Articles

My Life as a Client: Style vs. Substance

Mon, 03 Oct 2016 20:00:00 +0000

A client’s account of the importance of getting personal.

How to Handle Couples Who Fight

Tue, 06 Sep 2016 12:00:00 +0000

Techniques for handling arguments arguments between couples about money, and, in the process, solidifying your relationship with your clients.

My Life as a Client: Tuning Out the Tone-Deaf

Mon, 05 Sep 2016 09:45:00 +0000

Do you know what your clients think of you? Probably not. So, we’re talking to some clients to get a firsthand glimpse of what’s really on their minds.

When Succession Fails

Fri, 05 Aug 2016 17:30:00 +0000

There are a few alternatives to consider when a succession plan goes awry, but not many.

Finding a (Female) Successor

Wed, 06 Jul 2016 16:00:00 +0000

Beth Blecker has some specific ideas about who she wants to fill her role when she retires. Our panel of experts helps her sort through the issues.

How to Make the Most of a Virtual Assistant

Tue, 19 Apr 2016 14:40:00 +0000

Many advisors find their ideal assistant is part-time, far away and in the cloud. Here’s how to find, and effectively use, a virtual assistant.

Looking for an Assist

Wed, 24 Feb 2016 10:15:00 +0000

Robert Schmansky needs an office and an assistant. He won’t get either if he can’t convince clients he’s worth it.

Planning For Middle-Income Accounts

Wed, 27 Jan 2016 07:00:00 +0000

Is it possible to build a thriving practice with middle-class accounts? These advisors found a way.

How to Talk Clients Out Of 'Can't Lose' Investments

Wed, 30 Dec 2015 19:32:00 +0000

Iraqi dinars, cricket farms, pot dispensaries? How to keep clients from making dumb decisions.

The OSJ Way to Grow?

Fri, 27 Nov 2015 10:22:00 +0000

Should an advisor continue to serve clients while running an OSJ, or choose a path? Our panel of experts weighs in.

A Focus on Philanthropy

Thu, 29 Oct 2015 16:18:00 +0000

Charitable planning can give you an edge, but commitment is key.

Stumbling Towards a Team

Wed, 30 Sep 2015 10:00:00 +0000

Ensemble-based practices perform better, but there are pitfalls along the way; here’s how to avoid some common ones.

How to Recruit from the Top

Mon, 07 Sep 2015 09:00:00 +0000

HudsonPoint wants to recruit wirehouse reps with bigger books of business. Our experts suggest more targeted marketing efforts.

Looking Abroad for New Business

Thu, 23 Jul 2015 10:00:00 +0000

Some advisors are finding a lucrative niche serving foreign clients with financial interests in the U.S. But it’s a steep learning curve, requiring a network of professionals with domain expertise and an ability to put in plenty of time before converting prospects.

How To Go Robo

Thu, 02 Jul 2015 09:05:00 +0000

According to a handful of advisors that have recently adopted so-called “robo” investment platforms into their practice, they are finding new areas of growth, saving time and, in some cases, rethinking their fees.

#SocialMediaSavvy

Wed, 27 May 2015 13:50:00 +0000

How should an advisor—who’s already on social media—best harness the tool to grow his practice? Our panel of experts weighs in.

How Long Should You Take to Land a Prospect?

Thu, 23 Apr 2015 09:05:00 +0000

As long as it takes, if the client is worth it. But expect the crucial part of the process will always be the final meeting.

Compensation Alternatives

Tue, 31 Mar 2015 13:02:00 +0000

Some advisors—and clients—are beginning to suspect the traditional fee based on assets compensation model is flawed, and are experimenting with alternatives.

Getting Beyond the $10 Million Plateau

Fri, 20 Feb 2015 10:10:00 +0000

Does a $10 million advisor grow by buying a book? By getting a junior partner? Or is there another way? Our panel of experts weighs in.

Job Hoppers

Fri, 19 Dec 2014 10:10:00 +0000

Sometimes, the best training a financial advisor has is the years previously spent working in an unrelated profession

Sometimes, the best training a financial advisor has is the years previously spent working in an unrelated profession.

Plug And Play?

Fri, 21 Nov 2014 14:44:00 +0000

MBM Wealth Consultants is looking to bring advisors into their network and provide them with tools and resources in exchange for a slice of revenues. Why aren’t they having more luck finding any takers?

Boosting Curb Appeal

Tue, 28 Oct 2014 09:04:00 +0000

Want the most money for your firm when it’s time to sell? Start turning your practice into a business at least five years before you intend to pull the trigger.

Listening In

Thu, 25 Sep 2014 13:00:00 +0000

How to solicit honest client feedback to grow your strengths - and fix your weaknesses

How to solicit honest client feedback to grow your strengths - and fix your weaknesses.

Niche Play

Thu, 21 Aug 2014 13:00:00 +0000

Targeting clients who belong to a specific profession can set your practice apart. Here’s how to go about it.

Where Are They Now?

Fri, 25 Jul 2014 13:34:00 +0000

Checking in with three advisors who were given advice in the past

Every few months, we profile an advisor struggling to overcome a practice-management hurdle. Then a panel of three experts offers advice and tips. Looking back over the past couple of years, here’s how a few have fared.

When Clients Lose Mental Acuity

Tue, 17 Jun 2014 13:00:00 +0000

As baby boomers age and lifespans increase, the problem will likely become more common

Working with clients who are losing mental capacity can often be a difficult and touchy task. But advisors can take steps to address the problem in a caring way.

