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Best clients put meaningful guidance and exceptional service at top of adviser must-haves

May 17, 2019

Being able to provide expert guidance and outstanding service are two key deliverables that the most sought-after wealthy investors demand most from advisers, according to research from the Investments & Wealth Institute. (More:​ High-net-worth...

The burnout epidemic and what advisers can do to combat it ​

May 14, 2019

There's plenty to keep advisers up at night: fluctuating markets, discussions of Social Security shortfalls, health care constantly under pressure, the ever-evolving standard of client expectations and the changing face of the business itself....

Digital is the present and future of adviser marketing

May 14, 2019

If you're an adviser, don't ignore the elephant in the room that is digital marketing, or you might find yourself struggling to survive. In our industry, clients leave for other firms, they take distributions and they pass away. In short, there's...

One retirement risk few people talk about

May 14, 2019

Retirement is full of risks and hurdles, as it can span 30 or 40 years for many Americans. Certain risks are well known: running out of money, long-term care, health care and investment risks. Within these broad categories lie hidden or overlooked...

Advisory firms' value is tied to the market's value

April 30, 2019

If you're an adviser, hopefully you don't recommend that your clients use leverage to juice returns. (Especially not your older clients.) Yet many principals of advisory firms are themselves highly leveraged, and most do nothing about reducing...

Why is basic financial literacy so elusive?

April 30, 2019

Graduation season will soon be upon us, and with it, so many admonitions explaining why students are unprepared for the challenges of the real world. Graduation speeches will discuss the trillions in student-loan debt, why spendthrifts need...

Learning from the 2019 innovators

May 3, 2019

In mid-April, InvestmentNews hosted its third annual Innovation Summit. I was honored to be the chairman of the event and facilitate a day of sharing, learning and celebrating this year's award winners. On a lovely spring afternoon in New York...

4 ways to use digital tools to acquire clients

May 1, 2019

Client relationships are the lifeblood of your business. As technology and consumer expectations evolve, you must ensure you have the right digital tools and approach for a successful client acquisition strategy. Here are four ways to stay engaged...

Arming clients with the tools to teach kids about finances

April 5, 2019

Advisers have a unique opportunity to make a difference in the way our country approaches the development of financial literacy. On the surface, endeavoring to help young people (Ages 6-20) develop a basic understanding of money concepts does...

Is your office space keeping up with the times?

March 29, 2019

When you think of the traditional office space, perhaps a formal conference room and individual cubicles for staff come to mind. But just as in other areas of our industry, times are a changin' when it comes to space planning. As millennial...

When Envestnet and Apple pivoted

April 5, 2019

Last month Envestnet announced the purchase of MoneyGuide for half a billion dollars. A few days later, Apple announced the launch of Apple TV Plus. These two seemingly unrelated events show how established businesses are evolving in this new...

To thrive, do what you love

April 2, 2019

Most of us got into the advisory sector for a couple of reasons: First, we enjoyed helping people make better financial decisions, and, second, we liked investing. But what I've noticed is that experienced advisers are not spending enough time...

Thinking beyond $1 billion

April 10, 2019

Many new RIAs dream of reaching $1 billion in managed assets. But the $1 billion mark isn't the end goal. For an advisory maturing from a practice to a business, it's just the beginning. A firm growing toward $1 billion in AUM is doing a lot...

3 lessons advisers can learn from the Midwest flooding

March 27, 2019

March has been a month of madness, but not because of my bracket. This madness came in the form of a historic natural disaster, perhaps the worst of its kind ever to hit the state of Nebraska. And while Nebraska may be seen as a "flyover state,"...

Embrace technology, but beware of becoming obsessed with it

April 9, 2019

Technology is important. As the world continues to embrace it, it is encouraging to see that our industry has caught the full force of the bug. Nearly every publication that covers the financial advisory profession today has a dedicated financial...

62% of firms plan to adopt new client-facing technology this year

April 12, 2019

Our past research has revealed that independent advisory firms often rated improving the digital client experience as less important than improving adviser productivity and building efficiencies. But data from the 2019 InvestmentNews Adviser...

'Advice' is changing due to client awareness of fees

April 4, 2019

Three-quarters of advisers in a new Cerulli Associates study agree or strongly agree that, compared with five years ago, prospective clients are now more sensitive about fee levels. As of last year's second quarter, 53% of investors agree that...

Infusing your company with a disruptive mentality

March 4, 2019

In a previous article, I discussed the pivotal role that continuing disruption plays in sustained company success. Now I'll delve deeper into how you can infuse your company with a disruptive mentality. Change is the only constant in business,...

When living on a half-million dollars a year seems hard

March 29, 2019

Every so often you come across an article about someone who makes a lot of money, but who claims to be just scraping by. Among the more famous of these was a Wall Street Journal infographic from 2013 depicting the travails of single mothers...

The innovation challenge: What's holding you back?

January 28, 2019

We all know that we are living in one of the most disruptive times in history. Which also means that this is a dream time for innovation and reinvention. Never has there been a more rewarding period for businesses in any industry to reimagine...

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