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Management IQ, Informa and Marsh McLennan Agency, explored the reasons for the convergence and how each business model views the challenges and opportunities that lie ahead.",{"_88":855,"_856":882,"_841":883},{"_858":859},[884],{"_88":874,"_874":885},"This report explores the findings of the research and provides insights that can give advisors in either camp a competitive edge as the market evolves.",{"_88":855,"_856":887,"_841":888},{"_858":859},[889],{"_88":874,"_874":890},"The report will touch on:",{"_88":892,"_841":893},"bulletList",[894,902,909,916],{"_88":895,"_841":896},"listItem",[897],{"_88":855,"_856":898,"_841":899},{"_858":859},[900],{"_88":874,"_874":901},"How volatility, technology, demographics and retirement income are creating new opportunities in wealth and retirement.",{"_88":895,"_841":903},[904],{"_88":855,"_856":905,"_841":906},{"_858":859},[907],{"_88":874,"_874":908},"How defined contribution plans are presenting advisors with access to thousands of qualified prospects.",{"_88":895,"_841":910},[911],{"_88":855,"_856":912,"_841":913},{"_858":859},[914],{"_88":874,"_874":915},"How M&A is quickly aligning retirement plan and wealth management capabilities to accelerate convergence.",{"_88":895,"_841":917},[918],{"_88":855,"_856":919,"_841":920},{"_858":859},[921],{"_88":874,"_874":922},"How private equity is fueling convergence — and what could be coming next.",{"_88":855,"_856":924,"_841":925},{"_858":859},[926],{"_88":874,"_874":927},"Download the report. ",{"_88":855,"_856":929,"_841":930},{"_858":859},[931],{"_88":874,"_874":932}," ","Why convergence is coming and what it means.","body","callToAction",{"_874":937,"_56":938},"Read more","/financial-planning/wealth-managers-and-rpa-advisors",{},"2023-02-02T23:36:00.000Z",{"_778":32,"_779":942},[],{"_88":944,"_751":945},"module_link_list",{"_946":947,"_948":402,"_949":950,"_951":181,"_952":953,"_526":32,"_958":959},"listOption","Dynamic","listTitle","icon","ChalkBoard","externalFeed","ctaButton",{"_954":955,"_956":957},"ctaButtonLink","/wealth-management-webinars ","ctaButtonText","View more","articles",[960,966,968,975],{"_184":258,"_112":296,"_56":297,"_961":32,"_962":300,"_963":964,"_965":298,"_180":256},"isExternalLink","readTime","publishedDate","2025-02-26T22:06:21.000Z","eventDate",{"_184":258,"_112":251,"_56":253,"_961":32,"_962":260,"_963":967,"_965":255,"_180":256},"2025-02-25T18:04:00.000Z",{"_184":258,"_112":969,"_56":970,"_961":32,"_962":971,"_963":972,"_965":973,"_180":974},"WealthManagement.com Industry Awards 2025: Top Tips for Submitting a Winning Nomination","/wealth-management-industry-awards/wealthmanagement-com-industry-awards-2025-top-tips-for-submitting-a-winning-nomination",45,"2025-02-20T18:14:00.000Z","Feb 20, 2025","1:00 pm EST",{"_184":258,"_112":325,"_56":327,"_961":32,"_962":260,"_963":976,"_965":977,"_180":329},"2025-02-11T21:04:00.000Z","Mar 4, 2025",{"_88":979,"_751":980},"module_event_promo",{"_112":981,"_982":983,"_984":181,"_985":181,"_986":24,"_987":988,"_989":990,"_178":991,"_107":992,"_993":994,"_995":996},"RSB - Event promo","logoPosition","Left","backgroundImage","backgroundColor","isConstrained","logoSrc","https://eu-images.contentstack.com/v3/assets/bltabaa95ef14172c61/bltc8c483ee7577fd5f/679402f9101c3644d1914ad5/RIA-Nashville-Black.png","logoAlt","RIA Edge Nashville","Apr 1 - Apr 2, 2025","Learn from top leaders tackling growth, pay, and personnel challenges daily.","btnCTAText","Learn More","btnCTALink","https://informaconnect.com/ria-edge-nashville/",{"_88":998,"_751":999},"module_publication_promo",{"_112":1000,"_818":1001,"_1002":1003,"_1004":983,"_956":1005,"_1006":1007,"_1013":1014},"Trusts & Estates Magazine","blt529eec50cacc25f9","promoLabel","Latest Digital Edition","textPosition","Read More","promoPublication",{"_112":1008,"_848":1009,"_523":1010,"_513":1011,"_56":1012},"Trusts & Estates: February 2025 Digital Edition","Feature on Ultra-High-Net-Worth Families & Family Offices","https://eu-images.contentstack.com/v3/assets/bltabaa95ef14172c61/blt72b1d763b36e1e90/6797d47edd317102c0dec516/TECoverFeb2025.png","Trusts Estates February 2025","/publications/trusts---estates/trusts-estates-february-2025-digital-edition","relatedContent",[],"sidebarModuleIds",[],"sidebarOptions","programHeader",{"_734":735,"_510":1020,"_1022":735,"_1023":1024,"_985":181,"_826":835,"_56":181},{"_56":1021},"https://eu-images.contentstack.com/v3/assets/bltabaa95ef14172c61/bltb2b97c8dc5044c5e/67239d7ce88bac59d13a489e/WMMagLogo.jpg","logoAltText","tagline","Wealth