Reinventing the Branch ManagerJul 1, 2005,By Matt Barthel The branch office manager of yore is dying. The do-it-all BOM the guy who would mentor an office's young bucks, auditing their tickets and their client... A Coach's-Eye ViewJul 1, 2005,BY Anne Field Three years ago, Dave Malleck realized he needed professional help. A principal with Raymond James Financial Services in Dallas, Malleck had been so drilled... Don't Do ItJun 1, 2005,By William A. Jacobson, Esq. When confronted with an offer of upfront money, the two smartest words an advisor can utter are, No thanks. Turning down a transition package is not an... Star WarsJun 1, 2005,Kristen French Recruiting competition between the top brokerage firms is fiercer than ever, and Morgan Stanley is currently wielding one of the most powerful deals on... Don't Be Afraid to Go for ItJun 1, 2005,By Mindy Diamond Any discussion of upfront money must proceed from one very important truth: a well-managed career usually includes at least one big job move. Openness... Wall Street's Big Curtain CallJun 1, 2005,By John Churchill FOR THE FINANCIAL SERVICES INDUSTRY, the baby boomer generation holds the promise of huge riches. Some 76 million men and women born between 1946 and... Across BordersJun 1, 2005,By Ruth Halcomb You're nearing the end of a meeting with a couple. You've covered retirement and estate planning with them. You know their kids, their hobbies, their... Summer of DoughJun 1, 2005,By Hannah Shaw Grove and Russ Alan Prince The biggest hurdle for advisors who want to swap their high-net-worth clients for ultra-high-net-worth clients is convincing the target customers that... Welcome AboardJun 1, 2005,John Churchill Recruiters say reps that are tiring of the pressure to convert their clients to fee-based arrangements have an alternative in the independent broker/dealer... The School of Hard KnocksJun 1, 2005,By Anne Field Positive thinking is important, but it will only get you so far. In the brokerage industry, the real money lies in the negative realm in making mistakes... In Praise of PruningJun 1, 2005,By John Churchill Mark Little, a San Antonio-based broker gave away 99 percent of his clients. And that, he says, is the best thing he has ever done to boost his income.... Refer MadnessMay 1, 2005,By Anne Field About a year-and-a-half ago, John Marshall surveyed his client roster and decided it was time to go after the really big bucks. The likeliest avenue,... Your Newest Rival: Your Firm's Own Private BankMay 1, 2005,By Will Leitch Tom, a financial planner for Schwab Institutional's unit, had a client named Walter. He had worked with Walter for almost 10 years, knew his family and,... What About Your Retirement?May 1, 2005,By Mindy Diamond Brokers often take a shortsighted view of their careers, and this usually turns an effort to convince them to think about their own retirements into an... Should I Stay or Should I Go?Apr 1, 2005,By Mindy Diamond The process of deciding to change firms often hinges on concrete comparisons of compensation, of working conditions, of relations with management. But... Buyer's RecourseApr 1, 2005,By Anne Field For advisors looking to expand a practice quickly, purchasing a book of clients was once the most expedient solution. Robert Enright learned the hard... A Perilous Position?Apr 1, 2005,By Erin Schulte Rick Peterson, a Houston recruiter, places about 75 clients a year. But when firms come to him to scout out branch office managers (BOMs), those who'd... The Bird in the HandMar 1, 2005,By Lori Widmer A persistent myth of the brokerage industry is that prospecting is the best way to expand a practice, however, advisors are far more likely to profit from expanding relationships with existing customers.... The Psychology of MoneyMar 1, 2005,By Anne Field Five years ago, Tom Carstens began working with a new client, a successful executive making $3 million a year. At first glance, he seemed to promise a virtual avalanche of new business. But, after 12 long months, the client had agreed to make almost no investments at all.... Does Your Client Have That Personality?Mar 1, 2005,By Pam Black When Jim King sits down with clients for the first time, he hands them the usual forms and risk-assessment questionnaires and a Myers-Briggs personality test, the same one used by top corporations to size up potential hires. I've found it useful for clients, to get an idea of their decision-making process, says King, owner of JP King & Associates, an RIA firm in Walnut Creek, Calif. And it helps me tailorr my presentation of information about financial matters to that client."