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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...

Milestone planning helps clients and advisers

June 26, 2019

New trends and developments are always on the horizon in the financial planning industry. For the past few years, the focus on retirement income planning has been growing and taking the country by storm. The growth and integration of financial...

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...

Advisers who pick stocks are hurting clients — and the value of their firms

June 25, 2019

If you're an adviser and you pick securities for your clients, you're not only wasting time and money, you're probably doing them a grave disservice. I've been a financial planner and adviser for almost three decades, and it never ceases to...

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?...

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...

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...

Seven areas where smaller advisory firms are doing better, according to employees

May 15, 2018

Below are seven statements from our "Best Places to Work for Financial Advisers" employee engagement survey where staff at small independent advisory firms (15-29 headcount) were more likely to agree, rating their organization more positively,...

Culture can slip as firms grow

May 15, 2018

Scaling an advisory business is no easy task, not least because of a shortage of advisory talent necessary to fuel growth. And existential threats such as fee compression, industry consolidation, technological disruption, generational shifts,...

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...

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...

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?...

Does money buy happiness?

March 13, 2018

Does money buy happiness? Looking at some of the recent research on this topic suggests that advisers need to understand their client's personality to really know the answer, and most importantly, how to help their clients align their spending...

How to access the high-net-worth space

February 7, 2018

As industry pressures intensify for advisers, high-net-worth investors represent a "sweet spot" given their substantial investible wealth, which can provide a great boost to advisers' businesses. However, competition is steep: while 13 percent...

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...

The financial adviser evolution is underway

January 10, 2018

We're in the midst of an adviser revolution. Or, maybe it's better to call it an adviser evolution. While most of us look at the next 12 months with renewed excitement, inspiration and focus, we're also overwhelmed with the opportunity and unforeseen...

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...

Advisers can beat out firms like Fidelity with this marketing approach

March 8, 2019

Independent advisers may not have the budgets to match what a company like Fidelity Investments can spend on advertising, but they can take advantage of what may be an even more effective tool for generating business leads for them — using...

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