What advisor couldn't build a respectable practice just serving the needs of doctors, lawyers and MBAs? Six- (and even seven-) figure incomes, smart, well connected and, most importantly, too busy to handle their own investments. Research suggests...
Advisors trolling for small business clients are discovering what mate-seeking singles have known for years: cyberspace is the place. The old methods of small business prospecting, such as hanging around the Chambers of Commerce and Kiwanis clubs...
The industry's focus on high-net-worth clients has been a boon to many advisors, but the high energy focus required to succeed in the high-net-worth game is not always easy to sustain. An advisor I know named Marsha admitted: Sometimes I wonder if...
Dreams are an important part of any successful advisory business. Indeed, they represent perhaps the purest form of aspiration. But there's a reason that is a derisive term in the business world: Many people are unwilling to pay the price for...
The term 12-step process is all but synonymous with substance-abuse recovery, but it's also easily applied to other undesirable behavior: poor salesmanship. Our interviews with successful high-net-worth advisors has helped us to create a process...