Despite the pervasiveness of online trading, most Web-based financial services have yet to win acceptance among consumers, according to a study by Mercer Management Consulting. The study, which assesses the impact of...
JANUARY Pg. No. 57 CPAs Are Here Accountants are a growing force in brokerage. 64 Unlikely Clients Generation Xers are ready to do investment planning. 75 Broker Lite Service offerings that lie between discount and...
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...
From "Building Your Fan Club," Page 73 An annual family gathering is the cornerstone of Floyd Shilanski's effort to build multigenerational client loyalty. Shilanski is an independent broker in Anchorage...
From "Fond Farewells," Page 54 Scott Reed and his partner, John Hardy, at Hilliard Lyons in Tupelo, Miss., gave away 100 smaller clients in October and planned to distribute another 100 accounts to junior brokers in...
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...
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...
Although adult children don't have a legal obligation to take care of their parents, they often feel an emotional or moral responsibility.Denise Yuu, a rep with Salomon Smith Barney in Hartford, Conn., works mostly...
Columnist Len Reinhart offers guidance to new brokers interested in differentiating themselves. "Rather than spend time learning cold calling techniques, learn the planning profession," he says. "Focus on areas other...
A statute of limitations is a legal deadline for filing a claim. If the deadline has expired, the claim is dead, no matter how good it might have been.Some statutes of limitations start automatically when a purchase...
