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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...

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...

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...

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 The implications demand much of leaders whose skills may be rusty — or outdated.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...

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...

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 …...

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...

4 things advisers miss when it comes to CRM

August 30, 2019

Financial advisers and wealth planning firms are always looking for new technology to improve their businesses. When I started working in fintech 20 years ago, the technology available to independent financial advisers was limited. Forward-thinking...

Revenue multiples don't tell the story of your firm's value

August 13, 2019

Most small business owners have no idea what their businesses are worth. Many turn to financial planners to determine the value of their most crucial asset. But if you ask a registered investment adviser about the value of his or her practice,...

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...

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...

Helping clients manage volatility for the long run

August 12, 2019

Since last September, we've seen the S&P 500 Index reach an all-time high, weather a 20% drop, gain it all back and keep on climbing. Financial professionals are accustomed to these ups and downs, but to an investor saving for retirement, a...

5 ways to achieve healthy innovation as an adviser

July 23, 2019

Amid all of the trappings of running a business, how do I find time to innovate? What if I'm just not the creative type? These are questions you'll find many business owners asking themselves in this new era of business where terms like agile,...

What recent Google and Salesforce acquisitions mean for the future of advice

August 2, 2019

This has been an active summer for technology giants acquiring data analytics startups. In June, Google purchased Looker for $2.6 billion and Salesforce bought Tableau for $15.3 billion. They are among the largest deals either tech giant has...

Is your firm using the technology you need to succeed?

August 2, 2019

Think about the technology your firm currently uses. Does it satisfy your client reporting needs? Is client reporting an easy task, or is it frustrating, taking up more time and resources than it is worth? Within the last decade, Technology...

When clients survive a mass shooting

July 9, 2019

A spray of bullets. A chorus of screams. Blaring sirens. Another mass shooting. This scenario is becoming all too familiar, with gunmen taking lives in workplaces, churches, and schools across the country. Increasingly, advisers have clients...

Winning in a crowded field

May 28, 2019

On May 16, we announced the sale of United Capital to Goldman Sachs. While I will one day write about what we learned in the process, and what we have in store for the future, it's prudent to wait until we have gone through the client consent...

Self-reliance is essential, but it could be your downfall

July 23, 2019

I started out as a commission-based salesperson at a national financial services firm. It was the best bad thing that ever happened to me. (I'll explain why in a moment.) That firm sold me (and 20 others) on the money I could make and provided...

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