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Mucciolo","/author/christina-mucciolo","role","Merrill Slashes Trading Jobs","/recruiting/merrill-slashes-trading-jobs","linkAttrs",{},"Jan 4, 2008","Merrill Lynch began a round of layoffs this morning: The dismissals reportedly kicked off at 7 a.m. on the trading floor, according to Wall Street news blog Dealbreaker","articleBodyJsonSummary","normal","paidGating",{"_781":32,"_782":783},"paidContent","paidProductTaxonomy",[],"articleSize","big",{"_184":185,"_163":787,"_186":788,"_169":794,"_171":794,"_174":795,"_773":796,"_176":177,"_178":797,"_180":177,"_172":798,"_777":177,"_196":778,"_181":370,"_183":371,"_194":362,"_779":799,"_784":785},{"_165":177,"_167":177},[789],{"_54":790,"_190":791,"_192":792,"_770":793},"Matt Oechsli","/author/matt-oechsli","https://eu-images.contentstack.com/v3/assets/bltabaa95ef14172c61/blt8b78fa4b3af4982f/6724b89b468f573d3d8d63fe/matt-oechsli-web.jpg","Columnist: The Inner Game","The Magnetic Salesman","/marketing/the-magnetic-salesman",{},"Jan 1, 2008","Let's review three irrefutable truths: The affluent do not like sales people. Too many veteran advisors have neglected their sales skills. Advisors possessing high-level sales skills can take affluent clients from anybody. Although few would dispute the above truths, it's almost as though the financial-services industry is in denial. When talking about and planning for growth, most advisors seem to",{"_781":32,"_782":800},[],{"_184":185,"_163":802,"_186":803,"_169":805,"_171":806,"_174":807,"_773":808,"_176":177,"_178":809,"_180":177,"_172":810,"_777":177,"_196":778,"_181":370,"_183":371,"_194":362,"_779":811,"_784":785},{"_165":177,"_167":177},[804],{"_54":790,"_190":791,"_192":792,"_770":793},"Understanding The Affluent 2007","Understanding The Affluent","/marketing/understanding-the-affluent-2007",{},"Dec 1, 2007","Are you targeting the affluent? Are you interested in acquiring clients with larger pools of assets? Of course you are. Every financial advisor is aiming for larger client accounts these days, and in particular, they are trying to capture a piece of what has become known as boomer affluence. (By now, unless you have been living in a closet, you've heard more than you probably want to about this boomer",{"_781":32,"_782":812},[],{"_184":185,"_163":814,"_186":815,"_169":817,"_171":817,"_174":818,"_773":819,"_176":177,"_178":820,"_180":177,"_172":821,"_777":177,"_196":778,"_181":370,"_183":371,"_194":362,"_779":822,"_784":785},{"_165":177,"_167":177},[816],{"_54":790,"_190":791,"_192":792,"_770":793},"Thinking Like The Affluent","/marketing/thinking-like-the-affluent",{},"Nov 1, 2007","There is such a thing as the affluent touch: It's a matter of attitude and approach. In fact, this quality is often the very thing that makes one financial advisor more successful at courting the affluent than another. But it's not terribly difficult to develop. Here are some of the essential elements: Know thyself: You must be comfortable in your own skin if you expect to master the world of the",{"_781":32,"_782":823},[],{"_184":185,"_163":825,"_186":826,"_169":830,"_171":830,"_174":831,"_773":832,"_176":177,"_178":833,"_180":177,"_172":834,"_777":177,"_196":778,"_181":313,"_183":314,"_194":362,"_779":835,"_784":785},{"_165":177,"_167":177},[827],{"_54":828,"_190":829,"_192":177,"_770":177},"Halah Touryalai","/author/halah-touryalai","Impact This! Schwabbies Descend Upon Vegas","/business-planning/impact-this-schwabbies-descend-upon-vegas",{},"Oct 30, 2007","They didn't get to \"Talk to Chuck,\" but attendees of the 2007 Schwab IMPACT conference did get a chance to talk to Walt Bettinger, president and chief operating officer, as well as Charles Goldman, executive vice president of