Management Magazine features the best of WealthManagement.com, including news, trends, topics and research important to financial advisors.","isBranded","isModular","featuredContent",{"_184":207,"_163":1029,"_186":1030,"_169":1035,"_171":1035,"_174":1036,"_769":1037,"_176":181,"_178":1038,"_180":181,"_172":1039,"_1040":181,"_196":834,"_182":1041,"_183":133,"_194":213,"_776":1042,"_1044":1045},{"_165":181,"_167":181},[1031],{"_54":1032,"_190":1033,"_192":181,"_1034":181},"Len Reinhart","/author/len-reinhart","role","It's About Product","/wealth-management-industry-trends/it-s-about-product",{},"Aug 1, 2001","For years, financial advisers who recommend individually managed accounts (IMAs) to their clients have used a consulting process that includes three basic steps: setting investment objectives, searching out and selecting money managers, and continuing oversight. The IMA consulting process evolved from the post-ERISA pension consulting process, and it is an excellent way to build an investment strategy.","articleBodyJsonSummary","Industry News & Trends",{"_778":32,"_779":1043},[],"articleSize","big","latestBigContents",[1048,1060],{"_184":207,"_163":1049,"_186":1050,"_169":1054,"_171":1054,"_174":1055,"_769":1056,"_176":181,"_178":1038,"_180":181,"_172":1057,"_1040":181,"_196":834,"_182":1041,"_183":133,"_194":364,"_776":1058,"_1044":1045},{"_165":181,"_167":181},[1051],{"_54":1052,"_190":1053,"_192":181,"_1034":181},"Janis Samaripa","/author/janis-samaripa","Tools: Business Improvement","/wealth-management-industry-trends/tools-business-improvement",{},"In his book, Sell From the Heart, Harry Pappas Jr. says the best way to grow your business is by focusing on relationships with clients. He who services better gets the gross, he writes. Positive, frequent interaction with clients is critical, so among other tips Pappas provides lists of tech tools you need to communicate, scripts for the assistant who answers your phone and schedules for seminar",{"_778":32,"_779":1059},[],{"_184":207,"_163":1061,"_186":1062,"_169":1066,"_171":1066,"_174":1067,"_769":1068,"_176":181,"_178":1038,"_180":181,"_172":1069,"_1040":181,"_196":834,"_182":1041,"_183":133,"_194":364,"_776":1070,"_1044":1045},{"_165":181,"_167":181},[1063],{"_54":1064,"_190":1065,"_192":181,"_1034":181},"Rick Weinberg","/author/rick-weinberg","Tools: Emotional Intelligence","/wealth-management-industry-trends/tools-emotional-intelligence",{},"Being emotionally intelligent is a vital characteristic for brokers, according to psychologist Hendrie Weisinger, author of Emotional Intelligence at Work. Sensing the emotions of clients and co-workers, recognizing your own emotional cues and implementing techniques to manage those feelings are invaluable to your business, says Weisinger. Weisinger's book highlights several steps to achieve emotional",{"_778":32,"_779":1071},[],"latestSmallContents",[1074,1084,1098],{"_184":207,"_163":1075,"_186":1076,"_169":1078,"_171":1078,"_174":1079,"_769":1080,"_176":181,"_178":1038,"_180":181,"_172":1081,"_1040":181,"_196":834,"_182":1041,"_183":133,"_194":269,"_776":1082,"_1044":1045},{"_165":181,"_167":181},[1077],{"_54":1064,"_190":1065,"_192":181,"_1034":181},"Firms Privacy Policies Unclear","/wealth-management-industry-trends/firms-privacy-policies-unclear",{},"A.G. Edwards does not sell or share personal information with non-A.G. Edwards companies for the purpose of marketing their products or services. That bold-lettered statement, contained in A.G. Edward's privacy statement to clients, seems clear enough. But a few paragraphs later comes this statement, not in bold lettering: We may disclose some or all [of your information] with companies outside A.G.",{"_778":32,"_779":1083},[],{"_184":207,"_163":1085,"_186":1086,"_169":1092,"_171":1092,"_174":1093,"_769":1094,"_176":181,"_178":1038,"_180":181,"_172":1095,"_1040":181,"_196":834,"_182":1041,"_183":133,"_194":213,"_776":1096,"_1044":1045},{"_165":181,"_167":181},[1087],{"_54":1088,"_190":1089,"_192":1090,"_1034":1091},"Matt Oechsli","/author/matt-oechsli","https://eu-images.contentstack.com/v3/assets/bltabaa95ef14172c61/blt8b78fa4b3af4982f/6724b89b468f573d3d8d63fe/matt-oechsli-web.jpg","Columnist: The Inner Game","How Do You Measure Success?","/wealth-management-industry-trends/how-do-you-measure-success-",{},"As noted in my May 2001 column, benchmarking is used by companies throughout the world to match their performance to the best firms when it comes to critical aspects of operations. This month, it's our turn to do some