Jerry Wicentowski was born in Brooklyn, N.Y., studied in Israel and graduated from the University of Wisconsin in Madison. Impressive stops, no doubt, but certainly not hot spots in the world of bluegrass music.Even so, Wicentowski, a financial...
From "Puzzled Fund Investors," Page 46 Investors are twice as likely to sell a winning mutual fund, rather than sell a loser, according to a September research paper by three university professors. Nearly 40% of sales in the 32,000 accounts...
As a teenager, Tom Minnella was a gearhead and grease monkey. He spent his summer afternoons tinkering under the hood of his muscle cars and his nights looking for a race. Minnella's spare money went to carburetors and crankshafts.Today, Minnella...
Ben Edwards Announces Retirement Plans A.G. Edwards reps like new management, but worry about possible policy changes.A.G. Edwards announced in November that its 69-year-old chairman, CEO and president, Ben Edwards III, will retire March 1, 2001...
Did you know you're just simple salespeople? From time to time I encounter firms and brokers who object to our use of the word broker or rep. Others have even wondered if the Registered Representative logo is a bit shopworn. After all, these...
From "Hidden Wealth," Page 51 There is no magic formula for finding and attracting high-net-worth clients. But Jeff Smith, a First Union Securities rep in suburban Toledo, Ohio, urges brokers to "look at the toys, not the size of their houses" to...
Prudential Raises Stakes in Deferred Comp Race Firm offers up to 200% match to select few.Prudential Securities has enhanced its MasterShare deferred compensation program.The new enhancements, which go into effect Jan. 1, 2001, offer company...
Fresh marketing ideas delivered in rapid-fire style give reps ways to get attention.When it comes to marketing, Martin Baird is never at a loss for ideas.Baird, a walking marketing conglomerate, not only has a weekly newsletter, an e-mail...
Saying good-bye to clients isn't easy for most brokers. But paring your book to upgrade your clientele doesn't have to create hard feelings. Here's how some brokers did it.After 15 years of sharpening his skills, gathering assets and adding...
From "The Legacy Planning Landscape," Page 65 The need for estate planning isn't going anywhere, despite what might happen with estate tax "repeal." Nevertheless, because of the uncertainty, clients are procrastinating more than ever.There are...