Schwab Institutional in an afternoon Q&A session at the Mandalay Bay Convention Center in Las Vegas.",{"_781":32,"_782":836},[],{"_184":185,"_163":838,"_186":839,"_169":841,"_171":841,"_174":842,"_773":843,"_176":177,"_178":844,"_180":177,"_172":845,"_777":177,"_196":778,"_181":313,"_183":314,"_194":362,"_779":846,"_784":785},{"_165":177,"_167":177},[840],{"_54":790,"_190":791,"_192":792,"_770":793},"Getting a Thumbs Up From the Wealthy","/business-planning/getting-a-thumbs-up-from-the-wealthy",{},"Oct 1, 2007","Think for a moment about your affluent clients and their centers-of-influence. As you scroll through these images in the theater of your mind, try to assess your marketplace equity. If is your initial response to this term, you are not alone. But being familiar with the term itself is far less important than understanding the concepts behind it. Let's have a quick marketing lesson: What exactly is",{"_781":32,"_782":847},[],{"_184":185,"_163":849,"_186":850,"_169":856,"_171":856,"_174":857,"_773":858,"_176":177,"_178":844,"_180":177,"_172":859,"_777":177,"_196":778,"_181":218,"_183":219,"_194":362,"_779":860,"_784":785},{"_165":177,"_167":177},[851],{"_54":852,"_190":853,"_192":854,"_770":855},"Stan Luxenberg","/author/stan-luxenberg","https://eu-images.contentstack.com/v3/assets/bltabaa95ef14172c61/blt8395e4193df54a18/6724b96fdb7f32fd699256e6/stan-luxenberg-web.jpg","Special Contributor","ETF Clones-At A Discount","/alternative-investments/etf-clones-at-a-discount",{},"Millions of investors have piled into exchange-traded funds (ETFs) over the past decade. Assets in the funds have grown from $65 billion in 2000 to $488 billion today, according to the Investment Company Institute, the mutual fund trade group. There are good reasons for this growth. ETFs offer low costs and tax efficiency. But for all their virtues, they are not always the best choice. Consider their",{"_781":32,"_782":861},[],{"_184":185,"_163":863,"_186":864,"_169":870,"_171":870,"_174":871,"_773":872,"_176":177,"_178":844,"_180":177,"_172":873,"_777":177,"_196":778,"_181":218,"_183":219,"_194":362,"_779":874,"_784":785},{"_165":177,"_167":177},[865],{"_54":866,"_190":867,"_192":868,"_770":869},"David Geracioti","/author/david-geracioti","https://eu-images.contentstack.com/v3/assets/bltabaa95ef14172c61/bltd04eee80f4ce39c6/6724b9993cfc7c4cecb5574c/david-geraciote.jpg","Editor in Chief","Meet The New Panic, Just Like the Old Panic","/alternative-investments/meet-the-new-panic-just-like-the-old-panic",{},"About the current credit market turmoil, Former Federal Reserve Chairman Alan Greenspan said in early September, The behavior in what we are observing in the last seven weeks is identical in many respects to what we saw in 1998, what we saw in the stock market crash of 1987, what I suspect we saw in the land-boom collapse of 1837, and certainly the bank panic of 1907. Registered Rep.'s Editor-In-Chief",{"_781":32,"_782":875},[],{"_184":185,"_163":877,"_186":878,"_169":880,"_171":880,"_174":881,"_773":882,"_176":177,"_178":844,"_180":177,"_172":883,"_777":177,"_196":778,"_181":370,"_183":371,"_194":362,"_779":884,"_784":785},{"_165":177,"_167":177},[879],{"_54":828,"_190":829,"_192":177,"_770":177},"U.S. out, London in","/marketing/u-s-out-london-in",{},"Foreign companies are certainly thumbing their noses at U.S. exchanges these days. The number of American Depository Receipts listed on U.S. exchanges peaked in 2001 at over 600, and has been in decline ever since, according to a report from Fortigent, a Rockville, Md.