benchmarking as we search for an answer to the question, How do you measure success? Benchmarking often takes us to new arenas, and that is certainly the case here. We turn to Dr. Avedis",{"_778":32,"_779":1097},[],{"_184":207,"_163":1099,"_186":1100,"_169":1104,"_171":1104,"_174":1105,"_769":1106,"_176":181,"_178":1038,"_180":181,"_172":1107,"_1040":181,"_196":834,"_182":1041,"_183":133,"_194":364,"_776":1108,"_1044":1045},{"_165":181,"_167":181},[1101],{"_54":1102,"_190":1103,"_192":181,"_1034":181},"Tom Nelson","/author/tom-nelson","Tools: Opportunity in Trusts","/wealth-management-industry-trends/tools-opportunity-in-trusts",{},"Managing Family Trusts is a 355-page, nuts-and-bolt guide by Robert Rikoon. Packed with real-world examples, the book steers financial advisers through the confusing, changing trust industry. Rikoon says there is an opportunity for financial advisers to help heirs take control of their trusts from old-line, nonperforming, noncooperative and noncommunicative banks. As such, the book is ideal for the",{"_778":32,"_779":1109},[],"content1",[1112,1123,1133,1143,1156,1168,1178,1190,1200,1214],{"_184":207,"_163":1113,"_186":1114,"_169":1116,"_171":1116,"_174":1117,"_769":1118,"_176":181,"_178":1038,"_180":181,"_172":1119,"_1040":181,"_196":834,"_182":1041,"_183":133,"_194":1120,"_776":1121,"_1044":1045},{"_165":181,"_167":181},[1115],{"_54":1102,"_190":1103,"_192":181,"_1034":181},"Master Teachers","/wealth-management-industry-trends/master-teachers",{},"In 1993, Tucker Anthony rep Harvey Luft spoke to a roomful of bright, eager junior high students at Weston (Conn.) Middle School's Career Day. He explained what brokers do, how the stock market works and what a bull market is to the group of 13-year-olds. Fast forward to May 2001. The Stamford, Conn.-based rep is buying a quart of milk on the way home from work. The young man behind the checkout stand",8,{"_778":32,"_779":1122},[],{"_184":207,"_163":1124,"_186":1125,"_169":1127,"_171":1127,"_174":1128,"_769":1129,"_176":181,"_178":1038,"_180":181,"_172":1130,"_1040":181,"_196":834,"_182":1041,"_183":133,"_194":269,"_776":1131,"_1044":1045},{"_165":181,"_167":181},[1126],{"_54":1102,"_190":1103,"_192":181,"_1034":181},"Broker Is Double Winner","/wealth-management-industry-trends/broker-is-double-winner",{},"A former Smith Barney broker who won $1.3 million from the firm after he was terminated following a diagnosis of chronic fatigue syndrome, has won a second arbitration involving management of the money. He alleged a Gruntal & Co. broker mishandled $900,000. Michael Wright, who worked in Florida, was terminated in 1996 after he disclosed his illness. He filed an arbitration claim against Smith Barney",{"_778":32,"_779":1132},[],{"_184":207,"_163":1134,"_186":1135,"_169":1137,"_171":1137,"_174":1138,"_769":1139,"_176":181,"_178":1038,"_180":181,"_172":1140,"_1040":181,"_196":834,"_182":1041,"_183":133,"_194":269,"_776":1141,"_1044":1045},{"_165":181,"_167":181},[1136],{"_54":1102,"_190":1103,"_192":181,"_1034":181},"Prudential Implements New Call Center Program","/wealth-management-industry-trends/prudential-implements-new-call-center-program",{},"Prudential Securities began rolling out its new call center program June 8. But reps aren't entirely happy about the way it's being done. Any account with less than $25,000 in assets will be automatically shipped out to the Scottsdale, Ariz.-based National Client Center unless the broker steps in to stop it. Brokers are given a two-week notice in which they are told which accounts will be migrated",{"_778":32,"_779":1142},[],{"_184":207,"_163":1144,"_186":1145,"_169":1149,"_171":1149,"_174":1150,"_769":1151,"_176":181,"_178":1038,"_180":181,"_172":1152,"_1040":181,"_196":834,"_182":1041,"_183":133,"_194":1153,"_776":1154,"_1044":1045},{"_165":181,"_167":181},[1146],{"_54":1147,"_190":1148,"_192":181,"_1034":181},"Rosalyn Retkwa","/author/rosalyn-retkwa","Make Me a Match","/wealth-management-industry-trends/make-me-a-match",{},"In late May, adviser search links appeared on both CBSMarketWatch.com and Morningstar.com, heralding the launch of matchmaking service InvestorTree.com of Bronxville, N.Y. At the moment, the links are not easy to spot. On the CBS home page, users must scroll halfway down the left column or scroll to the very bottom of the right column to find an advisor. On Morningstar's site, a find a financial