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was recently added to the human resources department to provide brokers with \"a single point of contact\" for retirement information.A representative from the new retirement office spoke to a handful of Merrill","articleBodyJsonSummary","normal","paidGating",{"_778":32,"_779":780},"paidContent","paidProductTaxonomy",[],"articleSize","big",{"_184":185,"_163":784,"_186":785,"_169":787,"_171":787,"_174":788,"_770":789,"_176":177,"_178":790,"_180":177,"_172":791,"_774":177,"_196":775,"_181":182,"_183":133,"_194":195,"_776":792,"_781":782},{"_165":177,"_167":177},[786],{"_54":738,"_190":737,"_192":177,"_767":177},"SSB Execs Crow About Citibank Synergies","/wealth-management-industry-trends/ssb-execs-crow-about-citibank-synergies",{},"Sep 1, 1999","If you've been waiting for evidence of any concrete synergies between Salomon Smith Barney and its adoptive parents at Citigroup, SSB co-head of retail Jay Mandelbaum says he has the documentation. Specifically, SSB's financial consultants have delivered nearly 500 million worth of Citibank loans, mortgages and other lending products over the past six months, a period in which Citibank has been familiarizing",{"_778":32,"_779":793},[],{"_184":185,"_163":795,"_186":796,"_169":798,"_171":798,"_174":799,"_770":800,"_176":177,"_178":790,"_180":177,"_172":801,"_774":177,"_196":775,"_181":182,"_183":133,"_194":759,"_776":802,"_781":782},{"_165":177,"_167":177},[797],{"_54":738,"_190":737,"_192":177,"_767":177},"Precise Prospector","/wealth-management-industry-trends/precise-prospector",{},"In August 1991, David Sack reinvented himself. At the time, Sack, a sales manager for the Shearson Lehman Bros. office at 625 Madison Ave., was enjoying the pinnacle of success. \"Lehman was the greatest sales machine in the history of the industry,\" he says. \"It has been emulated by everybody.\"But success had its headaches. The company was struggling through constant mergers and acquisitions that",{"_778":32,"_779":803},[],{"_184":185,"_163":805,"_186":806,"_169":808,"_171":808,"_174":809,"_770":810,"_176":177,"_178":790,"_180":177,"_172":811,"_774":177,"_196":775,"_181":182,"_183":133,"_194":812,"_776":813,"_781":782},{"_165":177,"_167":177},[807],{"_54":738,"_190":737,"_192":177,"_767":177},"Who's Complaining?","/wealth-management-industry-trends/who-s-complaining-",{},"Congratulations! Your clients are complaining.Sounds ridiculous, right? But ask any experienced producer how much he appreciates receiving constructive criticism, and you'll immediately understand why.\"When we experience problems, we see big opportunities,\" says Charles ReCorr, a wirehouse producer in Raleigh, N.C. \"When you have a problem with a client, you can demonstrate your ability to resolve",7,{"_778":32,"_779":814},[],{"_184":185,"_163":816,"_186":817,"_169":819,"_171":819,"_174":820,"_770":821,"_176":177,"_178":790,"_180":177,"_172":822,"_774":177,"_196":775,"_181":182,"_183":133,"_194":759,"_776":823,"_781":782},{"_165":177,"_167":177},[818],{"_54":738,"_190":737,"_192":177,"_767":177},"Dalbar, Microsoft Create Broker-Client Matchmaker Service","/wealth-management-industry-trends/dalbar-microsoft-create-broker-client-matchmaker-service",{},"About 3,000 financial professionals are testing the new online matchmaking service created by Boston-based Dalbar Financial and Microsoft. Called Advisor Finder, the service links users of Microsoft's MoneyCentral site (www.moneycentral.msn.com) with compatible financial professionals. The service went live July 14.Salomon Smith Barney, American Express Financial Advisors, U.S. Bancorp Piper Jaffray",{"_778":32,"_779":824},[],{"_184":185,"_163":826,"_186":827,"_169":829,"_171":829,"_174":830,"_770":831,"_176":177,"_178":790,"_180":177,"_172":832,"_774":177,"_196":775,"_181":182,"_183":133,"_194":195,"_776":833,"_781":782},{"_165":177,"_167":177},[828],{"_54":738,"_190":737,"_192":177,"_767":177},"Confused About Extended Trading Hours? Join the Club","/wealth-management-industry-trends/confused-about-extended-trading-hours-join-the-club",{},"Still in the dark about after-hours trading? You're not alone.Although wirehouses have been among the