Capitalizing on Crisis 

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. ...

21st-Century Business Etiquette 

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. ...

Creating the TOMA Advantage 

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. ...

Refining Your Practice 

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. ...

Creating Your A-Team 

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....

4 Steps to Acquiring Ideal Affluent Clients 

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....

Changing Affluent Norms 

Aug 1, 2009

By Matt Oechsli

Suddenly, the affluent trust financial advisors. You need to be positioned to take advantage of that fact...

Rainmaking Days of Summer 

Jul 1, 2009

By Matt Oechsli

The affluent are looking for someone like you. Win them over with intelligence, creativity and fun...

The C Client Time Suck  

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....

Twittering To The Top 

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....

The Inner Game: Five Inconvenient Truths 

May 1, 2009

By Matt Oechsli

New rules for a new world...

Making the Web Work 

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...

Forbes Billionaire Indicator 

Apr 1, 2009

By John Aidan Byrne

For many of the staggeringly wealthy types tracked by the Forbes list, 2008 sucked...

Roth to Riches 

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...

You Don't Know Jack! 

Apr 1, 2009

By J. Phil Buchanan

Niche marketing involves much more than just picking a niche to target...

The Inner Game: Prospecting Alert 

Apr 1, 2009

By Matt Oechsli

It's the perfect time to prospect, plus it will get you out of your defensive rut...

Comings & Goings 

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...

Correction 

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...

Stock Doc: Bullish Thinking 

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...

The Inner Game: Filling Your Glass 

Mar 1, 2009

By Matt Oechsli

You and your client will be happier if you are proactive...

Opportunity Knocks 

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...

60 Seconds: Nancy Lininger 

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...

Bottom-Feeding REITs 

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...

The Inner Game: The DNA Of Growth 

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....

Editor’s Letter: Who Knew? Lots Of People 

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. ...