-based consulting group. Dan Trosch, author of a report from Fortigent, says more numerous listing requirements, and the burden of",{"_781":32,"_782":885},[],{"_184":185,"_163":887,"_186":888,"_169":890,"_171":890,"_174":891,"_773":892,"_176":177,"_178":893,"_180":177,"_172":894,"_777":177,"_196":778,"_181":313,"_183":314,"_194":362,"_779":895,"_784":785},{"_165":177,"_167":177},[889],{"_54":790,"_190":791,"_192":792,"_770":793},"Teaming Up For High Performance","/business-planning/teaming-up-for-high-performance",{},"Sep 1, 2007","Many years ago our research on the affluent led us to investigate wealth management teams. We turned our focus to teams simply because it became obvious that it was difficult (if not impossible) to manage the entirety of an affluent client's financial affairs while flying solo. The major firms have obviously picked up on this point in recent years, and have been busily organizing their advisors into",{"_781":32,"_782":896},[],{"_184":185,"_163":898,"_186":899,"_169":901,"_171":901,"_174":902,"_773":903,"_176":177,"_178":893,"_180":177,"_172":904,"_777":177,"_196":778,"_181":313,"_183":314,"_194":362,"_779":905,"_784":785},{"_165":177,"_167":177},[900],{"_54":768,"_190":769,"_192":177,"_770":177},"Stand by the Man","/business-planning/stand-by-the-man",{},"It's a fact: The biggest financial advisors, in terms of assets under management, are wirehouse advisors. Actually, when we began this top advisor list back in September 2002, only a couple of spots were filled by regionals (Legg Mason, for example) and registered investment advisories. This domination by wirehouse reps has continued, so much so that we now break the list into three catergories: biggest",{"_781":32,"_782":906},[],{"_184":185,"_163":908,"_186":909,"_169":911,"_171":911,"_174":912,"_773":913,"_176":177,"_178":914,"_180":177,"_172":915,"_777":177,"_196":778,"_181":370,"_183":371,"_194":362,"_779":916,"_784":785},{"_165":177,"_167":177},[910],{"_54":790,"_190":791,"_192":792,"_770":793},"Market Yourself","/marketing/market-yourself",{},"Aug 1, 2007","The applause was loud and lasting in a ballroom packed with over 250 senior financial advisors who were being treated to a preview of their firm's new television advertising campaign. Giving credit where credit is due, the ads were very well done; they clearly communicated that the firm featured offers comprehensive wealth management services through knowledgeable and trustworthy professionals. But",{"_781":32,"_782":917},[],{"_184":185,"_163":919,"_186":920,"_169":924,"_171":924,"_174":925,"_773":926,"_176":177,"_178":914,"_180":177,"_172":927,"_777":177,"_196":778,"_181":236,"_183":237,"_194":362,"_779":928,"_784":785},{"_165":177,"_167":177},[921],{"_54":922,"_190":923,"_192":177,"_770":177},"Kevin Burke","/author/kevin-burke","The Everyman's Advisor","/mutual-funds/the-everyman-s-advisor",{},"Most financial advisors lust after rich people. Lust is perhaps an arresting choice of words, but it does accurately describe the intensity of desire an advisor suddenly feels when a liquid millionaire is referred to him. This is precisely what makes advisors like Adam Bold so, well, different. Bold, owner of The Mutual Fund Store, actually targets the mass affluent retail investors with $50,000 to",{"_781":32,"_782":929},[],{"_184":185,"_163":931,"_186":932,"_169":936,"_171":936,"_174":937,"_773":938,"_176":177,"_178":914,"_180":177,"_172":939,"_777":177,"_196":778,"_181":370,"_183":371,"_194":362,"_779":940,"_784":785},{"_165":177,"_167":177},[933],{"_54":934,"_190":935,"_192":177,"_770":177},"Nancy N. DiCostanzo","/author/nancy-n-dicostanzo","Web-olution","/marketing/web-olution",{},"Sure, you've got rock bands and artists advertising themselves through profiles on social networking websites like MySpace, but financial services firms? Yup, and some say it could even the business. The Online Banking Report just published Social Personal Finance: Will social networking revolutionize personal finance? According