It is a popular notion in the industry that only older advisors are and should be worried about succession planning. I beg to differ. Let me cite the example of a sole practitioner in Boston, MA I’ll call John Jones, who I recently spoke...

Buyers and sellers of businesses sometimes become fixated on the final price. However, the way that price is paid may be more important than the actual number. It's rare that a business is completely paid for in cash. That means the rest of...

The emergence of so-called “robo-advisors” – online platforms that provide investors with analytical tools for creating their own financial plans and investment portfolios – has been creating a ripple of concern within the...

Most financial advisors don’t think big enough

Nearly a third of advisors plan to buy another practice in the next one to five years

In our studies of the industry’s elite, we see a variety of techniques for pipeline management.  Some advisors stick with yellow notepads, others create spreadsheets and others customize sophisticated CRM systems.  Our conclusion...

Go from the 'eat what you kill' mentality to building a business that generates lifelong income