You've read about the threats the Internet poses for your business and seen cover stories predicting the death of the full-service broker. You've probably even experienced firsthand a beating over the prices you charge compared to Internet brokers...
Contrary to the "full service is dead" rhetoric of the popular media, Registered Representative's readers say that while they get questions and comments from some clients about trading online, they're far from feeling inundated or threatened."Most...
Bill Costarides' first-floor office in Mobile, Ala., isn't a run-of-the-mill brokerage. Past the receptionist's desk, there's an area that resembles a living room. Complete with a couch, big-screen TV and refreshments, it could be called a client...
The hardest part is deciding to do it. Frank Aiello remembers that moment in 1995. After six years in the business, Aiello had more than 400 clients. He was so tired of doing trades that he had to change something or get out of the business. So he...
Each weeknight, John Desenberg's team of part-time cold callers dials nearly 700 numbers in the Houston area. On average, 150 prospects pick up the phone, 30 express interest in Desenberg's "Planning for the Future" retirement seminar, 15 commit...
Marc Jaffe became a million-dollar producer in his rookie year. He simply began prospecting 10 years before he became a broker. Jaffe built a real estate brokerage career from 1981 to 1991 focused on enlivening economically depressed Richmond, Ind...
BOOKS"Estate and Retirement Planning Answer Book," by William Mitchell, (ISBN 1567063217, Aspen Publishers, 118)"Estate Planning and Taxation 1999," by John Bost, (ISBN 0787249823, Kendall/Hunt Publishing Co., 63.95)"Everything Your Heirs Need to...
In June, a couple in their early 80s met with Jim Barnash, regional director of financial planning for Lincoln Financial Advisors in Rosemont, Ill., who specializes in estate planning. This couple had stalled on their estate planning for 10 years...
We all know we're going to die, but who wants to face mortality? Yet living in denial and avoiding estate planning can cost a client a lot of money in taxes. That's where a financial adviser can help--spotting potential problems, gently broaching...