to the report, one-third of U.S. households will use online personal",{"_781":32,"_782":941},[],{"_184":185,"_163":943,"_186":944,"_169":948,"_171":949,"_174":950,"_773":951,"_176":177,"_178":952,"_180":177,"_172":953,"_777":177,"_196":778,"_181":745,"_183":746,"_194":362,"_779":954,"_784":785},{"_165":177,"_167":177},[945],{"_54":946,"_190":947,"_192":177,"_770":177},"Susan Konig","/author/susan-konig","Post Acquisition, A.G. Edwards BOMs Have Tough Job to Do 2007-07-12","Post Acquisition, A.G. Edwards BOMs Have Tough Job to Do","/mergers-acquisitions/post-acquisition-a-g-edwards-boms-have-tough-job-to-do-2007-07-12",{},"Jul 12, 2007","With the Wachovia purchase of A.G. Edwards (for $6.8 billion) in the fourth quarter, it’s not just A.G. Edwards reps (some of whom fear that the AGE corporate culture will change) who are worried. So are acquired firm’s branch managers. And for good reason. They have a tough job to do: retain the best of the A.G. Edwards reps even as other firms work to lure them away.",{"_781":32,"_782":955},[],{"_184":185,"_163":957,"_186":958,"_169":960,"_171":960,"_174":961,"_773":962,"_176":177,"_178":963,"_180":177,"_172":964,"_777":177,"_196":778,"_181":313,"_183":314,"_194":362,"_779":965,"_784":785},{"_165":177,"_167":177},[959],{"_54":768,"_190":769,"_192":177,"_770":177},"B/D Polygamy","/business-planning/b-d-polygamy",{},"Jul 1, 2007","Why have just one broker/dealer relationship when you can have three or four? Only one-third of affluent investors work with a single b/d, while 35 percent of investors are now working with two b/ds, and another 35 percent have relationships with three or more b/ds, according to a survey by Massachusetts-based marketing firm, Cogent Research. That said, as wealth accumulates so does an investor's",{"_781":32,"_782":966},[],{"_184":185,"_163":968,"_186":969,"_169":975,"_171":975,"_174":976,"_773":977,"_176":177,"_178":963,"_180":177,"_172":978,"_777":177,"_196":778,"_181":742,"_183":743,"_194":362,"_779":979,"_784":785},{"_165":177,"_167":177},[970],{"_54":971,"_190":972,"_192":973,"_770":974},"Mindy Diamond","/author/mindy-diamond","https://eu-images.contentstack.com/v3/assets/bltabaa95ef14172c61/bltb19398d4e2e8dfdd/6724b9b5e28fd5d3df89b233/mindy-diamond-web_0.jpg","Columnist: Career Moves","Overcoming Recruiting Obstacles","/recruiting/overcoming-recruiting-obstacles",{},"There are always a couple of snags when you're switching firms. Fortunately, most obstacles are not as intractable as they might seem. Here are a few cases where patience, negotiation and creativity paid off: Problem-Client Ownership: Brad, a wirehouse advisor producing in excess of $5 million annually, serving only 22 client households, was wooed by a competing wirehouse. Brad and the new firm had",{"_781":32,"_782":980},[],{"_184":185,"_163":982,"_186":983,"_169":987,"_171":987,"_174":988,"_773":989,"_176":177,"_178":963,"_180":177,"_172":990,"_777":177,"_196":778,"_181":313,"_183":314,"_194":362,"_779":991,"_784":785},{"_165":177,"_167":177},[984],{"_54":985,"_190":986,"_192":177,"_770":177},"Christie Matheson","/author/christie-matheson","Shopping for Dog Food and Stocks?","/business-planning/shopping-for-dog-food-and-stocks-",{},"It is no secret that Wal-Mart has an insatiable appetite for expanding the reach of the products and services it offers. But now, behold, the behemoth has ventured onto your turf: financial advice. Meet Wal-Mart Easy Investing by Sharebuilder. Wal-Mart teamed up with the discount-brokerage platform, ShareBuilder Corp. of Bellevue, Wash., and launched the online brokerage service at the end of