most powerful supporters of extended trading hours, they aren't telling brokers much about how they might be affected.So, will brokers be manning graveyard shifts, taking orders from insomniac clients at 2 a.m.?Fear not, say several retail firms. Although wirehouses remain tight-lipped about any specifics",{"_778":32,"_779":834},[],{"_184":185,"_163":836,"_186":837,"_169":839,"_171":839,"_174":840,"_770":841,"_176":177,"_178":842,"_180":177,"_172":843,"_774":177,"_196":775,"_181":182,"_183":133,"_194":844,"_776":845,"_781":782},{"_165":177,"_167":177},[838],{"_54":738,"_190":737,"_192":177,"_767":177},"Missing Minorities","/wealth-management-industry-trends/missing-minorities",{},"Aug 1, 1999","When the SIA announced the findings of its survey on women and minorities in the securities industry this spring, the statistics were underwhelming.\"No surprises,\" says Kathleen Flanagan, co-chair of the SIA Diversity Committee, which created the poll and published the results in a report for member firms.Minority retail brokers are scarce in this business. They represent just 3.7% of the sales force",15,{"_778":32,"_779":846},[],{"_184":185,"_163":848,"_186":849,"_169":851,"_171":851,"_174":852,"_770":853,"_176":177,"_178":842,"_180":177,"_172":854,"_774":177,"_196":775,"_181":182,"_183":133,"_194":759,"_776":855,"_781":782},{"_165":177,"_167":177},[850],{"_54":738,"_190":737,"_192":177,"_767":177},"Southwest's Population Growth","/wealth-management-industry-trends/southwest-s-population-growth",{},"With four different broker/dealer subsidiaries, Dallas-based holding company Southwest Securities Group (SSG) offers a smorgasbord of financial services--everything from deep-discount online trading and clearing services to full-service brokerage.And as the company expands its array of services and its sales force, it has attracted the attention of both the business press and the brokerage community.",{"_778":32,"_779":856},[],{"_184":185,"_163":858,"_186":859,"_169":864,"_171":864,"_174":865,"_770":866,"_176":177,"_178":867,"_180":177,"_172":868,"_774":177,"_196":775,"_181":182,"_183":133,"_194":869,"_776":870,"_781":782},{"_165":177,"_167":177},[860,861],{"_54":738,"_190":737,"_192":177,"_767":177},{"_54":862,"_190":863,"_192":177,"_767":177},"Nicole Coulter","/author/nicole-coulter","Serenity Now","/wealth-management-industry-trends/serenity-now",{},"Jul 1, 1999","1) Delegate.Loosen up and don't be afraid to share the load. But make sure you know whom you are entrusting. \"Financial consultants should take the time to get to know their sales assistant, new accounts clerk, operations staff and even the receptionist,\" says Scottie King, director of resource development at Salomon Smith Barney in New York. \"Understand what their strengths and weaknesses are.\"Next,",8,{"_778":32,"_779":871},[],{"_184":185,"_163":873,"_186":874,"_169":876,"_171":876,"_174":877,"_770":878,"_176":177,"_178":879,"_180":177,"_172":880,"_774":177,"_196":775,"_181":182,"_183":133,"_194":881,"_776":882,"_781":782},{"_165":177,"_167":177},[875],{"_54":738,"_190":737,"_192":177,"_767":177},"Josephthals Renovation Plans","/wealth-management-industry-trends/josephthals-renovation-plans",{},"Apr 1, 1999","Josephthal & Co. is an anomaly on Wall Street. As one of the few remaining privately-held investment banks and brokerage firms in operation, it has avoided being swallowed in the merger and acquisition frenzy that eliminated so many of its contemporaries. Josephthal is also an anachronism in some respects: A full-service brokerage firm that lacked any formal managed accounts--or even a central asset",5,{"_778":32,"_779":883},[],{"_184":185,"_163":885,"_186":886,"_169":888,"_171":888,"_174":889,"_770":890,"_176":177,"_178":891,"_180":177,"_172":892,"_774":177,"_196":775,"_181":182,"_183":133,"_194":881,"_776":893,"_781":782},{"_165":177,"_167":177},[887],{"_54":738,"_190":737,"_192":177,"_767":177},"Changing a Culture","/wealth-management-industry-trends/changing-a-culture",{},"Mar 1, 1999","As one of Nasdaqs largest market makers, Herzog Heine Geduld (HHG) is a familiar name to many in the financial services community. 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