Business Planning

Prosperity is not without many fears and distastes, said Sir Francis Bacon, and I couldn't agree more. When it comes to attracting and retaining affluent clients the sorts of clients that deliver an advisor the prosperity he's in business to...

The average production in the room was $1.5 million, the length of service 20 years, but the trepidation was the sort of thing you might feel at a freshman orientation. This was at a workshop called Skating to the Money Mastering High-Net-Worth...

A dvisors who aspire to building a high-net-worth practice can take some cues from the medical community. Back in January 2002, The New YorkTimes ran the following front-page headline: Doctor's New Practices Offer Service for Deluxe Fee. The...

There's an old saying in investment management consulting: If you want a clear picture of a manager, look at him during a bear market. Evaluating, selecting and monitoring managers requires sound judgment and significant due diligence; it is part...

The one-stop financial shop is still, after all this talk, the Promised Land. Management and even reps dream about cross selling, about grabbing more business from their current clients, about creating deeper relationships the truly kind in which...

Managed accounts as part of an overall wealth management strategy.

How to break through the jitters that hamper up-market prospecting efforts.

The new federal do-not-call list promises to make cold calling a more challenging process. But this tried-and-true prospecting procedure is a resilient beast...

Are you doing the things that will land high-net-worth clients? Here's a simple test that will tell you.

In previous columns, I have addressed whom to target for managed accounts and why such investments are attractive to affluent clients. This month's column concentrates on seven key factors that drive successful investing of any kind. When meeting...