April.",{"_781":32,"_782":992},[],{"_184":185,"_163":994,"_186":995,"_169":997,"_171":997,"_174":998,"_773":999,"_176":177,"_178":1000,"_180":177,"_172":1001,"_777":177,"_196":778,"_181":370,"_183":371,"_194":362,"_779":1002,"_784":785},{"_165":177,"_167":177},[996],{"_54":768,"_190":769,"_192":177,"_770":177},"Wal-Mart offers online brokerage services","/marketing/wal-mart-offers-online-brokerage-services",{},"Jun 11, 2007","To an almost comic degree, Wal-Mart has an insatiable appetite for expanding the reach of the products and services it offers, and now, behold, the behemoth has ventured on to your turf: financial advice. Meet Wal-Mart Easy Investing by Sharebuilder.",{"_781":32,"_782":1003},[],{"_184":185,"_163":1005,"_186":1006,"_169":1008,"_171":1008,"_174":1009,"_773":1010,"_176":177,"_178":1011,"_180":177,"_172":1012,"_777":177,"_196":778,"_181":742,"_183":743,"_194":362,"_779":1013,"_784":785},{"_165":177,"_167":177},[1007],{"_54":768,"_190":769,"_192":177,"_770":177},"Wachovia Accelerates Hiring in Private Bank","/recruiting/wachovia-accelerates-hiring-in-private-bank",{},"Jun 8, 2007","Under plans to expand its private banking presence, Wachovia Securities said on Thursday it would hire about 300 private bankers over the next three years, more than doubling its number of private banking relationship managers, according to a release.",{"_781":32,"_782":1014},[],{"_184":185,"_163":1016,"_186":1017,"_169":1027,"_171":1027,"_174":1028,"_773":1029,"_176":177,"_178":1030,"_180":177,"_172":1031,"_777":177,"_196":778,"_181":313,"_183":314,"_194":362,"_779":1032,"_784":785},{"_165":177,"_167":177},[1018,1021,1024],{"_54":1019,"_190":1020,"_192":177,"_770":177},"Andre Cappon","/author/andre-cappon",{"_54":1022,"_190":1023,"_192":177,"_770":177},"Guy Manuel","/author/guy-manuel",{"_54":1025,"_190":1026,"_192":177,"_770":177},"Stephan Mignot","/author/stephan-mignot","Credit and Banking: The New Frontier for Securities Firms","/business-planning/credit-and-banking-the-new-frontier-for-securities-firms",{},"Jun 1, 2007","Broker/dealers are starting to market credit products through financial advisors, and it’s good for everyone: the firms, the advisors and the clients.",{"_781":32,"_782":1033},[],{"_184":185,"_163":1035,"_186":1036,"_169":1038,"_171":1038,"_174":1039,"_773":1040,"_176":177,"_178":1030,"_180":177,"_172":1041,"_777":177,"_196":778,"_181":370,"_183":371,"_194":362,"_779":1042,"_784":785},{"_165":177,"_167":177},[1037],{"_54":790,"_190":791,"_192":792,"_770":793},"The Golden Rule Brings Affluent Success","/marketing/the-golden-rule-brings-affluent-success",{},"Treat your clients the way you’d want to be treated, and referrals and business growth will follow naturally.",{"_781":32,"_782":1043},[],{"_184":185,"_163":1045,"_186":1046,"_169":1047,"_171":1047,"_174":1048,"_773":1049,"_176":177,"_178":1050,"_180":177,"_172":1051,"_777":177,"_196":778,"_181":313,"_183":314,"_194":362,"_779":1052,"_784":785},{"_165":177,"_167":177},[],"Ritz-Carlton Basics","/business-planning/ritz-carlton-basics",{},"May 3, 2007","Myrtle Beach: \"Your research on the affluent cites personal service as one of the top criteria impacting client loyalty,\" said Holly, who then posed an excellent question, \"but isn't this rather basic? You would think every advisor strives to provide personalized service to all of her clients.\" Holly's question sparked a discussion about what impact client loyalty can have on affluent word-of-mouth influence (a high-impact Rainmaking activitity). Well, just for the record, the impact is huge! In fact, you will struggle to penetrate your affluent clients' centers-of-influence if you do not excel in consistently delivering Ritz Carlton-quality service.",{"_781":32,"_782":1053},[],{"_184":185,"_163":1055,"_186":1056,"_169":1058,"_171":1058,"_174":1059,"_773":1060,"_176":177,"_178":1061,"_180":177,"_172":1062,"_777":177,"_196":778,"_181":182,"_183":133,"_194":362,"_779":1063,"_784":785},{"_165":177,"_167":177},[1057],{"_54":790,"_190":791,"_192":792,"_770":793},"Are