Practice Management

Don’t be afraid to sell, but mind these pitfalls.

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If you want something, just ask for it, as the saying goes. In this industry, that same philosophy has been applied to getting referrals. But Stephen Wershing, president of coaching firm The Client Driven Practice, says advisors are going abou...

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Few community banks and credit unions offer wealth management services to their customers. But many of these firms are struggling and looking for new sources of income. Broker/dealers are finally tapping these untouched firms with revenue-sharing...

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Charles Schwab’s annual RIA benchmarking study reports that sales cycles are getting longer—a problem that can take a toll on practices’ bottom line.