advisor/planner",11,{"_778":32,"_779":1155},[],{"_184":207,"_163":1157,"_186":1158,"_169":1162,"_171":1162,"_174":1163,"_769":1164,"_176":181,"_178":1038,"_180":181,"_172":1165,"_1040":181,"_196":834,"_182":1041,"_183":133,"_194":213,"_776":1166,"_1044":1045},{"_165":181,"_167":181},[1159],{"_54":1160,"_190":1161,"_192":181,"_1034":181},"Michael Hayes","/author/michael-hayes","Freedom Fighter","/wealth-management-industry-trends/freedom-fighter",{},"For many Americans, the Iranian Hostage Crisis brings back images of blindfolded hostages on the TV news. But Kevin Hermening, a registered rep and fee-based planner with First Financial Planners in Wausau, Wis., remembers the gut-wrenching experience from the other side of the television camera. Hermening was a 20-year-old Marine Corps guard stationed at the American Embassy in Tehran when a group",{"_778":32,"_779":1167},[],{"_184":207,"_163":1169,"_186":1170,"_169":1172,"_171":1172,"_174":1173,"_769":1174,"_176":181,"_178":1038,"_180":181,"_172":1175,"_1040":181,"_196":834,"_182":1041,"_183":133,"_194":364,"_776":1176,"_1044":1045},{"_165":181,"_167":181},[1171],{"_54":1160,"_190":1161,"_192":181,"_1034":181},"A.G. Edwards Beefs Up Training","/wealth-management-industry-trends/a-g-edwards-beefs-up-training",{},"A.G. Edwards is building an expansive, 200,000-square-foot training center for brokers at its corporate headquarters in St. Louis. And the firm plans to put that space to use by beefing up its broker accreditation programs and internal designations, according to CEO Robert Bagby. We want to have the besteducated, best-trained financial consultants in the industry, Bagby says. The firm's goal is to",{"_778":32,"_779":1177},[],{"_184":207,"_163":1179,"_186":1180,"_169":1182,"_171":1183,"_174":1184,"_769":1185,"_176":181,"_178":1038,"_180":181,"_172":1186,"_1040":181,"_196":834,"_182":1041,"_183":133,"_194":1187,"_776":1188,"_1044":1045},{"_165":181,"_167":181},[1181],{"_54":1160,"_190":1161,"_192":181,"_1034":181},"What's Your Book Worth? 2001-08-01 (2)","What's Your Book Worth?","/wealth-management-industry-trends/what-s-your-book-worth-2001-08-01-2-",{},"What is a book of business worth in the free market? The quick and dirty answer is somewhere between one to two times gross revenue. That's for an independent practice. Wirehouse reps and others who work for a firm don't own their books, so they're stuck with the less generous transition plans offered by their firms. Or they can jump ship for an upfront bonus or go independent, then work out a succession",7,{"_778":32,"_779":1189},[],{"_184":207,"_163":1191,"_186":1192,"_169":1194,"_171":1194,"_174":1195,"_769":1196,"_176":181,"_178":1038,"_180":181,"_172":1197,"_1040":181,"_196":834,"_182":1041,"_183":133,"_194":269,"_776":1198,"_1044":1045},{"_165":181,"_167":181},[1193],{"_54":1160,"_190":1161,"_192":181,"_1034":181},"Merrill Lynch to Make Changes in Pay Plan","/wealth-management-industry-trends/merrill-lynch-to-make-changes-in-pay-plan",{},"Details about Merrill Lynch's upcoming new compensation package are beginning to trickle down through the branch system, and most brokers are thrilled about what they're hearing. This is going to be a huge pay raise for us, says an East Coast producer. According to a Merrill rep in the Southwest, the new package may include: Less emphasis on deferred compensation, with more paid out at the grid. Merrill",{"_778":32,"_779":1199},[],{"_184":207,"_163":1201,"_186":1202,"_169":1208,"_171":1208,"_174":1209,"_769":1210,"_176":181,"_178":1038,"_180":181,"_172":1211,"_1040":181,"_196":834,"_182":275,"_183":276,"_194":213,"_776":1212,"_1044":1045},{"_165":181,"_167":181},[1203],{"_54":1204,"_190":1205,"_192":1206,"_1034":1207},"Roy M. Adams","/author/roy-m-adams","https://eu-images.contentstack.com/v3/assets/bltabaa95ef14172c61/bltef229bdd13803de9/6724b7cd853f3847c07a5fc4/roy-m-adams.jpg","Senior Chairman of the Trusts & Estates Practice Group","Working With Estate Planning Attorneys","/estate-planning/working-with-estate-planning-attorneys",{},"As a broker, what will you do when working with an estate planning attorney? Perhaps your most important interaction is in sharing information. Furnish full and detailed data about your client's assets (but only with your client's written permission) to his or her attorney. This data includes the current fair market value of each asset and how each is owned, namely, individually and by whom, in joint",{"_778":32,"_779":1213},[],{"_184":207,"_163":1215,"_186":1216,"_169":1220,"_171":1220,"_174":1221,"_769":1222,"_176":181,"_178":1038,"_180":181,"_172":1223,"_1040":181,"_196":834,"_182":1041,"_183":133,"_194":213,"_776":1224,"_1044":1045},{"_165":181,"_167":181},[1217],{"_54":1218,"_190":1219,"_192":181,"_1034":181},"Sheridan