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...

It's all your fault. That's right. You, Mister Broker, are the problem. You are the primary reason why the average retail investor doesn't understand his mutual fund investments such as the impact of fund expenses on fund returns or even what an...

A broker sued by a client typically has a lot of questions about rights and responsibilities. But none is more important than: Who is liable for my defense and for the possible damages that follow? What we're talking about here is indemnification...

By now, the benefits of migrating to a high-net-worth business are well known. So, too, are the challenges of making the transition. Everything about targeting high-net-worth clients spells change, specifically: Continuing one's day job (the old...

Washington's effort to make fund marketing more transparent could make selling these products a lot trickier for brokers.

If you've ever courted a client, you've been rejected. Like any spurned suitor, you have probably anguished over where you went wrong. What could you have said or done to make it work? When wealthy clients say no to a rep after all that schmoozing...

New rules, legal precedents and a willingness of hiring firms to negotiate non-compete and non-solicitation clauses in contracts can give brokers more options.