A Lesson in ObjectivityMar 1, 2004By Matt Oechsli Creating a high-performing wealth management team requires a significant amount of good old subjective judgment, but that doesn't mean objective measures... The Tamest of SecretsFeb 1, 2004By Matt Oechsli Those yearning to learn the secret of successful wealth management teams can take heart in the words of the famous industrialist and financier, Cornelieus... Doing More With LessJan 1, 2004By André Cappon Coming off a sustained period in which new customers were painfully hard to come by, it would stand to reason that financial advisors would have learned... When Leaders FailJan 1, 2004By Matt Oechsli It's pure coincidence that an anagram of is but the connection still can be twisted into an important lesson regarding high-net-worth advising. Namely,... Be Not AfraidDec 1, 2003By Matt Oechsli Prosperity is not without many fears and distastes, said Sir Francis Bacon, and I couldn't agree more. When it comes to attracting and retaining affluent... Knowing Your LimitsNov 1, 2003By Matt Oechsli The average production in the room was $1.5 million, the length of service 20 years, but the trepidation was the sort of thing you might feel at a freshman... A Cross to BearOct 1, 2003By Matt Barthel The one-stop financial shop is still, after all this talk, the Promised Land. Management and even reps dream about cross selling, about grabbing more... The High-Net-Worth DoctorsOct 1, 2003By Matt Oechsli A dvisors who aspire to building a high-net-worth practice can take some cues from the medical community. Back in January 2002, The New YorkTimes ran... The Inner Game: Overcoming the Fear FactorSep 1, 2003By Matt Oechsli How to break through the jitters that hamper up-market prospecting efforts.... The Inner Game: HNW Self AssessmentAug 1, 2003By Matt Oechsli Are you doing the things that will land high-net-worth clients? Here's a simple test that will tell you.... A Daily Routine for Building an HNW PracticeJul 1, 2003By Matt Oechsli By now, the benefits of migrating to a high-net-worth business are well known. So, too, are the challenges of making the transition. Everything about... Think Big about Small NichesJun 1, 2003By Anne Field Reps who organize their practices around a specialty do significantly better than generalists.... The Inner Game: Advisors, Heal ThyselvesJun 1, 2003By Matt Oechsli Negative thoughts can be professional death for an advisor. Here's how to avoid them.... The Future of the IndustryJan 1, 2003By David A. Gaffen and David A. Geracioti For James Gorman, head of Merrill Lynch's U.S. and global private client group, the largest brokerage operation in the world, the question of what financial... The Inner Game: The Present Wave Is the Next WaveJan 1, 2003By Matt Oechsli Trends are so obvious that they insidiously weave themselves into our lives until they emerge as a constant.... The Inner Game: Wealth Management Teams--On to the Next LevelDec 1, 2002By Matt Oechsli No individual, regardless of how smart or experienced, can effectively serve the multidimensional financial needs of the affluent himself. It takes a team.... The Inner Game: Fighting for SuccessNov 1, 2002By Matt Oechsli t's hand-to-hand combat.” “We're in a battle for our lives.” “We've been taking incoming for two years nonstop.” These are just a handful of the military metaphors bandied about by financial professionals these days.... The Inner Game: No More BolognaOct 1, 2002By Matt Oechsli Wouldn't it be nice to have someone, or a number of someones, who could help you stay focused on new ways to help existing clients and bring in new ones?... The Inner Game: Be the VIP in Your Client's LifeSep 1, 2002By Matt Oechsli Clients may want to string up Bernie Ebbers and Ken Lay when they see what the corporate scandals are doing to their portfolios. But this is an opportunity for you: Investors aren't holding their financial advisors personally responsible for their losses. They're looking for solutions, not someone to blame.... The Tale Of The TapeSep 1, 2002By Anne Field Yes, we know: You're not a broker, but a wealth manager or a financial consultant or whatever. That sounds nice, and it may even be true. But to your... The Inner Game: One Day at a TimeAug 1, 2002By Matt Oechsli Investor confidence has plummeted and the market's a mess. What to do? Take a lesson from the self-help industry-and find a partner for support.... The Inner Game: Put Your Best Face ForwardJun 1, 2002By Matt Oechsli When even H&R Block joins the wealth management fray, you know the competition for upper middle class and affluent investors is feverish. Everyone wants rich investors, and they want to manage all of their money. It's like what infamous Willie Sutton said of his bank-robbing career: "It's where the money is."... The Inner Game: Daydream BelieverMay 1, 2002By Matt Oechsli Ambition and lofty goals are critical to success. Oh, and lots of face time with rich prospects.... Building a Billion-Dollar BookApr 1, 2002By Ruth Halcomb Eight years ago, Merrill’s Scott Macolino and Roger Shaffer were both new brokers—and new to Atlanta. Now, they manage more than $1 billion.... Crossing OverApr 1, 2002By Larry Chambers Everybody's talking about individually managed accounts. So why aren't more brokers actually selling them?... |
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