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Financial Advisor August 2006 Grove & Prince	Global Citizens This is the first of a two-part series based on the authors' new white paper, offering psychographic information to financial advisors who target high-net-worth individuals.
Registered Rep. June 1, 2005 Grove & Prince	Summer of Dough For financial advisors, being well informed about how and where the ultra-affluent are spending their money can pay off should one get the opportunity to meet with them. Here's a survey showing what these clients will be spending their money on this summer.
Financial Planning October 2, 2007 John J. Bowen	Lucky Nines As a financial advisor, which of the nine high-net-worth personality types do you want to pursue?
Investment Advisor April 2007 Lewis Schiff	The Wealth Boom Americans are on the brink of a wealth boom that may dramatically change the financial advisory business. The challenge is to understand these wealth boomers and decide how to profit from them.
Financial Advisor April 2007 Grove & Prince	Tune In To America's Core Wealthy Small business owners represent that greatest potential for growth and wealth in America. Historically, they have been a lucrative and complex client for financial advisors and will remain so.
Financial Planning November 1, 2006 John J. Bowen	Women of Wealth Financial advisors can use their knowledge of affluent women to create a unique value proposition, and put themselves in a tremendous position to serve a group that's been too long ignored -- and capture more business than ever before.
Financial Advisor November 2005 Grove & Prince	A Dangerous Disconnect Many advisors don't understand what their wealthy clients want -- or need. By being able to deal with the planning concerns of the affluent by brining in the proper experts, the financial advisor will end up growing his or her business.
Financial Advisor February 2006 Grove & Prince	Who Wants to Be a Millionaire? The top 1,200 U.S. financial advisors, who regularly earn more than $1 million on an annual basis, rely on characteristics and techniques that can be adopted and refined by a great number of advisors.
Financial Advisor March 2005 Grove & Prince	Know Thy Clients This is the second in a series of articles about the risks, rewards and challenges of wealth management, as well as the ever-changing tools of the trade.
Financial Advisor March 2012 Bernie Clark	The Changing Affluent Investor Advisors must prepare for new affluent clients and the changes, attitudes and expectations they will bring with them.
Financial Advisor August 2006 Hannah Shaw Grove	Life Insurance And Wealth Management Helping client with life insurance is an important service of effective wealth managers.
Investment Advisor October 2008 Lewis Schiff	Even Affluent Clients Feel the Chill The affluent may have significant assets, but that doesn't make them immune to the recent economic chills.
Financial Advisor November 2003 Grove & Prince	Products America's Senior Executives Use And Want The wealthier they are, the more they want financial products designed for them.
Investment Advisor January 2010	Soapbox: Your Best Resolution for Growth in 2010 This year and in the years ahead, to be a successful advisor requires you to narrowcast.
Financial Planning September 1, 2013 John J. Bowen, Jr.	How to Reach Million-Dollar Clients To move your practice onward and upward, you may need to reconfigure the way you do business. Here s how.
Financial Planning October 1, 2009 John J. Bowen Jr.	Success on Purpose The right practice framework is essential to reaching success in the financial advisory industry, and the most important aspects of this framework fit into seven categories.
Registered Rep. June 1, 2008 John Churchill	Renting Richness Keeping up appearances can be expensive, even for the rich.
Financial Advisor February 2004 Grove & Prince	Learning More About Clients With the Whole Client Model How to find out what you need to know about a financial planning client.
Financial Advisor June 2008 Grove & Prince	Survival Of The Fittest Whatever plateau your advisory business may have reached, whatever ceiling you might have bumped up against -- now is the time to blast off or blast through.
Registered Rep. September 1, 2004 Matt Oechsli	The Myth of Reluctance There are four important facts for advisors who struggle to get new client introductions from their current affluent clients.
Registered Rep. March 15, 2012 Matt Oechsli	The Affluent Relationship Shift (2nd Macro Shift) How important do you think it is for support personnel to be involved in helping manage the business and social components of client relationships?
Registered Rep. September 1, 2005 David A. Geracioti	You Say, They Say In an industry survey that covered a range of issues, from estate planning to choice of investment products, the responses by wealthy clients and advisors showed a striking disconnect about the needs of high-net-worth individuals.
Investment Advisor March 2010 Lewis Schiff	The Affluentialist: What Do Counselors Think About Clients? Advisors to wealthy families speak out about clients and careers.
Financial Planning March 1, 2012 John J. Bowen, Jr.	Multiple Personality Syndrome The advisors who are most successful in finding, attracting and keeping affluent clients are those who get to know all different types and then build their service around specific subgroups.
Registered Rep. March 1, 2013 Matt Oechsli	Are You an Elite Advisor? The Oechsli Institute recently conducted its annual advisor survey to discover just that. The research shows what today's affluent clients expect from a financial advisor and what advisors are doing to meet these expectations.
Registered Rep. February 1, 2006 Matt Oechsli	The Full Monty Affluent clients want a clearly defined and structured process that will produce the right solutions for managing their financial affairs. For many financial advisors, this means coming up with a formal plan. Here's how.
