Once clients believe we are honest, ethical and that we have their best interests in mind, the selling game is over. We now become their trusted adviser. We all know how wonderful and heart-warming it is to have clients who believe in us and...

Even though industry data does not track redemption rates of managed accounts, industry sources say the number is about 15% less than mutual funds. There's no industry statistics to draw from, so I can only go by what I observe from our firm, and...

Morgan Stanley is promoting its fee-based brokerage account by offering 50% payouts for one year. The promotion, called Success by Choice, began in July and is scheduled to run for five months through November. Brokers will get the special payout...

The No. 1 reason clients leave is lack of contact. And clients don't want to be called only because you're selling something. People like to hear market updates and your views on what's happening, of course. But frequent, less-formal contacts...

I have something in common with Stephen Sawtelle a former broker from Waddell & Reed who was just awarded almost $28 million from an NASD arbitration panel (see the front page story in The Wall Street Journal, Aug. 29, 2001). You see, we both...

All of a sudden, everybody gets it. After years no, decades of being pigeonholed, poorly defined, put down and generally dismissed as a serious contender in the investment arena, the individually managed account (IMA) has come into its own. An...

If Bill Heath's career in the brokerage industry mirrored his days as a major-league baseball player, he probably wouldn't be handling $300 million in assets at Barrington Financial Advisors in Houston. Heath, an All-American catcher at the...

Elpha Yocom, Salomon Smith Barney, Los Angeles Through Elpha's tireless quest for perfection, she has trained our clients to depend on her precision and prompt service. Our clients know when it comes to an administrative issue, they go straight to...

Vicki Stone, First Union Securities, Louisville, Ky. Vicki is the epitome of professionalism. She is a can do' person with a great attitude. She's well-respected and well-liked by everyone in the office and really helps to keep things flowing...

The events of Tuesday, Sept. 11, beg the question: Why did this brutal attack on America take place? Generally speaking, Americans have difficulty comprehending the loss of family, friends and business associates by the actions of individuals with...