You Referrable?","/wealth-management-industry-trends/are-you-referrable-",{},"May 1, 2007","Jack spent the last 45 minutes of his day watching someone from his home office around citing firm research that showed that 90 percent of the firm's clients would be happy to provide referrals if their advisors would only ask.",{"_781":32,"_782":1064},[],{"_184":185,"_163":1066,"_186":1067,"_169":1073,"_171":1073,"_174":1074,"_773":1075,"_176":177,"_178":1061,"_180":177,"_172":1076,"_777":177,"_196":778,"_181":182,"_183":133,"_194":362,"_779":1077,"_784":785},{"_165":177,"_167":177},[1068],{"_54":1069,"_190":1070,"_192":1071,"_770":1072},"Anne Field","/author/anne-field","https://eu-images.contentstack.com/v3/assets/bltabaa95ef14172c61/blt6af29ea02d1c3780/6724b94b838a146a909cc49e/anne-field-web.jpg","Columnist: Fix My Business","TO PROSPECTOR NOT TO PROSPECT?","/wealth-management-industry-trends/to-prospector-not-to-prospect-",{},"Tracy Wallace, an advisor working for a small RIA, is seeking a way to rev up his marketing and expand his book of business.",{"_781":32,"_782":1078},[],{"_184":185,"_163":1080,"_186":1081,"_169":1083,"_171":1083,"_174":1084,"_773":1085,"_176":177,"_178":1086,"_180":177,"_172":1087,"_777":177,"_196":778,"_181":182,"_183":133,"_194":362,"_779":1088,"_784":785},{"_165":177,"_167":177},[1082],{"_54":790,"_190":791,"_192":792,"_770":793},"Affluent Call Reluctance","/wealth-management-industry-trends/affluent-call-reluctance",{},"Apr 19, 2007","Las Vegas: \"Is it possible to make a lot of money, run in affluent circles, and still be somewhat intimidated about approaching people for business?\" asked Larry as we began our first break at one of our Rainmaker Weekends. Larry, a veteran $1 million plus advisor, then proceeded to give me a quick personal confession. He told me all about his new 7 series BMW, his $2,000 Italian suits and his $200 shirts. When I asked how he was marketing his practice to the affluent, he simply replied, \"I've always been intimidated by people with power and money. I continue to find excuses to avoid affluent people. I don't socialize with them. I don't even belong to the country club where all the serious money plays golf, and I know that I should.\"",{"_781":32,"_782":1089},[],{"_184":185,"_163":1091,"_186":1092,"_169":1094,"_171":1094,"_174":1095,"_773":1096,"_176":177,"_178":1097,"_180":177,"_172":1098,"_777":177,"_196":778,"_181":313,"_183":314,"_194":362,"_779":1099,"_784":785},{"_165":177,"_167":177},[1093],{"_54":790,"_190":791,"_192":792,"_770":793},"Affluent Loyalty Index","/business-planning/affluent-loyalty-index",{},"Apr 5, 2007","Client loyalty has become a key issue within the financial services industry. Finally it appears to have replaced the tired old \"client satisfaction\" standard for measuring client relationships",{"_781":32,"_782":1100},[],{"_184":185,"_163":1102,"_186":1103,"_169":1105,"_171":1105,"_174":1106,"_773":1107,"_176":177,"_178":1108,"_180":177,"_172":1109,"_777":177,"_196":778,"_181":182,"_183":133,"_194":362,"_779":1110,"_784":785},{"_165":177,"_167":177},[1104],{"_54":790,"_190":791,"_192":792,"_770":793},"Business Goals: Motivators or Mirages?","/wealth-management-industry-trends/business-goals-motivators-or-mirages-",{},"Mar 1, 2007","As the first quarter of 2007 draws to a close, it's a good time to revisit your business plan: those goals you established at the end of last year, the commitment you made to turn 2007 into Your Year of Greatness (as I urged you to do in my January column). Recently I was listening in on an associate's tele-coaching call. Doug, the advisor being coached, was reviewing his long-range professional