Understanding human behavior, especially with the affluent, is critically important to high-level sales skills. By understanding some of the common psychological biases, you are able to better understand yourself, your clients, and your prospects.
The real competitive advantage will come from the ability of advisors to create a hybrid advice service model—one that encompasses the Internet of Things, collaboration platforms and anytime, anywhere access, in addition to personalized, human service and support....More
A decade or two ago, working at a hedge fund was the hottest career in finance. Then came the financial crisis, low-interest rates, passive investing, smart-beta ETFs, and computer-generated portfolios. Everything got a lot harder....More
A traditional advisor/client relationship may exist in your practice today—you meet with your client, provide guidance, answer questions and plan for their future. But, what happens when your clients leave your office?...More
In this season of change, cut through interest-rate noise. Get past the chatter and learn how to potentially optimize clients' fixed-income portfolios for income, diversification, flexibility, and tax benefits....More
A charitable lead trust (CLT) is a valuable estate-planning tool that may be overlooked in crafting a client's estate plan. When clients are charitably inclined but want to balance philanthropic goals with a desire to provide for their family, a CLT is the perfect tool to consider....More