, 2019

As the CEO of a digital clearing and custody firm, it may come as a surprise that I believe the future of financial advice will not be entirely machine-based. Instead it will be centered around the things that make us human. Human-centered design...

UBS reshuffles execs atop wealth management unit

August 29, 2019

UBS Group CEO Sergio Ermotti moved to quell concerns surrounding the bank's long-term succession plan with a radical overhaul of the top ranks, hiring a star banker from a rival and ousting some of its most senior executives. After a year marred...

It's time for leadership, not just innovation

August 27, 2019

A tired bull market and the demographic age wave are converging on the advice industry. The implications demand much of leaders whose skills may be rusty — or outdated. Humans have a tendency to think short term. Nobel laureate Daniel Kahneman...

Disruptive look at the confluence of digital and human advice

August 26, 2019

Earlier this year, industry leader Steve Gresham and I engaged with InvestmentNews to host roundtable conversations with the architects, builders and champions of tech-enabled platforms that are powering the future of financial advice. The transformative...

Verbal agreement became a succession plan

August 23, 2019

Sometimes a verbal agreement is all you need to get a succession plan rolling. That was the case in August 2008, when John Middleton walked away from a job as an institutional portfolio manager at Invesco to become a financial adviser at a $41...

Learn to love delegating

August 21, 2019

As a planner and adviser for almost three decades, I've become good at delegating. But I sure didn't begin that way. Like many of you, I started with a desk, a phone, and a manager who gave me a lot of encouragement, but no leads or clients....

Why advisers should eliminate the B word

August 21, 2019

In our professional and private lives, our days seemed to be filled with the question, "How are you?" Colleagues, family, friends — we're all asking each other this auto-pilot inquiry. And many of us respond with a robotic, "Oh, I'm good …...

As Wells Fargo seeks CEO, toll on stock hits $24 billion

August 20, 2019

At Wells Fargo's town hall meetings, executives have fielded countless questions from employees about efforts to resolve scandals that erupted almost three years ago. One looming topic hasn't come up recently: Who will run the bank? While the...

Investing tips from the wealthiest family on earth

August 16, 2019

Sam Walton would probably be bewildered by the businesses his grandchildren have chosen to pursue, but the late founder of the world's largest family fortune would likely have applauded their initiative. [More: Estate tax pretty much 'optional,'...

Volatility reignites debate about market timing

August 15, 2019

Increased stock market volatility, including the market's 3% drop on Wednesday, has put financial advisers back into a position of defending buy-and-hold investing strategies to nervous clients. "A big part of our job is convincing people they're...

New SEC videos aim to help investors identify brokers vs. investment advisers

August 15, 2019

Investors trying to decide whether to hire a broker or an investment adviser can now turn to the Securities and Exchange Commission's website, where the agency posted videos on Thursday designed to highlight the differences between them. The...

What RIAs should learn from Uber and Lyft

August 15, 2019

A recent New York Times article called Uber and Lyft two of "the largest and most anticipated … companies to have gone public this year," but in the same breath declared that "they were also the biggest flops," as "both were racking up huge...

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