Aug 18, 2011
By Matt Oechsli
Advisors need to get in front of the volatility. Develop a recovery strategy for clients, contact them proactively, press them for new prospects, and expand your own social activities for prospecting possibilities. ...
Dec 1, 2010
By Matt Oechsli
Is a decline across society in manners having an impact on your team? Consider the
possibility of team differentiation through a commitment to high-level business etiquette.
Obviously, each team has different issues, but every team leader recognizes the importance of revisiting business etiquette in today’s hostile environment. They also agree that civility should begin both at home and within their own team.
...
Oct 21, 2010
By Matt Oechsli
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.
...
Oct 7, 2010
By Matt Oechsli
What's the ideal number of clients an advisor should have? Smaller clients typically cry out for help more than larger clients in times of uncertainty. This can quickly become a major speed-block to growth. ...
Oct 5, 2010
By Halah Touryalai
Working in teams improves efficiency for financial advisors. There are all kinds of team models, but a few basic rules can help set you on the right path....
Aug 19, 2010
By Matt Oechsli
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....
Aug 1, 2009
By Matt Oechsli
Suddenly, the affluent trust financial advisors. You need to be positioned to take advantage of that fact...
Jul 1, 2009
By Matt Oechsli
The affluent are looking for someone like you. Win them over with intelligence, creativity and fun...
Jul 1, 2009
By Christina Mucciolo
After last year's market slump, clients need more attention than ever, but not all clients are worth it. Today, many advisors are reevaluating their books of business and letting go of “C” clients for the first time....
Jul 1, 2009
by Elaine Pofeldt
Social networking sites like LinkedIn, Facebook and Twitter can be great business builders for financial advisors. You just have to be smart about it....
May 1, 2009
By Matt Oechsli
New rules for a new world...
May 1, 2009
By Elaine Pofeldt
Having a website is a great way to win new business—and you don’t have to spend a fortune to do it right...
Apr 1, 2009
The Securities and Exchange Commission hired Julie Zelman Davis as deputy director of the agency's Office of Legislative and Intergovernmental Affairs...
Apr 1, 2009
In our January cover story about how the credit crunch had dampened RIA M&A activity, we said that 20 percent of National Financial Partners' acquired...
Apr 1, 2009
By John Aidan Byrne
For many of the staggeringly wealthy types tracked by the Forbes list, 2008 sucked...
Apr 1, 2009
By Kevin McKinley
With tax rates bound to go higher in coming years, it may make sense for your clients to convert part of an IRA to a Roth...
Apr 1, 2009
By J. Phil Buchanan
Niche marketing involves much more than just picking a niche to target...
Apr 1, 2009
By Matt Oechsli
It's the perfect time to prospect, plus it will get you out of your defensive rut...
Mar 1, 2009
By Anne Field
There are a lot of dissatisfied clients up for grabs in this market. You can make them yours if you are creative about it...
Mar 1, 2009
By Kristen French
Nancy Lininger of The Consortium spoke with Registered Rep. about how to offer clients fee relief without getting into trouble...
Mar 1, 2009
By Dr. Alden Cass
With the market tanking and scandal marring Wall Street, many financial advisors are feeling stuck and hopeless. This little exercise can change the way you think, and put you back on track...
Mar 1, 2009
By Matt Oechsli
You and your client will be happier if you are proactive...
Feb 1, 2009
By Jennifer Popovec
Investing in non-traded REITs that are raising money to buy (discounted) properties may offer substantial total returns five to seven years hence...
Feb 1, 2009
By Matt Oechsli
It’s tough to kick up growth in a down economy. But GE is working on doing just that. Let’s take a page from its playbook....
Feb 1, 2009
David A. Geracioti Editor-In-Chief
When you read the 2005 Markopolos letter to the SEC, which warned the regulator about Bernard Madoff, what jumps out at you is how many professionals on Wall Street were actually suspicious of Madoff's business. ...
Creating Your A-Team
