The right way to welcome beneficiaries

Is the grass really greener—and growing faster—on the other side?

Top advisors don't want wholesalers to sell them a product or take them to lunch. What they really want is a business consultant.

“What this also tells you in big, bold colors is that advisory businesses do not scale. If you bring more volume to the pipe, theoretically, your average cost per client should go down. But what we’re seeing here is it going up.”

...

...

...