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Registered Rep. March 8, 2012 Boswell & Nichols	The 3-Step Process for Closing New Prospects Many advisors put a great deal of thought into how they'll find affluent prospects, but less on how they'll convert these prospects in to clients.
Financial Planning September 1, 2012 William Ainson	13 Steps to Avoid Fumbling Your First Meeting With A Prospect Whether you are relatively new to the planning business or have been in the profession for decades, odds are you have lost potential clients as a result of mistakes made at a first meeting.
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 Planning December 1, 2008 Scott Schutte	Setting Yourself Apart The wave of retiring baby boomers in the coming years will pave the way for advisors who wish to move away from traditional investment management and focus on specialized financial planning and wealth management services.
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.
Registered Rep. August 10, 2011 Boswell & Nichols	Shaky Markets, Substantial Opportunities With memories of 2008 looming in the background, the Dow plunging in response to a AAA downgrade and media pundits fueling fear and uncertainty everywhere you turn, it's natural for investors and advisors to become a bit nervy.
Registered Rep. July 5, 2012 Anne Field	Central Casting for Prospects Clients tend to fall into classic types. Here's how to identify and woo a few common ones.
Financial Planning May 1, 2011 Karen C. Altfest	Presumed Guilty Even if we think we've been successful for a long time, we never can stop presenting our credentials and accomplishments, and demonstrating our stability to those who are new. As you sit in prison, Bernie Madoff, thanks for the reminder.
Financial Planning December 1, 2012 John J. Bowen, Jr.	Making Introductions Happen: Request and Receive Referrals From Existing Clients Use this 9-step process to request (and receive) referrals from your existing clients.
Registered Rep. December 25, 2012 Lauren Barack	Playing The Digital Dating Game A client's onboarding experience can affect how wiling they are to make referrals, and the faster a rep can sign one client, the quicker they can find more. New digital onboarding tools can help.
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 Planning September 1, 2008 John J Bowen Jr	Time to Say Goodbye Today's most successful advisors recognize a simple but powerful fact of business: It's better to work with a small number of great clients than to serve a huge base of clients who are only mediocre.
Registered Rep. August 18, 2011 Matt Oechsli	Capitalizing on Crisis Four steps to get a handle on your practice and capitalize on this crisis.
Registered Rep. May 1, 2006 Anne Field	Staying On Top of It While the market is reaching levels not seen in years, financial advisors have much to be wary about given the steady drumbeat of corporate scandals and complaints.
Registered Rep. March 2, 2011 Charles Paikert	Social Media Catching Up To Face-to-Face Prospecting The personal touch is still the most effective way for wealth managers to grow their business, but the use of social media is gaining fast.
Registered Rep. October 12, 2011 Boswell & Nichols	You Seem Pretty New at This... There are a few areas that new advisors can control to help deemphasize their youth and inexperience.
Registered Rep. June 17, 2013 Anne Field	First Timers Cold calling is out; networking is in. Here's how to jump start a practice -- from scratch.
Financial Advisor November 2003 Leo Pusateri	Advanced Applications For The Value Ladder Use key questions directed at potential clients to connect back to your unique message.
Registered Rep. January 5, 2011 Mindy Diamond	Lining Up Your Pros And Cons The following is a list of some of the pain points advisors who want to leave their firm often describe.
Investment Advisor August 2010 Melanie Waddell	Broker/Dealer Marketing: Finding Their Voice Broker/Dealers are waking up to the new, post-downturn marketing environment. Here are a few of the best ideas.
Financial Planning December 1, 2009 John J. Bowen Jr.	Ten for 2010 Here are five steps that advisors can take right away, followed by five more that will help them position their practices for long-term success.
Investment Advisor June 2009 Mark Tibergien	Formulas for Success: Clients Have Rights, But Also Responsibilities Advisors and their clients must alter their approach to future relationships.
Registered Rep. August 24, 2011 Boswell & Nichols	7 New Advisor "Musts" for Thriving in Crisis These seven tips are great for deepening relationships, initiating new relationships, and finding new business in a time when many of your competitors are missing the mark.
Financial Advisor September 2008 Tracey Longo	Laws Of Attraction A firm's ability to navigate trusts can be their calling-card to attract high-net-worth clients.
Registered Rep. June 13, 2012 Matt Oechsli	Prospect Facetime: Five Affluent Faux Pas To Avoid Don't be afraid to sell, but mind these pitfalls.
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.
Financial Advisor September 2005 Bruce W. Fraser	Through The Eyes Of Estate Planning Attorneys Attorneys and financial advisors are natural allies in the estate planning process, but if the relationship is not cultivated properly, it can deteriorate quickly.
