Greensboro: “How can my goals be any more important to me than they already are,” moaned Arnold, during the Q & A of our FastTrack for Growth workshop, adding final emphasis with “If I don’t hit my new assets targets I need to find a new career.” ...
Los Angeles: “I’m excited about meeting with this new prospect tomorrow,” started John. He continued with, “I know there needs to be some rapport building before I jump into any business, do you have a list of questions I can ask as conversation starters?”...
The mantra for any type of social prospecting is strategic intent, and holiday schmoozing is tailored made for this. In simple terms, this means that you approach every social activity during the holidays with a game plan. You know who will be attending, whom you will know, whom you want to meet, and whom you’re targeting to romance into your pipeline....
Financial advisors at UBS Wealth Management Americas (WMA) are about to go more mobile -- in a far-reaching pilot program that enables them to use an extensive array of UBS tools and other applications. At the heart of the technology is an application engineered by a Silicon Valley startup. ...
Over the last year or so, advisors have been struggling to get their clients out of cash, but how much cash are your clients really holding? Investors say they’re holding 27 percent of their investable assets in cash, according to an MFS Investment Management survey of 929 investors. Generation Y investors lead the pack, allocating 33 percent to cash, up from 30 percent in February. ...
An outspoken fixture in the wealth management industry for over two decades, Convergent Wealth Advisors chief executive Steve Lockshin is in the headlines again, embracing a new role as a contrarian...
Greensboro: “I start my day with exercise – every day. And I insist that other members of our group take time to stay in shape as well” voiced Sam during one of our Rainmaker Focus Group sessions. This was an interesting comment that sparked a lengthy conversation around the importance of personal fitness when it comes to Rainmaking. ...
by Kevin Nichols, Director of Marketing at The Oechsli Institute
Ashley is a veteran advisor who has been invited to her company recognition trip with thirty of her fellow top performers. To the others who heard her question, she made a valid point. But they are missing the big picture. Social Media isn’t just a “hip” way to reach clients or prospects; it’s a tool that can be used in the midst of shaky markets for broadening your reach by positioning yourself as a calming presence. ...
Financial advisors work countless hours helping clients plan their financial futures. But, unfortunately, too many advisors need help planning their financial futures. Today, only about 18 percent of independent advisors have a well-defined business succession plan that is ready to implement, according to a recent survey....
FINRA deemed that an advisor’s tweets about a public company were unbalanced and lacked the necessary disclosure about the “substantial positions” held in the stock by the advisor and her family....
Social media is already playing a huge role in how people throughout the world communicate. It’s smart to become an early adopter, but in doing so, it’s important to be careful and to engage it with strategic intent and guidelines....
Focusing on clients and growth is the natural instinct of our industry. Still, before we turn the page to a new year, we all have to make sure that we have brought to conclusion all the open items from this one. ...
In the world of professional services, where you are dealing with marketing, selling, and servicing intangible financial solutions, it isn’t all that helpful to think in terms of tangible products, be they luxury goods or basic consumer products. However, it is useful to think in terms of top-of-mind-awareness, or what is often referred to as TOMA.
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Once the Securities and Exchange Commission officially defines the term “family office” (and it took the first step in that direction yesterday, 12 Oct.), the floodgates may open for registered investment advisors to capture a chunk of that heretofore mysterious market’s assets....
Whether you like it or not, you are the brand that defines how your practice is positioned. Everything about your practice is cumulative, the perception held by clients, referral alliance partners, affluent centers-of-influence, and your prospects....
Re-engineering your client base serves two distinct and different purposes. First, it enables you to better service those clients that are generating the lion’s share of your revenue. Second, it frees up time for you to become engaged in those high-impact marketing activities that have proved successful with today’s rainmakers....
The nervous-client-syndrome has yet to wear off. That’s according to a new survey that says most advisors are still spending the majority of their time with existing clients rather then generating new business....
If you visit William Mundy at his Blue Bell, Pa. office, chances are good you’ll find him with his ear pressed to the phone, pitching his services to people he’s never met: That’s right, cold calling. ...
In her remarks before the Consumer Federation of America Thursday, SEC Chairman Mary Schapiro reiterated her commitment to creating a “strong fiduciary standard” for all securities professionals. She also called for clear point-of-sale disclosures, a re-assessment of 12b-1 fees, a closer look at target date funds and self-funding for the agency. ...
The past 12 months have been an emotional roller coaster for most financial advisors. But optimism is creeping back. Now is the time to get back on track...
How much money did your clients lose last year? As has been well documented, investors lost trillions of dollars in 2008. It didn't have to be this way...
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