... New Sheriff in Town? Don't Play the HeavyMar 1, 2005,By Julie Sturgeon Warren Bischoff was the new guy twice over when he took the branch manager job at RBC Dain Rauscher's Washington, D.C., complex in 2002. But he wasn't... Unbundling the Financial SupermarketMar 1, 2005,By André Cappon Once upon a time some 20 years ago securities and insurance firms were dens of incest, with product manufacturing married closely to sales. Securities... In the Same BoatFeb 1, 2005,By Ruth Halcomb The bitter public battle over the Pritzker family fortune offers a fishbowl view into how large sums of money can strain family ties. The Pritzkers, who... Why More Reps Are Getting Their Kicks on Route 66Feb 1, 2005,By Pam Black Not long ago, becoming a registered investment advisor (RIA) was hardly considered a rep's best career move. In the early years of this decade, many of... Customize Your CareerFeb 1, 2005,By Mindy Diamond A decade ago, if you entered the financial services business and wanted to deal with the public, you had limited choices. You could go to a wirehouse... Small Game HuntingFeb 1, 2005,BY David A. Gaffen Anthony Sasso, who lives in Tinton Falls, N.J., with his wife, knows he's not Harbor Lights Financial's biggest client. He's 70 and recently retired.... Wachovia Goes HalvesiesJan 1, 2005,David A. Gaffen Keep it simple, stupid: That's the idea behind Wachovia Securities new grid one that offers a round 50 percent payout to brokers, once they pass a $9,000... Nothing Succeeds Like SuccessionJan 1, 2005,By John Churchill Two years ago, Dennis Miller was climbing toward the icy summit of Pico Orizaba, Mexico's tallest mountain. At 18,000 feet, he lost his footing on the... The Broker and Brand X SyndromeJan 1, 2005,By David Gaffen The 1984 movie Repo Man had a number of irreverent things to say about society, but none so memorable as its nose-thumbing at the nation's obsession with... Money for MaturityJan 1, 2005,John Churchill A shaky market environment in 2004 didn't stop the largest brokerage firms from fighting tooth-and-nail for the best reps, and, heading into 2005, similar... A Clean Escape, With an AccompliceJan 1, 2005,By Mindy Diamond Brokers tempted to leap at a lucrative job at another firm are often held back by inertia, but in increasing numbers they are finding the powerful force... Poor Little Rich KidsJan 1, 2005,By Anne Field A few years ago, Eric Lutz got a call from a distraught client about a talk she'd had with her daughter's kindergarten teacher. It seems the kids had... Meet the New Boss, Different From the Old BossDec 1, 2004,David A. Gaffen November's news that Bob Mulholland was leaving Merrill Lynch wasn't entirely a surprise. He had been co-head of the 14,000-strong retail brokerage unit,... I've Got Your BackDec 1, 2004,By Anne Field The image of the strong, silent loner is a powerful one in this country, but it loses some of its potency when applied to the modern brokerage industry... Packing the ParachuteDec 1, 2004,By Mindy Diamond Success in the brokerage industry can be as much about mindset as anything else, so it comes as little surprise that advisors avoid negative thoughts,... |
Current Issue Humbled But (Somehow) TriumphantBy Kristen French With reporting from John Churchill and Halah Touryalai Rescued by Bank of America from its near-death experience, Merrill Lynch is still managing to set the industry standard. advertisement Recent NewsREP. RESEARCHadvertisement BOOKS
This reference book was updated for 2008 and now contains over 900 pages of information on essential financial concepts and wealth management strategies for your work with wealthy clients. The book not only contains brief summaries of each topic, but it also contains many useful diagrams and charts that can be used with clients when explaining difficult financial concepts. The information in this book meets current FINRA/NASD guidelines. Click here. Bookstore
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