Breathing New Life Into an Old Marketing Strategy

Mon, 19 May 2014 17:46:00 +0000

Marketing is not just smiling and dialing anymore. It might be time to rethink your strategy for gathering new clients

Small town advisor Ken Savells had always put marketing on the backburner in his practice. Then he hired a much younger advisor who had him take a completely new tack: using social media.

How to Find a Niche

Mon, 21 Apr 2014 20:13:00 +0000

Tired of taking on the world? Specialize in one area, not three, and then drill deep. Our panel of experts help financial advisor David Adams see his best answer to stand out may be tapping into his hometown’s hottest industry

A panel of experts answer the question, "What is the most efficient niche strategy for a boutique firm advisor?"

Suddenly Single

Wed, 02 Apr 2014 17:08:00 +0000

Advising a newly single client requires navigating sensitive emotions before talk turns to money.

Reading a Client’s “Tell”

Fri, 28 Feb 2014 14:18:00 +0000

Figuring out what type of personality you’re dealing with can help you communicate more effectively with clients and prospects

Growing Pains

Thu, 30 Jan 2014 14:00:00 +0000

This Houston advisor wants to bulk up his office, offer more fee-based services and tap high net worth clients. Our industry experts have some tips.

Moving Toward Fees

Fri, 20 Dec 2013 14:00:00 +0000

Transitioning to a fee-based business has never been easier. And since most clients don’t understand how you get paid anyway, the move is a chance to clear the air and explain your value.

You’re the Boss

Thu, 21 Nov 2013 15:21:00 +0000

Growing from a practice to a small business means hiring support staff. But for many financial advisors, moving into the role of employer and manager doesn’t come naturally. Here’s some tips.

Building a Business From 3,000 Miles Away

Mon, 28 Oct 2013 14:35:00 +0000

How can a growth-oriented advisor build out her business when she’s only in town two weeks a month?

Finding Time

Mon, 23 Sep 2013 12:50:00 +0000

Many advisors struggle with allocating the most valuable asset any of us have: Time. Here is how three advisors do it.

Face Time

Thu, 22 Aug 2013 15:20:00 +0000

Concentrating on clients is key, but too often the business gets in the way. Here’s how to re-set your focus.

It’s the rare advisor who wouldn’t like to spend more productive time with clients. But making the most of that time is essential to maintaining clients’ loyalty and ideally turning them into referral sources. Here's how to do it.

Getting the Word Out

Mon, 15 Jul 2013 15:32:00 +0000

Positioning yourself as an expert on a particular niche of financial planning is a great strategy, but how do you convince others of your acumen? Our panel of experts have some tips.

First Timers

Mon, 17 Jun 2013 13:23:00 +0000

Cold calling is out; networking is in. Here’s how to jump start a practice – from scratch.

It’s Not All About You

Mon, 20 May 2013 16:02:00 +0000

For smooth growth, put the firm before yourself.

You can’t be a full service financial planning firm if it’s all about one person.

Aide to the Hearing Impaired: Richard S. Brown

Mon, 29 Apr 2013 16:55:00 +0000

REP.’s 33rd Annual Advisors with Heart Awards

About two years ago, at a banquet where he received an award for his work on the board of the Minnesota Special Olympics, Richard Brown met the cofounder of the Starkey Hearing Foundation and CEO of Starkey Hearing Technologies.

A Mother’s Mission: Shelly Church

Mon, 29 Apr 2013 16:49:00 +0000

REP.’s 33rd Annual Advisors with Heart Awards

As tragic as that was, it inspired her. She organized fundraising walks around her home of Naples, Fla., and ran the local chapter of the American Heart Association.

Drowning in Accounts

Tue, 23 Apr 2013 14:20:00 +0000

The first challenge? Getting clients. The second? Getting rid of them.

Printer? Check. Office Supplies? Check. But Where is The Corporate Ladder?

Tue, 19 Mar 2013 15:19:00 +0000

Successful firms have defined career tracks, and they usually end at “partner.”

Volunteering Pays Dividends

Sat, 16 Feb 2013 00:51:00 +0000

Supporting a charitable organization can do wonders for the soul. It may also be a path to new clients, if handled correctly.

Grooming the Reluctant Apprentice

Mon, 28 Jan 2013 14:33:00 +0000

A New Jersey advisor thought he had the perfect match for a junior partner, until she got cold feet about moving into the client spotlight. Our panel of experts helps them reconcile opposing goals.

Opening the Kimono

Fri, 21 Dec 2012 14:00:00 +0000

“Study groups” are growing in popularity among advisors, and can range from simple conference calls to gossipy luncheons to elaborate three-day retreats where everyone opens their books. Here’s what to expect when advisors get together.

The Measured Practice

Wed, 28 Nov 2012 15:08:00 +0000

You can ask for referrals and recruit prospects. But by tracking the time spent on each relationship – sometimes down to five-minute increments – with a tight focus on efficiency, these advisors have grown their practices from the inside out.

¿Tiene Usted Un Plan?

Wed, 24 Oct 2012 14:02:00 +0000

A young advisor, originally from Spain, wants to build a business serving international clients living in the U.S., but isn’t sure where to begin. We turn to our panel of experts to help him.

Going Solo

Thu, 27 Sep 2012 15:02:00 +0000

While there are many merits to having partners in the advisory business, for some being a lone practitioner is the only way to go. But it’s crucial to set expectations – and boundries – with clients.

Nailing Your Niche

Tue, 07 Aug 2012 16:29:00 +0000

Focusing on a niche market is often considered the road to success, but even the most promising niches don’t always pan out. You may need to make a switch.

Focusing on a niche market is often considered the road to success, but even the most promising niches don’t always pan out. You may need to make switch.