Moving Markets: Robert W. BairdNov 1, 2007Christina Mucciolo Here's one way to evaluate equity research: Measure the impact it has on stock prices. Bespoke Investment Group, a financial research firm, did just that,... Time To Bottom Fish For Small Banks?Oct 1, 2007By Jonathan Moreland Financial stocks have understandably led the market down during the recent credit-related correction. But the group has also recently led in another area:... Getting a Thumbs Up From the WealthyOct 1, 2007By Matt Oechsli Think for a moment about your affluent clients and their centers-of-influence. As you scroll through these images in the theater of your mind, try to... Meet The New Panic, Just Like the Old PanicOct 1, 2007By David A. Geracioti About the current credit market turmoil, Former Federal Reserve Chairman Alan Greenspan said in early September, The behavior in what we are observing... Hedge Fund HotsSep 1, 2007Halah Touryalai Despite mounting sub-prime mortgage woes, hedge funds are doing better than ever. In fact, the second quarter of 2007 saw hedge funds accumulate net new... Teaming Up For High PerformanceSep 1, 2007By Matt Oechsli Many years ago our research on the affluent led us to investigate wealth management teams. We turned our focus to teams simply because it became obvious... Balancing ActAug 1, 2007By Anne Field Two years ago, Tom Lydon, a small independent advisor running an 11-year-old practice, launched a blog about Exchange Traded Funds (ETFs). Now, he's wondering... Market YourselfAug 1, 2007By Matt Oechsli The applause was loud and lasting in a ballroom packed with over 250 senior financial advisors who were being treated to a preview of their firm's new... The Everyman's AdvisorAug 1, 2007By Kevin Burke Most financial advisors lust after rich people. Lust is perhaps an arresting choice of words, but it does accurately describe the intensity of desire... How to Cover Your ClientsJul 1, 2007By Matt Oechsli Tampa: I feel that we're continually asked to cull the bottom of our book, says Sean. But what do you consider to be the ideal number of clients for a... Morals Beat the MarketJul 1, 2007Christina Mucciolo What does integrity have to do with superior portfolio performance? A lot, say researchers in a study released in May, which found that advisors who demonstrate... Shopping for Dog Food and Stocks?Jul 1, 2007Christie Matheson It is no secret that Wal-Mart has an insatiable appetite for expanding the reach of the products and services it offers. But now, behold, the behemoth... Women Ignored?Jun 1, 2007Kevin Burke Forget shows like The View. An increasing number of women are handling their own finances and want to talk money, but many firms aren’t listening.... More Millionaires, More DIY-ersJun 1, 2007
The rich are getting richer, and more independent when it comes to managing their wads of cash. ... The New Big BrotherJun 1, 2007BY JOHN CHURCHILL Client communications protocol has become so restrictive as to be absurd, registered reps say. How reps are handling it.... Credit and Banking: The New Frontier for Securities FirmsJun 1, 2007By Andre Cappon, Guy Manuel, Stephan Mignot Broker/dealers are starting to market credit products through financial advisors, and it’s good for everyone: the firms, the advisors and the clients. ... The Golden Rule Brings Affluent SuccessJun 1, 2007By Matt Oechsli Treat your clients the way you’d want to be treated, and referrals and business growth will follow naturally. ... Sales Culture Leads to Advisor Selection BlundersMay 23, 2007By Kevin Burke A good salesman doesn’t always make a good financial advisor. And some clients are finding that out the hard way. A survey published by The Paladin Registry, a for-profit company that offers consumers free access to a Web-based database of credentialed and ethical financial advisors, shows that the biggest mistake consumers make when choosing an advisor is gobbling up the sales pitch. In light of the recent court ruling striking down the broker exemption or “Merrill Lynch rule” on fiduciary status, the findings are particularly compelling.... The Acre of Diamonds in Your BackyardMay 17, 2007By Matt Oechsli Let's explore how providing Ritz-Carlton service to your top clients can be a high-impact Rainmaking activity. Our research has informed us that each of your top clients, over the course of your professional relationship, should be responsible for bringing six clients with a similar profile into your practice. Here's the first step in that process:... Ritz-Carlton BasicsMay 3, 2007
Myrtle Beach: "Your research on the affluent cites personal service as one of the top criteria impacting client loyalty," said Holly, who then posed an excellent question, "but isn't this rather basic? You would think every advisor strives to provide personalized service to all of her clients." Holly's question sparked a discussion about what impact client loyalty can have on affluent word-of-mouth influence (a high-impact Rainmaking activitity). Well, just for the record, the impact is huge! In fact, you will struggle to penetrate your affluent clients' centers-of-influence if you do not excel in consistently delivering Ritz Carlton-quality service. ... Are You Referrable?May 1, 2007By Matt Oechsli Jack spent the last 45 minutes of his day watching someone from his home office around citing firm research that showed that 90 percent of the firm's clients would be happy to provide referrals if their advisors would only ask.... Affluent Call ReluctanceApr 19, 2007By Matt Oechsli Las Vegas: "Is it possible to make a lot of money, run in affluent circles, and still be somewhat intimidated about approaching people for business?" asked Larry as we began our first break at one of our Rainmaker Weekends. Larry, a veteran $1 million plus advisor, then proceeded to give me a quick personal confession. He told me all about his new 7 series BMW, his $2,000 Italian suits and his $200 shirts. When I asked how he was marketing his practice to the affluent, he simply replied, "I've always been intimidated by people with power and money. I continue to find excuses to avoid affluent people. I don't socialize with them. I don't even belong to the country club where all the serious money plays golf, and I know that I should." ... Affluent Loyalty IndexApr 5, 2007By Matt Oechsli Client loyalty has become a key issue within the financial services industry. Finally it appears to have replaced the tired old "client satisfaction" standard for measuring client relationships... Warning or Opportunity?Nov 1, 2006By Matt Oechsli The surprising success of Vanguard's new online financial planning service suggests advisors have some work to do... Your Opportunity AntennaOct 1, 2006By Matt Oechsli You can find more opportunities - and affluent clients - by focusing on your goals... |
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In This Issue: February 2012
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Got the Social Media Spins? Help Is On The Way
A bunch of social media services have emerged to help financial services firms comply with regulations and make the most of social networks to build business. They've got big plans for 2012.
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