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Financial Advisor June 2006 Giles Kavanaugh	Revisiting The Real Value Audit The Real Value Audit flows naturally from two of the many value core beliefs of financial advisors. Here's how to jump-start yours.
Financial Advisor October 2005 Giles Kavanagh	The Real Value Audit As a financial advisor, you cannot promise investment results -- but you can promise a consistent and unique level of service. Clients react well to knowing how you will work with them to achieve their goals.
Financial Advisor February 2006 Leo Pusateri	The Real Value Audit ... It Works! A Real Value Audit opens the door to candid and respectful two-way communication with financial advisory clients.
Financial Planning October 1, 2006 John Nersesian	Fitting the Profile Successful advisors recognize that interviews are the best way to learn about clients' objectives, motivations and expectations, all of which are key to framing comprehensive, integrated wealth management solutions.
Investment Advisor January 2008 Susan L. Hirshman	Referrals Revisited:Part II Matching financial advisory clients' perceptions of your value with the reality.
On Wall Street June 1, 2012 Denise Federer	The Legacy Advisor The ultimate goal of a being a legacy advisor is to guide your clients to identify the emotional concerns that transcend the financial facts and could potentially impede family relationships.
Financial Advisor September 2006 Pomering & Littlechild	Unlocking Client Value While many financial advisors have refined the strategic planning process in their businesses, there is one piece of the puzzle that is missing -- a strategic feedback loop.
Financial Advisor November 2004 Leo J. Pusateri	Delivering Your Value: Identifying Value To begin the process of becoming a "world-class" financial advisor, first learn how to get to the heart of what your clients need.
On Wall Street April 1, 2013 Denise Federer	Facilitating Family Meetings Getting clients together as a family unit not only helps build wealth, but also cohesiveness.
Financial Advisor April 2005 Leo J. Pusateri	Responding To Value Challenges How well a financial advisor handles a value challenge will, in many cases, determine whether he or she earns the right to manage a client's or prospect's wealth.
Bank Director 4th Quarter 2009 Kenneth L. Glascock	Internal Audit: Boosting Your ROI A high-performance audit function can help the bank and board achieve its risk-adjusted goals.
Financial Planning July 1, 2011 John J. Bowen, Jr.	Consultation, Not Just Advice Financial advisors offer advice, of course, but they'd be much better off if they thought of themselves as consultants.
Financial Advisor February 2004 Grove & Prince	Learning More About Clients With the Whole Client Model How to find out what you need to know about a financial planning client.
On Wall Street July 1, 2012 Todd Colbeck	Turning Client Meetings Into Events When an advisor prepares to meet a client, is it a logical experience or an emotional experience? I would have to say both, but probably 90% logical and 10% emotional.
Investment Advisor August 2006 Susan L. Hirshman	The Wealth Advisor: Lessons From the Best With a targeted client plan consisting of an integrated approach for client segmentation, actively pursuing referrals, and furthering meaningful client contact, financial advisors will be on their way to meeting their clients' financial needs.
Investment Advisor March 2010 Lewis Schiff	The Affluentialist: What Do Counselors Think About Clients? Advisors to wealthy families speak out about clients and careers.
Financial Planning October 1, 2011 John J. Bowen, Jr.	Listen Deep At the heart of successful client relationships is your ability to understand clients on a meaningful level.
Financial Advisor June 2005 Leo J. Pusateri	Addressing Value Challenges How well you handle a value challenge will, in many cases, determine whether you earn the right to manage an individual's wealth. Here's how to respectfully address these challenges with confidence, while always restating your value.
Financial Advisor May 2009 Bill Bachrach	Face Time People skills are the competitive advantage for financial advisors in today's economic climate.
Registered Rep. February 1, 2005 Ruth Halcomb	In the Same Boat Landing a wealthy family can make your practice, but it's important to know that managing the assets often requires becoming involved in family matters.
Foundation News & Commentary Jul/Aug 2005 Andras Kosaras	Thinking About an Audit? Read This First What kinds of grantmakers get audits and how should a foundation choose an auditor if it opts for this process?
Trusts & Estates May 2002	Think Like A Shrink Understanding Today's High Net Worth... Advisors Should Make a Diagnosis, Then Think About Product... Recognizing the Role of the Family Founder... Understanding the Cultures, Values and Beliefs of the Family... etc.
Financial Advisor March 2005 Katz & Evensky	Investment Performance Vs. Wealth Management A survey of high-net-worth clients and their advisors reveals a marked difference in perception between the two groups, particularly regarding value, advice and performance.
Investment Advisor January 2007 Susan L. Hirshman	Making a Statement While any advisor can help determine basic financial goals, the mission statement offers a creative and innovative way for affluent families to not only manage their wealth but also create a structure of stewardship for that wealth for their future generations.
Real Estate Portfolio Mar/Apr 2002 Ray Milnes	Audit Committees -- A Perspective on Utilizing Internal Audit Resources A brisk current of regulatory change is sweeping through America's corporate boardrooms aimed at strengthening the independence and effectiveness of corporate audit committees, including those of REITs and other publicly traded real estate companies...
