Most successful wealth management practices have one thing in common: They sell service, not performance. There have been numerous industry studies on the topic, and for the most part, top quartile performance doesn’t rate in the top three...
Most financial professionals we know don’t ask for feedback. Why? They’re afraid of what they might hear or they assume they won’t receive honest feedback anyway. ...
Over the next five years, household assets are expected to increase by $89 trillion in the 25 top markets, pumping $50 trillion into the wealth industry, according to new research by Roubini ThoughtLab. But if wealth advisors and investment firms...
If the events of the last 15 years post 9/11 have taught us anything, it's that we live in a highly uncertain world where everything from natural calamities to man-made tragedies can — and unfortunately all too frequently do &mdash...
Business continuity and disaster planning has been a focus of the Securities and Exchange Commission in its examinations of Registered Investment Advisors in recent years, following the impact of disasters such as Hurricane Sandy on advisors in...
Our research on affluent investors clearly shows that 75 percent are uncomfortable when you ask for referrals. Not to mention, it can come across as though you're begging for business. So, how do you increase referrals without asking? In...
Twenty percent of advisors will likely exit the business voluntarily or involuntarily over the next five years; yet two-thirds of firms don’t have business continuity or succession plans, said Pershing CEO Mark Tibergien, speaking during a...
BOSTON — “I’m not convinced my firm understands the importance of giving us flexibility over pricing,” stated Harold with a sigh, then filled in the details, “I just lost a client over fees, claimed we were charging...
The record keeping industry’s competitive challenges are well known: Lower fees, increasing regulatory requirements and higher technology costs are frequently cited. One result from these pressures is consolidation, and it’s estimated...
The ultimate goal for many advisors who own their own firm is to eventually sell their business for a profit. While there are countless ways to increase a firm’s value before a sale in order to receive the most money possible, advisors can...