goals",{"_781":32,"_782":1111},[],{"_184":185,"_163":1113,"_186":1114,"_169":1116,"_171":1116,"_174":1117,"_773":1118,"_176":177,"_178":1108,"_180":177,"_172":1119,"_777":177,"_196":778,"_181":182,"_183":133,"_194":362,"_779":1120,"_784":785},{"_165":177,"_167":177},[1115],{"_54":1069,"_190":1070,"_192":1071,"_770":1072},"Meet Your Future Clients","/wealth-management-industry-trends/meet-your-future-clients",{},"Last November, Michael Domingo and his partner, John Hetzel, launched their own advisory firm in Dallas with their eyes on an unusual prize: 20-somethings without a lot of assets. Domingo, 36, and Hetzel, 30, had both spent about five years with Fidelity Investments and, much of that time, watched as family and friends in the 20-something group were rejected by financial advisors who served more affluent",{"_781":32,"_782":1121},[],{"_184":185,"_163":1123,"_186":1124,"_169":1128,"_171":1128,"_174":1129,"_773":1130,"_176":177,"_178":1131,"_180":177,"_172":1132,"_777":177,"_196":778,"_181":182,"_183":133,"_194":362,"_779":1133,"_784":785},{"_165":177,"_167":177},[1125],{"_54":1126,"_190":1127,"_192":177,"_770":177},"Kristen French","/author/kristen-french","Bringing Up Baby: Advising the Rich on Their Kids","/wealth-management-industry-trends/bringing-up-baby-advising-the-rich-on-their-kids",{},"Feb 28, 2007","Rich kids are a little bit smarter about money than you might think, a recent survey from PNC Wealth Management suggests. But they still have a long way to go in developing healthy earning, saving and investing habits, the survey showed. Often, their parents fail to take some basic steps to help them with this crucial task.",{"_781":32,"_782":1134},[],{"_184":185,"_163":1136,"_186":1137,"_169":1139,"_171":1139,"_174":1140,"_773":1141,"_176":177,"_178":1142,"_180":177,"_172":1143,"_777":177,"_196":778,"_181":370,"_183":371,"_194":362,"_779":1144,"_784":785},{"_165":177,"_167":177},[1138],{"_54":790,"_190":791,"_192":792,"_770":793},"Affluent Client Acquisition—The Future is Now!","/marketing/affluent-client-acquisition-the-future-is-now-",{},"Feb 15, 2007","Phoenix: \"I think it's time that we focus on growing the practice\" stated Mark. \"We do a great job for our clients, we have good policies and procedures, and last year we focused on upgrading and transitioning our clients to where we were truly the \"go-to\" financial coordinator -- and it was a good year. But this year we need to focus on more affluent clients.\"",{"_781":32,"_782":1145},[],{"_184":185,"_163":1147,"_186":1148,"_169":1150,"_171":1150,"_174":1151,"_773":1152,"_176":177,"_178":1153,"_180":177,"_172":1154,"_777":177,"_196":778,"_181":313,"_183":314,"_194":362,"_779":1155,"_784":785},{"_165":177,"_167":177},[1149],{"_54":790,"_190":791,"_192":792,"_770":793},"The 12 Commandments of Rainmaking","/business-planning/the-12-commandments-of-rainmaking",{},"Feb 1, 2007","Not a day goes by without my office receiving multiple inquiries about or affluent client acquisition: What does it take to become a rainmaker?",{"_781":32,"_782":1156},[],{"_184":185,"_163":1158,"_186":1159,"_169":1161,"_171":1161,"_174":1162,"_773":1163,"_176":177,"_178":1164,"_180":177,"_172":1165,"_777":177,"_196":778,"_181":742,"_183":743,"_194":362,"_779":1166,"_784":785},{"_165":177,"_167":177},[1160],{"_54":922,"_190":923,"_192":177,"_770":177},"In a Competitive Recruiting Climate, Merrill Sweetens FA Benefits","/recruiting/in-a-competitive-recruiting-climate-merrill-sweetens-fa-benefits",{},"Dec 21, 2006","Merrill Lynch has launched a new benefit program for its army of 15,700 brokers that will provide financial assistance to their families in the event of their death. The added death benefits include a lump-sum payment based on a flat 36 percent of the