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How to choose good tech, rather than costly and complex tech

February 21, 2019

Your success as an independent adviser depends on a unique blend of financial expertise, relationship management and business acumen. Good technology can enhance each of those skills, but as we all know, the best offerings can be expensive....

Starting a new advisory firm: Selecting technology

March 19, 2019

In my two previous columns, I've delved into both the marketing and outsourcing aspects of starting a career as an adviser. In today's third and final installment, I'm going to discuss the technology I would use were I to move to a new city...

Let's redeploy veterans to save our industry from an impending shortage of advisers

January 10, 2019

During the holiday season, we tend to see a higher than usual number of uniformed military personnel enjoying time with their families in public. What we don't see are the massive numbers of military veterans who no longer wear the uniform but...

5 things female breadwinners need from their financial adviser

January 10, 2019

Nearly half of mothers (42%) are sole or primary breadwinners for their families, bringing in at least half of the earnings, according to data from 2015. Another quarter (22.4%) were co-breadwinners, bringing home 25% to 49% of earnings. In...

How to achieve a client-centric practice

March 13, 2019

Amazon promises a world where algorithms know what products we want before we do. Dog food, a new couch, toothpaste — they'll arrive at our homes with no effort on our part. This model has the power to change how we think about the experience...

Is pro bono work in your future?

January 2, 2019

Doesn't everyone want to make a positive difference in the world? Of course, financial planners do that every day through their work with clients. But going above and beyond the daily services for which we charge clients takes "giving back"...

Communicating with clients in tough times

February 5, 2019

2008 wasn't that long ago. Back then, baby-boomer clients were 44 to 62 years old. Today, they're 55 to 73 years old. And they still make up the majority of most advisers' clients and assets. But even though the demographics and net worth of...

2 factors will make or break your company, says Charles Koch

June 21, 2018

These last few years, we have seen a new generation of disruptive technology begin to influence our preferences and behavior, from the way we do business to the way we live. Whether you look at advanced artificial intelligence, language-translating...

What do we really know about our businesses?

May 17, 2018

My wife makes fun of me all the time for my use of numbers. She says that if I declare my business has reached $1 million, this means we are at $750,000; if I say there are 30 minutes left in a boring trip, that means there are two hours; if...

Adding diversity: A man's eye view of a women's conference

May 11, 2018

I was asked to attend the 2018 InvestmentNews Women Adviser Summit in Chicago on May 2. I cautiously accepted, not sure what I was getting myself into. What do hundreds of the nation's top female financial planners talk about when they get together?...

A visit to India and the world's largest startup

April 19, 2018

I recently spent a week in four cities across India. The trip lived up to all my expectations: The Taj Mahal was stunning, Old Delhi chaotic, Jaipur majestic, and Mumbai vibrant. The highlight, however, was not geographic, but commercial. Our...

Offering your clients some holiday cheer

December 6, 2018

As I'm sure you are well aware, November and December have more than their fair share of holidays. These include Veterans Day, Thanksgiving, Hanukkah, Winter Solstice, Christmas, Boxing Day, Kwanzaa and New Year's Day, just to name a few. And...

'Pence Effect': In #MeToo era, men go to extremes and women pay the price

December 4, 2018

No more dinners with female colleagues. Don't sit next to them on flights. Book hotel rooms on different floors. Avoid one-on-one meetings. In fact, as a wealth adviser put it, just hiring a woman these days is "an unknown risk." What if she...

Stop asking for referrals. You're better than that

December 3, 2018

At the Schwab Impact conference in Washington, I was on a panel discussing client experience. One part of the discussion caused quite a stir in the media, both traditional and social. While sharing our thoughts about wealth management, I made...

Trouble with your millennial advisers? Here's what you did wrong

February 27, 2018

Something odd is going on. Why are partners at established wealth management firms sounding so alarmed about their millennial advisers? Why are they pulling me aside to complain that their young associates aren't bringing in enough business?...

Boomers still loom large in the future — but don't count millennials out

January 11, 2019

To hear some people talk, the Great Millennial Wealth Transfer has already happened, and woe betide any firm or tech provider that hasn't committed to a full-court press to attract staff and clients in their 20s and 30s. It's true that we should...

Seven business strategies for advisers in 2018

December 1, 2017

The world is changing fast and you can't plan for everything. But you can implement sound strategies today to position your business for future success. Indeed, careful planning is essential to sustained business success, and now is the time...

Tap role models to maximize efficiency

November 6, 2017

Every financial adviser wants to serve his or her clients, operate more efficiently and effectively, and build their business. But how do you divvy up limited time and resources? How much of your day should be spent managing assets and how much...

4 questions every adviser should be able to answer

November 1, 2017

Greek philosopher Heraclitus introduced the world to a fundamental doctrine that governs us to this day: change is the only constant. Last week, as an attendee at Singularity University, I was fortunate enough to fully understand the gravity...

Make sure your culture is compelling and built on core values

September 5, 2017

Workplace culture. It's a topic that has quickly become a hot-button issue for small businesses and large corporations alike. So much so, it has become one of those over-used and sometimes loathed buzzwords littering modern-day business discourse....

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