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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...

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...

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,"...

Overcoming reservations about converting to investment models

May 30, 2019

With few exceptions, advisers today should be using investment models, which save time, improve processes and allow them to spend more time with clients, all of which directly correlates to higher profits. Many advisers will scoff at that, believing...

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...

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...

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...

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....

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...

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,...

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...

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...

5 New Year's resolutions for advisers

January 18, 2019

A new year has begun and most of us have the same goals: Add new clients. Make more money. Become more efficient. But these are not the same as resolutions. According to the Oxford English Dictionary, a resolution is "a firm decision to do or...

4 top surprises from the new tax law

May 22, 2019

We recently completed the first tax season following passage of the Tax Cuts and Jobs Act. There were sweeping changes, and most taxpayers — and their advisers — experienced many unforeseen surprises. Rather than lament, we should learn...

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...

Why our firm hired a data geek instead of another financial adviser

May 21, 2019

Data-driven organizations are 23 times more likely to gain customers, six times more likely to retain customers, and 19 times more likely to be profitable as a result, according to the McKinsey Global Institute. In my nearly 20 years of working...

Learning from the woes of Sears, General Electric

November 6, 2018

Two great American companies have seen their stock prices fall off a cliff. In the early 2000s, my colleagues and I sold our investment firm, Centurion Capital, to GE Financial. At the time, General Electric was the gold standard for great American...

3 moves advisers can make now to stair-step their succession

October 23, 2018

These last two months haven given me unique perspective, both personally and professionally. In September, I was hunted by a mountain lion while scaling Crestone Peak in the Rockies, and it taught me a valuable lesson about how to be more cognizant...

Growth is a must, but watch out for the trap

March 19, 2019

After spending many years cheering my three daughters while they play club volleyball, I decided it would be nice to learn to play properly myself. After all, there are a couple of courts right by the ocean, and it would be fun to play with...

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...

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