O'Keefe","/author/sheridan-o-keefe","Endurance Lessons","/wealth-management-industry-trends/endurance-lessons",{},"For those interested in leading a team or simply making it through this difficult market I would recommend studying the exploits of a man who has been called the greatest leader on earth, bar none. I am referring to Sir Ernest Shackleton, one of the pre-eminent Antarctic explorers in the early 20th century. As president of the National Association of Investment Professionals (NAIP), I have tried to",{"_778":32,"_779":1225},[],"content2",[1228,1240,1249,1259,1269,1279,1289,1302,1313,1326],{"_184":207,"_163":1229,"_186":1230,"_169":1234,"_171":1234,"_174":1235,"_769":1236,"_176":181,"_178":1038,"_180":181,"_172":1237,"_1040":181,"_196":834,"_182":1041,"_183":133,"_194":213,"_776":1238,"_1044":1045},{"_165":181,"_167":181},[1231],{"_54":1232,"_190":1233,"_192":181,"_1034":181},"Harry Pappas Jr.","/author/harry-pappas-jr-","Productive Team Meetings","/wealth-management-industry-trends/productive-team-meetings",{},"I have always been an advocate of conducting frequent meetings with my team. And I have always believed that every process can benefit from constant improvement. So it seemed to me that my meeting format was due for an overhaul. I was extremely fortunate to have a well-respected consultant in our industry examine my practice and give me recommendations on ways to improve. Although we disagreed on",{"_778":32,"_779":1239},[],{"_184":207,"_163":1241,"_186":1242,"_169":1243,"_171":1243,"_174":1244,"_769":1245,"_176":181,"_178":1246,"_180":181,"_172":181,"_1040":181,"_196":834,"_182":1041,"_183":133,"_194":364,"_776":1247,"_1044":1045},{"_165":181,"_167":181},[],"August 1, 2001","/wealth-management-industry-trends/august-1-2001",{},"Jul 31, 2001",{"_778":32,"_779":1248},[],{"_184":207,"_163":1250,"_186":1251,"_169":1253,"_171":1253,"_174":1254,"_769":1255,"_176":181,"_178":1246,"_180":181,"_172":1256,"_1040":181,"_196":834,"_182":1041,"_183":133,"_194":364,"_776":1257,"_1044":1045},{"_165":181,"_167":181},[1252],{"_54":1064,"_190":1065,"_192":181,"_1034":181},"UBS to Fine Reps for Flipping","/wealth-management-industry-trends/ubs-to-fine-reps-for-flipping",{},"UBS PaineWebber is now charging brokers two times gross commissions when clients sell a new issue within 40 trading days, providing the stock hasn’t moved up or down by 10%. The firm announced the policy last Friday. A firm spokesperson says it was implemented last week. Most firms charge back commissions for violating flipping policies, but the new Paine Webber policy is punitive. The reason for",{"_778":32,"_779":1258},[],{"_184":207,"_163":1260,"_186":1261,"_169":1262,"_171":1262,"_174":1263,"_769":1264,"_176":181,"_178":1265,"_180":181,"_172":1266,"_1040":181,"_196":834,"_182":1041,"_183":133,"_194":364,"_776":1267,"_1044":1045},{"_165":181,"_167":181},[],"Levitt Warns About Broker Conflicts","/wealth-management-industry-trends/levitt-warns-about-broker-conflicts",{},"Jul 26, 2001","Bloomberg interviewed former SEC Chairman Arthur Levitt on Wednesday about broker conflicts like commissions and sales contests. Levitt now sits on the Bloomberg LP board. See the transcript at: http://www.bloomberg.com/news2.cgi?T=scrnews.ht&s=AO17gtxByRm9ybWVy Editor's note: For any comments regarding this article, or to suggest a story idea for RR Online or Registered Representative magazine, contact",{"_778":32,"_779":1268},[],{"_184":207,"_163":1270,"_186":1271,"_169":1272,"_171":1272,"_174":1273,"_769":1274,"_176":181,"_178":1275,"_180":181,"_172":1276,"_1040":181,"_196":834,"_182":1041,"_183":133,"_194":364,"_776":1277,"_1044":1045},{"_165":181,"_167":181},[],"Broker Forum: Where Reps Chat About Firms and Other Industry Issues","/wealth-management-industry-trends/broker-forum-where-reps-chat-about-firms-and-other-industry-issues",{},"Jul 20, 2001","Click on link below to join RR's broker forum. www.jadaproductions.com/intertec/rrmag/",{"_778":32,"_779":1278},[],{"_184":207,"_163":1280,"_186":1281,"_169":1283,"_171":1283,"_174":1284,"_769":1285,"_176":181,"_178":1275,"_180":181,"_172":1286,"_1040":181,"_196":834,"_182":1041,"_183":133,"_194":364,"_776":1287,"_1044":1045},{"_165":181,"_167":181},[1282],{"_54":1160,"_190":1161,"_192":181,"_1034":181},"A.G. Edwards’ Business Drops by a Third","/wealth-management-industry-trends/a-g-edwards-business-drops-by-a-third",{},"A.G. Edwards says its business is down by about one third. In a quarterly filing with the SEC on July 17, the firm reported