Mundane administrative and clerical work is what sales assistants like least about their jobs. And do not view them as mere secretaries, either, assistants say. Almost a quarter (24%) mention something about mundane tasks when asked what they like...
Kim Richardson, Morgan Stanley, Glenwood Springs, Colo. It's a cornucopia of traits that make Kim stand outher loyalty to our team and clients, and her dedication to getting the job done. She's extremely caring, and clients love her. Sumner...
If you make hand-holding calls to clients who do not need them, you're taking a risk. Initially, these clients will be puzzled as to why you have called to hold their hand when they are not frightened or in need of reassurance. But if you persist...
Mary Daniels knows where her faith lives. It's not in her heart or in her head, or even in her soul. It's in her feet. Daniels, a broker with Dain Rauscher in Edina, Minn., and friend Kathy Coskran, set out on July 6 for a 75-mile hike along the...
I received an e-mail illustrating a problem facing many registered reps. It read: I feel like I'm going in eight different directions. My company has introduced new initiatives, the rules keep changing and everyone is offering advice. I just can't...
Once clients believe we are honest, ethical and that we have their best interests in mind, the selling game is over. We now become their trusted adviser. We all know how wonderful and heart-warming it is to have clients who believe in us and...
Even though industry data does not track redemption rates of managed accounts, industry sources say the number is about 15% less than mutual funds. There's no industry statistics to draw from, so I can only go by what I observe from our firm, and...
Morgan Stanley is promoting its fee-based brokerage account by offering 50% payouts for one year. The promotion, called Success by Choice, began in July and is scheduled to run for five months through November. Brokers will get the special payout...
The No. 1 reason clients leave is lack of contact. And clients don't want to be called only because you're selling something. People like to hear market updates and your views on what's happening, of course. But frequent, less-formal contacts...
I have something in common with Stephen Sawtelle a former broker from Waddell & Reed who was just awarded almost $28 million from an NASD arbitration panel (see the front page story in The Wall Street Journal, Aug. 29, 2001). You see, we both...