Registered Rep. January 1, 2005 Shaw Grove & Alan Prince	Does Branding Still Matter? Are today's high-net-worth clients attracted or, at best, ambivalent, to big name financial services firms?
Registered Rep. July 23, 2003 Nigel Goodman	Servicing Your HNWs A recent Fidelity Investments survey shows that affluent clients will still replace their advisors if they are not meeting portfolio goals. Predictably, the survey encourages advisors to become more attentive to the needs of their affluent clients.
Registered Rep. March 29, 2006 John Churchill	Narrow Your Focus to Get Bigger Clients Financial advisors need to pick a segment and learn all it takes to serve them, from building a network of other professionals with similar expertise to getting involved in programs and events that cater to them -- basically building the practice around them.
Registered Rep. March 22, 2013 Matt Oechsli	What Women Want When Shopping for an Advisor Affluent women are now more involved in major purchase decisions than ever before. Here's what they're looking for in an advisor.
Registered Rep. October 19, 2011 Matt Oechsli	Crafting Your Occupy Wall Street Message Occupy Wall Street is turning into a viral marketing campaign for elite advisors.
Registered Rep. October 12, 2011 Boswell & Nichols	You Seem Pretty New at This... There are a few areas that new advisors can control to help deemphasize their youth and inexperience.
Investment Advisor April 2010 Lewis Schiff	The Affluentialist: The Challenges of Advising the Affluent Advisors need to focus on more than just assets with their very wealthy clients.
Financial Advisor December 2003 Grove & Prince	The Financial Life Of Senior Executives Who do America's top executives favor as their primary financial advisor and how did they find that advisor?
Financial Advisor March 2004 Grove & Prince	Thinking And Acting Like A Wealth Manager It's the difference between offering products and providing solutions.
Financial Advisor March 2006 Grove & Prince	The Secrets Of Million-Dollar Producers Here is how the role client loyalty plays in both the sustainability of the client/advisor relationship through difficult market conditions and poor performance and the client's willingness to provide more assets and referrals to the advisor.
Financial Advisor April 2006 Grove & Prince	More Secrets Of The Elite 1200 In this third part in a series examining the characteristics of financial advisors who earned a minimum of $1 million per year in each of the past three years, these advisors show how using a basic process helps to capture additional assets from clients.
Registered Rep. December 18, 2014 Matt Oechsli	The Year of Financial Advisor Transformation For advisors to capture more affluent business and demonstrate their value beyond performance, they'll have to transform their business.
Financial Advisor October 2005 Grove & Prince	Understanding The Middle-Class Millionaire Middle-class millionaires are the "ideal clients" for most financial advisors. They are wealthy enough to require the services of high-quality financial advisors, yet not so wealthy that most financial advisors end up in over their heads.
Financial Advisor September 2004 Grove & Prince	How U.S. Small Business Owners Find Their Advisors Referrals and trustworthiness are key elements for financial advisors in gaining this high-end business.
Registered Rep. November 3, 2010 Diana Britton	Merrill Lynch: Affluent Investors Remain Conservative Despite Positive Outlook According to the latest Merrill Lynch Affluent Insights Quarterly, 39 percent of affluent Americans described themselves as having a low investment risk tolerance.
Registered Rep. September 1, 2005 Grove & Prince	Theory to Practice For many advisors, the evolution to wealth manager remains a matter of theory, not practice. Sure, they're calling themselves wealth managers, but they're still behaving like financial advisors.
Investment Advisor April 2009 Lewis Schiff	Danger & Opportunity: Seling Wisdom Advisors with a wealth-management practice orientation can provide the kind of services affluent families need during difficult market times.
Investment Advisor July 2009 James J. Green	Numerology: Wealthy Remain Wary The wealthy are even more risk-averse than advisors might have thought.
On Wall Street November 1, 2009 Parisi & Leung	Intergenerational Wealth Transfer: The New Advisor Challenge A new survey estimates that 80% to 90% of financial advisors lose assets when their client dies -- mainly because the advisor doesn't know the client's children or heirs.
Financial Planning April 1, 2013 John J. Bowen, Jr.	5 Success Tips From High-Performing Advisors A new study of high-earning advisors offers 5 clear success tips.
Registered Rep. August 27, 2014 Matt Oechsli	Seven Phrases Advisors Should Never Use Nobody likes to be sold to, especially today's affluent. Yet many people still try to sell their products and services to this lucrative consumer niche, including financial advisors.
Registered Rep. October 2, 2015 David Armstrong	Editor's Letter: October 2015 Who else needs, but doesn't get, financial advice?
Financial Planning September 1, 2006 John J. Bowen	Behind the Buzz Many advisors are "wealth managers" in name only. Here's how to implement the business model in your practice.
Registered Rep. April 25, 2013 Matt Oechsli	Friend Me The Oechsli Institute's 2013 Affluent Investor Research paints a very clear picture: Today's affluent investor insists on having a business and personal relationship with their financial advisor.