Registered Rep. February 9, 2011 Charles Paikert	Wealth Management Firms Focusing On Client Experience Since the financial crisis, firms have been ramping up their focus on all aspects of client interaction.
Investment Advisor October 2008 Kodialam & Adolf	Gold Medal You can deliver exceptional service throughout the client lifecycle.
On Wall Street September 1, 2009 Helen Kearney	What Clients Want Now Clients are upset and they're voting with their feet. But instead of bemoaning your woes, you should view this as a time to prove your worth.
Registered Rep. October 1, 2005 Anne Field	Advisors Who Crave Advice Many financial advisors are putting together tailor-made groups of trusted counselors, people able to provide everything from management basics to industry insights. Here are a few approaches to consider when forming your own.
Investment Advisor March 2008 Lewis Schiff	The Prospect Said What? When working with high-net-worth clients, you may need to dig and sift for the information you need; for many affluent and ultra-affluent clients, the initial impulse is to speak guardedly to protect their privacy.
Registered Rep. October 1, 2005 Mindy Diamond	What Size Pond? It is important for advisors to find a firm that is a good fit for their particular goals. In many cases, small firms work well. For advisors looking to expand their books aggressively, larger firms are often -- but not always -- a good option.
Financial Advisor April 2010 Andrew Gluck	Special Trip Family retreats may be a good way to explore the complexities of your wealthiest clients, says this consultant.
Financial Planning December 1, 2011 John J. Bowen, Jr.	Strategies for 2012 and Beyond In these volatile times, you have an excellent opportunity to build relationships with high-net-worth investors who are actively looking for advisor alternatives. With that firmly in mind, here are some key strategies and tactics that will make a big difference over the next year and beyond.
Financial Advisor August 2004 David L. Lawrence	Making Practice Efficiency Happen Adopting an office environment that stresses the importance of the client-centered experience is a key to improving your office efficiency and the effectiveness of your financial practice.
Investment Advisor June 2010 John Sullivan	Grow and Learn A poll recently conducted by the SEI Advisor Network found that the top priority for advisors in 2010 is to "create new initiatives to increase sales and grow business."
Financial Planning September 1, 2013 John J. Bowen, Jr.	How to Reach Million-Dollar Clients To move your practice onward and upward, you may need to reconfigure the way you do business. Here s how.
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.
Financial Advisor December 2003 Grove & Prince	The Financial Life Of Senior Executives Who do America's top executives favor as their primary financial advisor and how did they find that advisor?
Financial Planning October 2, 2007 Suzanne McGee	Higher and Higher Today, there are more than 9 million Americans with at least $1 million to invest. Even for the best-prepared and best-educated advisor, a time may come when they need to consider whether continuing to work with their ultra-affluent client is in the best interests of both parties.
Registered Rep. June 1, 2004 Matt Oechsli	Five Steps to Rebranding In order to attract the most lucrative clients, advisors understand they need to transform themselves from investment managers to wealth managers. The problem is communicating this shift to clients.
Investment Advisor April 2009 Lewis Schiff	Danger & Opportunity: Seling Wisdom Advisors with a wealth-management practice orientation can provide the kind of services affluent families need during difficult market times.
Financial Planning November 1, 2006 John J. Bowen	Women of Wealth Financial advisors can use their knowledge of affluent women to create a unique value proposition, and put themselves in a tremendous position to serve a group that's been too long ignored -- and capture more business than ever before.
On Wall Street May 1, 2012 Bill Willis	The Bank Perspective A growing number of wirehouse advisors are showing more interest in bank brokerage programs today.
Registered Rep. June 1, 2004 Anne Field	The Great Divorce Handled right, divorces can be a new positive for the advisor: In most of the cases one advisor has encountered, she's ended up keeping both exes in the fold after the split-up.
Registered Rep. June 1, 2006 Matt Oechsli	Strategic Intent To better understand the difference strategic intent makes, here are contrasting examples of two financial advisors who participated in similar high-impact rainmaking activities.
Financial Advisor November 2010 Cliff Campeau	Finding A Standout Here's what an investor might look at in deciding whether to hire your firm.
Registered Rep. August 27, 2014 Matt Oechsli	Seven Phrases Advisors Should Never Use Nobody likes to be sold to, especially today's affluent. Yet many people still try to sell their products and services to this lucrative consumer niche, including financial advisors.
Registered Rep. November 18, 2014 Mindy Diamond	Considering a Move? Conduct a Gap Analysis First Changing firms or starting an independent wealth management practice is not easy and is something that must only be done after much introspection and investigation.