broker’s trailing 12-months production. The program, effective Jan. 1, 2007, is in addition to the standard accidental-death insurance package that links benefits to an employee’s salary.",{"_781":32,"_782":1167},[],{"_184":185,"_163":1169,"_186":1170,"_169":1172,"_171":1172,"_174":1173,"_773":1174,"_176":177,"_178":1175,"_180":177,"_172":1176,"_777":177,"_196":778,"_181":745,"_183":746,"_194":362,"_779":1177,"_784":785},{"_165":177,"_167":177},[1171],{"_54":922,"_190":923,"_192":177,"_770":177},"Small Firms Move to Block NYSE/NASD SRO Merger","/mergers-acquisitions/small-firms-move-to-block-nyse-nasd-sro-merger",{},"Nov 29, 2006","Not everybody is cheering the formation of a single self-regulatory organization. An insurgency of small brokerage firms is urging their peers to strike down yesterday's announced merger between the regulatory arms of NYSE and NASD. The Financial Industry Association, an upstart advocacy group of an estimated 1,000 small independent broker/dealers that seeks sweeping industry reforms, sent a letter to all NASD member firms asking them to vote “no” on the merger citing disingenuous motives and a lack of time to consider its terms.",{"_781":32,"_782":1178},[],{"_184":185,"_163":1180,"_186":1181,"_169":1183,"_171":1183,"_174":1184,"_773":1185,"_176":177,"_178":1186,"_180":177,"_172":1187,"_777":177,"_196":778,"_181":313,"_183":314,"_194":362,"_779":1188,"_784":785},{"_165":177,"_167":177},[1182],{"_54":790,"_190":791,"_192":792,"_770":793},"Warning or Opportunity?","/business-planning/warning-or-opportunity-",{},"Nov 1, 2006","The surprising success of Vanguard's new online financial planning service suggests advisors have some work to do",{"_781":32,"_782":1189},[],"sidebarModules",[1192,1240,1255,1367,1402,1421],{"_88":1193,"_1194":1195,"_1237":1238},"module_content_cards","data",{"_112":1196,"_1197":1198,"_196":1199,"_762":1200,"_1233":1234,"_1235":1234,"_1236":-7},"RSB - Content cards","moduleLabel","Latest news","default",[1201,1216,1224],{"_88":1202,"_1194":1203},"contentPreview",{"_184":185,"_196":1204,"_163":1205,"_169":1208,"_171":1209,"_174":1210,"_176":1210,"_773":1211,"_178":179,"_180":177,"_181":158,"_183":159,"_186":1212,"_194":271,"_779":1214},"card-horizontal",{"_165":1206,"_167":1207},"https://eu-images.contentstack.com/v3/assets/bltabaa95ef14172c61/blt67004ea2ccff0fbb/67abcc8f39b12b008b1cb140/restieiri-oros-hightower.jpg","Larry Restieri and Bob Oros Hightower","Hightower CEO Bob Oros To Step Down","Hightower CEO Bob Oros To Step Down ","/career-moves/hightower-ceo-bob-oros-to-step-down",{},[1213],{"_54":359,"_190":360,"_192":361},{"_781":32,"_782":1215},[],{"_88":1202,"_1194":1217},{"_184":185,"_196":1204,"_163":1218,"_169":170,"_171":170,"_174":175,"_176":175,"_773":1219,"_178":179,"_180":177,"_181":182,"_183":133,"_186":1220,"_194":195,"_779":1222},{"_165":166,"_167":168},{},[1221],{"_54":189,"_190":191,"_192":193},{"_781":32,"_782":1223},[],{"_88":1202,"_1194":1225},{"_184":185,"_196":1204,"_163":1226,"_169":263,"_171":1227,"_174":265,"_176":265,"_773":1228,"_178":179,"_180":177,"_181":233,"_183":234,"_186":1229,"_194":271,"_779":1231},{"_165":261,"_167":262},"Advisor Use of Custom Model Portfolios Rises",{},[1230],{"_54":268,"_190":269,"_192":270},{"_781":32,"_782":1232},[],"dateDisplay","show","contributorDisplay","displayAd","adConfig",{"_1239":32},"nativeAdOption",{"_88":1241,"_1242":1243,"_1194":1244},"module_newsletter_promo","uid","blta6c28a4504323eb8",{"_112":1245,"_670":1246,"_1247":1243,"_671":1248,"_196":1249,"_1250":1251,"_1252":32,"_1253":1254},"Sign Up for Newsletters","Sign up to receive the latest insights, trends, and analysis.","newsletterId","Subscribe 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Trusts & Estates: February 2025 Digital Edition