that total commissions fell 36% during the quarter that ended May 31, 2001, compared to the same period in 2000. “This decline reflects the decrease in client trading activity following the record level of activity in the same period last year,” the company reported. “Many of",{"_778":32,"_779":1288},[],{"_184":207,"_163":1290,"_186":1291,"_169":1295,"_171":1295,"_174":1296,"_769":1297,"_176":181,"_178":1298,"_180":181,"_172":1299,"_1040":181,"_196":834,"_182":1041,"_183":133,"_194":269,"_776":1300,"_1044":1045},{"_165":181,"_167":181},[1292],{"_54":1293,"_190":1294,"_192":181,"_1034":181},"Dan Jamieson","/author/dan-jamieson","Merrill Says Major Retail Cuts Over, Fee Push to Continue","/wealth-management-industry-trends/merrill-says-major-retail-cuts-over-fee-push-to-continue",{},"Jul 19, 2001","Merrill Lynch said yesterday its push toward fee business helped steady its U.S. retail business, which actually improved during the second quarter due to expense cuts. The firm’s second-quarter earnings, released yesterday, showed a 19% drop in revenues from the period a year ago. But in the United States, retail net revenues were down only 11% “due to the stability of fees from asset-priced services,",{"_778":32,"_779":1301},[],{"_184":207,"_163":1303,"_186":1304,"_169":1306,"_171":1306,"_174":1307,"_769":1308,"_176":181,"_178":1309,"_180":181,"_172":1310,"_1040":181,"_196":834,"_182":1041,"_183":133,"_194":269,"_776":1311,"_1044":1045},{"_165":181,"_167":181},[1305],{"_54":1102,"_190":1103,"_192":181,"_1034":181},"Is ‘Series 7’ a License to Kill?","/wealth-management-industry-trends/is-series-7-a-license-to-kill-",{},"Jul 17, 2001","You’ve just received your Series 7 ... and you’re armed with guns and forced to battle it out by killing your competitors on TV. Huh? Obviously, this is not what Series 7 reps are supposed to do. Well, at discount firms, maybe ... But, hold off on purchasing a Glock--a high-powered gun favored by police. “Series 7” is a survivor-type movie that features a three-episode marathon of a reality-based",{"_778":32,"_779":1312},[],{"_184":207,"_163":1314,"_186":1315,"_169":1319,"_171":1319,"_174":1320,"_769":1321,"_176":181,"_178":1322,"_180":181,"_172":1323,"_1040":181,"_196":834,"_182":1041,"_183":133,"_194":269,"_776":1324,"_1044":1045},{"_165":181,"_167":181},[1316],{"_54":1317,"_190":1318,"_192":181,"_1034":181},"Mike Hayes","/author/mike-hayes","Merrill’s Call Centers Honored","/wealth-management-industry-trends/merrill-s-call-centers-honored",{},"Jul 12, 2001","Merrill Lynch’s telephone support centers for smaller investors have been called the best in the financial services business by Call Center Magazine, a publication for call center managers. In the June 2001 issue, the magazine says Merrill Lynch’s telephone centers in Somerset, N.J., Denver and Jacksonville, Fla., have made impressive strides in improving customer service--specifically in the areas",{"_778":32,"_779":1325},[],{"_184":207,"_163":1327,"_186":1328,"_169":1330,"_171":1331,"_174":1332,"_769":1333,"_176":181,"_178":1334,"_180":181,"_172":1335,"_1040":181,"_196":834,"_182":278,"_183":279,"_194":364,"_776":1336,"_1044":1045},{"_165":181,"_167":181},[1329],{"_54":1064,"_190":1065,"_192":181,"_1034":181},"ISO Developing International Financial Planning Standards 2001-07-09 (2)","ISO Developing International Financial Planning Standards","/financial-planning/iso-developing-international-financial-planning-standards-2001-07-09-2-",{},"Jul 9, 2001","International standards for financial planning are in the works. Four working groups established by an International Organization for Standardization (ISO) committee to develop global planning standards are submitting their proposals. ISO, a federation of national standards bodies from 140 countries, promotes the development of quality standards worldwide. The Certified Financial Planner Board of",{"_778":32,"_779":1337},[],"content3",[1340,1349,1360,1373,1385,1395,1405,1415,1428,1439],{"_184":207,"_163":1341,"_186":1342,"_169":1344,"_171":1331,"_174":1345,"_769":1346,"_176":181,"_178":1334,"_180":181,"_172":1335,"_1040":181,"_196":834,"_182":278,"_183":279,"_194":364,"_776":1347,"_1044":1045},{"_165":181,"_167":181},[1343],{"_54":1064,"_190":1065,"_192":181,"_1034":181},"ISO Developing International Financial Planning Standards 2001-07-09 (1)","/financial-planning/iso-developing-international-financial-planning-standards-2001-07-09-1-",{},{"_778":32,"_779":1348},[],{"_184":207,"_163":1350,"_186":1351,"_169":1353,"_171":1353,"_174":1354,"_769":1355,"_176":181,"_178":1356,"_180":181,"_172":1357,"_1040":181,"_196":834,"_182":1041,"_183":133,"_194":364,"_776":1358,"_1044":1045},{"_165":181,"_167":181},[1352],{"_54":1147,"_190":1148,"_192":181,"_1034":181},"Morgan