In the past, almost any violation by a rep resulted in a fine. Only in the most extreme cases were severe measures, like suspension and expulsion, used. Break a rule, be found guilty, write a check without admitting or denying guilt. Not so today...
Recruiters say reps that are tiring of the pressure to convert their clients to fee-based arrangements have an alternative in the independent broker/dealer world. Many of our recent placements with regionals have been experienced brokers who want...
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...
Executors face a painful dilemma in deciding when to satisfy a pecuniary bequest. If they make distributions too quickly, creditors may hold them liable for disposing of funds needed to pay debts. If they make distributions too slowly...
Advisors of a certain age might remember an old Heineken beer ad campaign based around this phrase: Just being the best is enough. The idea, of course, being that the beer was so good it sold itself. A surprising number of advisors subscribe to a...