On Wall Street November 1, 2010 Edmund G. Nasief	Becoming The Family's CEO Today, the client's agenda includes not only estate and retirement planning, but information on banking products, educating the next generation and other traditional and non-traditional activities.
Financial Planning January 1, 2009 John J Bowen Jr	Interesting Times This interesting financial environment offers unparalleled opportunities for advisors to grow their businesses and come out of the current mess stronger than ever.
Financial Advisor July 2004 Leo Pusateri	Delivering Your Value How financial advisors can earn the right to the value connection.
On Wall Street July 1, 2011 Todd Colbeck	How to Avoid 12 Big Marketing Mistakes The primary principle of building a marketing plan is to use a comprehensive and strategic approach. Here are mistakes to avoid and advice on how to do it right.
Registered Rep. May 1, 2005 Anne Field	Refer Madness When it comes to finding new business, referrals, of course, are the gold standard. What could be a more effective marketing tactic than having existing accounts or business associates urge their own network of friends, family and clients to seek you out?
Investment Advisor December 2006 Olivia Mellan	Gone, but Not Forgotten When clients are contemplating the kind of legacy they want to pass on to their family, to society, or to a certain charitable cause, consider helping them to take stock of their deeply cherished values, beliefs, and life goals before they focus on the financial aspects of legacy transfer.
Investment Advisor April 2008	Cost Segregation Audit Techniques Guide Here is a link to the IRS website which explains the principal elements of an IRS cost segregation study.
Financial Planning December 1, 2009 Deena Katz	Can We Talk? When working with clients (in fact, with everyone), we need to understand that each of us experiences the world differently.
Financial Advisor December 2011 Robert Laura	Emotional Alpha Advisors can ask themselves five questions to determine the value they add to each client relationship that's beyond investment performance.
Investment Advisor September 2008 Adolf & Kodialam	Brick by Brick How to implement an active marketing program to compliment the traditional word-of-mouth method of finding new clients.
Registered Rep. December 1, 2006 Gresham & Gresham	Diagnosing Your Prospects' Pressure Points Millionaire Hot Buttons The end of each calendar year provides a natural setting for serious prospecting. So how can financial advisors use this moment to capture additional assets and referrals?
Investment Advisor April 1, 2011 Joni Youngwirth	To Ask or Not to Ask? Develop an Effective Referral Strategy in a World of Contradictory Advice It's not how, who, or when you ask -- it's if
Financial Advisor January 2006 Grove & Prince	Key Mistakes Of New Wealth Managers Wealth management is a serious decision for advisors that can be disruptive to their business and difficult to implement. Future generations of advisors can benefit by using these findings to build skills, reorient focus and settle in to the role of wealth manager.
On Wall Street April 1, 2011 Denise Federer	Reaching Your Ultimate Emotional Goal By engaging in small, achievable steps, allowing for accurate feedback and making appropriate adjustments, you will achieve your ultimate goal and reach your highest potential.
Investment Advisor December 2007 Susan L. Hirshman	Referrals Revisited Start today on a better method to get better referrals. Often for financial advisors, your best sources of future clients are right in front of you. You just have to unleash them from your book.
Financial Advisor April 2004 Grove & Prince	Creating A Wealth Management Team Team members are competitive, but that shouldn't hurt their service.
Financial Advisor March 2005 Grove & Prince	Know Thy Clients This is the second in a series of articles about the risks, rewards and challenges of wealth management, as well as the ever-changing tools of the trade.
Investment Advisor November 2006 Chris Blunt	Advisors: Natural Facilitators Generations welcome advisors' help in tackling wealth transfer talks.
Financial Planning April 1, 2008 John J Bowen	Referrals for the Asking The majority of advisors are ignoring one of the most effective, efficient and obvious sources for new referrals: their existing clients.
Financial Advisor February 2005 Grove & Prince	Why This Business Is So Tough The first in a series of articles about the risks, rewards and challenges of being a wealth manager, as well as the ever-changing tools of the trade.
Job Journal August 15, 2004 Bob Rosner	Working Wounded: Agenda for Better Meetings Strategies to streamline your conference-room encounters and make your meetings more productive.
Investment Advisor March 2007 Mark Tibergien	Using Internal Marketing Some of the best internal marketing efforts use systematic client surveys as their catalysts.
Financial Planning January 1, 2007 John J. Bowen	It's a Coalition Effort Wealth management works -- that is, if everyone at your financial advisory firm works to make it happen.
Financial Advisor August 2006 Hannah Shaw Grove	Life Insurance And Wealth Management Helping client with life insurance is an important service of effective wealth managers.
Investment Advisor November 2009 Lewis Schiff	The Affluentialist: Reading Your Clients A key differentiator between financial advisors who help their client achieve positive returns and those who help their clients achieve superior returns is moral and emotional competency.