Stanley Launches Rep Home Pages","/wealth-management-industry-trends/morgan-stanley-launches-rep-home-pages",{},"Jul 3, 2001","After one more in a long string of delays, Morgan Stanley on May 17th finally gave its brokers the ability to create personal home pages, according to a firm spokesperson. For a look at one of the first Morgan Stanley broker home pages (which are still not available to the Web-surfing public) see www.morganstanley.com/fa/john.badenhop. The firm expected to have its home page technology in place by",{"_778":32,"_779":1359},[],{"_184":207,"_163":1361,"_186":1362,"_169":1366,"_171":1366,"_174":1367,"_769":1368,"_176":181,"_178":1369,"_180":181,"_172":1370,"_1040":181,"_196":834,"_182":155,"_183":156,"_194":213,"_776":1371,"_1044":1045},{"_165":181,"_167":181},[1363],{"_54":1364,"_190":1365,"_192":181,"_1034":181},"Vincent DiCarlo","/author/vincent-dicarlo","Legal: How to Scare Away Plaintiffs' Lawyers","/regulation-compliance/legal-how-to-scare-away-plaintiffs-lawyers",{},"Jul 1, 2001","The vast majority of claims by investors against their stockbrokers are brought with the help of lawyers working for contingent fees. And since lawyers do not like to work for free, they usually will not take a case that appears unwinnable. How do you make the impression that a client has no claim? With the right documents. Certain types of written warnings and disclosures can make a case undesirable",{"_778":32,"_779":1372},[],{"_184":207,"_163":1374,"_186":1375,"_169":1379,"_171":1379,"_174":1380,"_769":1381,"_176":181,"_178":1369,"_180":181,"_172":1382,"_1040":181,"_196":834,"_182":1041,"_183":133,"_194":213,"_776":1383,"_1044":1045},{"_165":181,"_167":181},[1376],{"_54":1377,"_190":1378,"_192":181,"_1034":181},"Brian R. Hook","/author/brian-r-hook","ERR: Golddigging","/wealth-management-industry-trends/err-golddigging",{},"Imagine logging into a database that identifies wealthy investors, determines liquidity of individuals and spotlights leaders who work in publicly traded corporations. Imagine no more. The Golddigger Wealth Identification and Tracking System from Prospector Technologies can simplify prospecting for well-to-do investors. Andrew Paur, founder of Prospector Technologies, came up with the idea for Golddigger",{"_778":32,"_779":1384},[],{"_184":207,"_163":1386,"_186":1387,"_169":1389,"_171":1389,"_174":1390,"_769":1391,"_176":181,"_178":1369,"_180":181,"_172":1392,"_1040":181,"_196":834,"_182":1041,"_183":133,"_194":213,"_776":1393,"_1044":1045},{"_165":181,"_167":181},[1388],{"_54":1052,"_190":1053,"_192":181,"_1034":181},"Get Out and Vote","/wealth-management-industry-trends/get-out-and-vote",{},"American Express rep Maryann Burtt advocates a politically active populace as a board member for the League of Women Voters. Voter apathy upsets Maryann Burtt. That's why she liked the idea when, over lunch, a newspaper editor suggested she start a local chapter of the League of Women Voters in Walterboro, S.C., to boost community involvement in elections. She founded the group nine years ago, but",{"_778":32,"_779":1394},[],{"_184":207,"_163":1396,"_186":1397,"_169":1398,"_171":1398,"_174":1399,"_769":1400,"_176":181,"_178":1369,"_180":181,"_172":1401,"_1040":181,"_196":834,"_182":1041,"_183":133,"_194":1402,"_776":1403,"_1044":1045},{"_165":181,"_167":181},[],"Rep Says FDIC Inspector General Investigating SECs Levitt","/wealth-management-industry-trends/rep-says-fdic-inspector-general-investigating-secs-levitt",{},"The SEC has asked the Federal Deposit Insurance Corp. (FDIC) inspector generals office to investigate the SECs handling of an examination begun in late 1996 of a Washington, D.C., Wheat First office, according to the whistle-blower in the case.The whistle-blower, Ronald L. Brown, a former rep in the Wheat First branch who now works at Capitol Securities Management in McLean, Va., says the SEC has",5,{"_778":32,"_779":1404},[],{"_184":207,"_163":1406,"_186":1407,"_169":1409,"_171":1409,"_174":1410,"_769":1411,"_176":181,"_178":1369,"_180":181,"_172":1412,"_1040":181,"_196":834,"_182":1041,"_183":133,"_194":364,"_776":1413,"_1044":1045},{"_165":181,"_167":181},[1408],{"_54":1064,"_190":1065,"_192":181,"_1034":181},"Tools: Dynamics of Emotion","/wealth-management-industry-trends/tools-dynamics-of-emotion",{},"Author Frank Maselli claims the techniques taught in his book, Seminars, The Emotional Dynamic, can triple brokers' client yield at seminars. The typical seminar has 30 attendees and nets appointments with 10% to 15% of the audience, according to Maselli. That's a dismal waste of marketing effort, he says. He says applying the book's strategies can get those numbers up to 50% and on to 80% to 90%",{"_778":32,"_779":1414},[],{"_184":207,"_163":1416,"_186":1417,"_169":1422,"_171":1422,"_174":1423,"_769":1424,"_176":181,"_178":1369,"_180":181,"_172":1425,"_1040":181,"_196":834,"_182":1041,"_183":133,"_194":1153,"_776":1426,"_1044":1045},{"_165":181,"_167":181},[1418,1419],{"_54":1293,"_190":1294,"_192":181,"_1034":181},{"_54":1420,"_190":1421,"_192":181,"_1034":181},"Tracy Herman","/author/tracy-herman","Lasting Impact","/wealth-management-industry-trends/lasting-impact",{},"Registered Representative recalls the many people, entities and events that have altered the way brokers do business. They Moved and the Industry Shook Sanford Weill challenged the Glass-Steagall Act of 1933 and won. As the force behind the April 1998 merger between Travelers Group and Citicorp, Weill, then CEO of Travelers, brought together banking, insurance and brokerage capabilities, and ushered",{"_778":32,"_779":1427},[],{"_184":207,"_163":1429,"_186":1430,"_169":1433,"_171":1433,"_174":1434,"_769":1435,"_176":181,"_178":1369,"_180":181,"_172":1436,"_1040":181,"_196":834,"_182":1041,"_183":133,"_194":269,"_776":1437,"_1044":1045},{"_165":181,"_167":181},[1431,1432],{"_54":1293,"_190":1294,"_192":181,"_1034":181},{"_54":1102,"_190":1103,"_192":181,"_1034":181},"Morgan Stanley Unveils New Policy for Assigned Accounts","/wealth-management-industry-trends/morgan-stanley-unveils-new-policy-for-assigned-accounts",{},"In May, Morgan Stanley distributed a memo outlining new guidelines for the distribution of house accounts and leads to brokers. As one criterion to qualify for the freebies, brokers must sign a noncompete agreement. The agreement covers assigned accounts as well as accounts brokers get from leads generated by the firm plus any referrals received from these covered accounts. The firm retains the right",{"_778":32,"_779":1438},[],{"_184":207,"_163":1440,"_186":1441,"_169":1443,"_171":1443,"_174":1444,"_769":1445,"_176":181,"_178":1369,"_180":181,"_172":1446,"_1040":181,"_196":834,"_182":339,"_183":340,"_194":364,"_776":1447,"_1044":1045},{"_165":181,"_167":181},[1442],{"_54":1102,"_190":1103,"_192":181,"_1034":181},"Tools: Million-Dollar Techniques","/financial-technology/tools-million-dollar-techniques",{},"The Million Dollar Round Table Center for Productivity has written the book on becoming a million-dollar producer. Actually, it wrote three of them. Each book in the Million Dollar series is dedicated to a stage of business building prospecting, selling and closing. The volume on prospecting provides tips on organizing your search for business, the book on selling tells what to do in meetings with",{"_778":32,"_779":1448},[],"socialShare",[1451,1453,1455,1457,1460],{"_88":98,"_56":1452},"https://www.linkedin.com/sharing/share-offsite/?url=https://www.wealthmanagement.com/program/wealth-management-magazine",{"_88":89,"_56":1454},"http://www.twitter.com/intent/tweet?url=https://www.wealthmanagement.com/program/wealth-management-magazine",{"_88":92,"_56":1456},"http://www.facebook.com/sharer/sharer.php?u=https://www.wealthmanagement.com/program/wealth-management-magazine",{"_88":1458,"_56":1459},"Email","mailto:?subject=Wealth Management Magazine&body=I%20thought%20the%20following%20from%20Wealth%20Management%20might%20interest%20you.%0D%0A%0D%0A%20Wealth%20Management%20Magazine%0D%0Ahttps%3A%2F%2Fwww.wealthmanagement.com%2Fprogram%2Fwealth-management-magazine",{"_88":1461,"_56":739},"Print","newsletterSignUpPromo","pagination",{"_1465":1466,"_1467":1468},"totalCount",153,"currentPage",137,"schema",[1471],{"_1472":1473,"_1474":1475,"_1476":1477},"@context","https://schema.org","@type","BreadcrumbList","itemListElement",[1478,1482],{"_1474":1479,"_1480":364,"_54":740,"_1481":10},"ListItem","position","item",{"_1474":1479,"_1480":269,"_54":735,"_1481":1483},"https://www.wealthmanagement.com/program/wealth-management-magazine","seo",{"_1486":735,"_1487":1024,"_1488":32,"_1489":6,"_1490":1491,"_13":14},"metaTitle","metaDescription","noIndex","canonicalUrl","imageUrl","https://www.wealthmanagement.com/assets/wealthmanagement-DDNDrftq.ico","entryTitle","weatherWidgetConfig","iirisRecommendationConfig","actionData","errors"]

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