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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 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 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.
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 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 August 2006 Hannah Shaw Grove	Life Insurance And Wealth Management Helping client with life insurance is an important service of effective wealth managers.
Financial Planning October 1, 2008 John J Bowen Jr	Wealth Transfer It's important for financial advisors to understand the profound effects that inherited money has on inheritors when developing a strategy to work with them.
Investment Advisor July 2009 James J. Green	Numerology: Wealthy Remain Wary The wealthy are even more risk-averse than advisors might have thought.
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.
Investment Advisor May 2008	Whither Client Loyalty? Are you certain that your clients will follow you where'er you roam? According to new research by Spectrem Group, clients may not be as steadfast as Mary's little lamb.
Registered Rep. November 1, 2005 Grove & Prince	Elusive Loyalty It's a serious conundrum for financial advisors: Their success hinges on their ability to cultivate loyalty in their most affluent clients, but many are having a tough time building that loyalty. But financial advisors can learn the skills that promote client loyalty.
Financial Planning July 1, 2007 John J. Bowen	Deep Listening Research shows that financial advisors often don't understand the needs of their affluent clients. Here's how to clear up the misconceptions.
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?
Registered Rep. March 1, 2005 Grove & Prince	In Name Only Financial advisors who fancy themselves "wealth managers" are having trouble walking the talk.
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. 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.
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.
Financial Planning January 1, 2009 John J Bowen Jr	Interesting Times This interesting financial environment offers unparalleled opportunities for advisors to grow their businesses and come out of the current mess stronger than ever.
Financial Planning May 1, 2008 Stacy Schultz	Client Loyalty The most common reason affluent investors leave their financial advisors is because their advisor does not answer their calls, according to a new report.
Financial Planning June 1, 2007 John J. Bowen	Living Dangerously In today's hazardous world, affluent clients are looking to financial advisors for help in protecting more than their financial assets.
Registered Rep. January 1, 2003 Grove & Prince	Staying Connected If financial advisors need yet another reminder about the importance of contacting clients, here it is: In our study of affluent investors conducted in late October, almost half of the respondents said they had changed primary advisors in the last year, often citing lack of contact.
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.
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?
Financial Advisor April 2005 Grove & Prince	The Wealth Management Mindset Learning to manage solutions for unique clients: This is the third and last article in a series about the risks, rewards and challenges of wealth management.
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 9, 2011 Diana Britton	IMCA Helps Financial Advisors Pick Up Women Three out of four wealthy women are looking or thinking of looking for a better financial advisor.
Registered Rep. May 25, 2005 John Churchill	Millions to Choose From Advisors gunning for millionaire clients now have more prospects to choose from -- and a blueprint for what they're looking for -- according to a new survey which says that 1.3 million new American households became millionaires in 2004.
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.
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.
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 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 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.
Financial Planning November 1, 2009 John J. Bowen Jr.	Getting the Right Help Financial services firms aren't doing enough to support the transition to wealth management.
Registered Rep. April 1, 2007 Matt Oechsli	Trust Me The affluent are looking for an unbiased professional -- someone they trust -- to guide them through the complexities of today's financial world. They want the financial services equivalent of a family doctor.
Financial Planning October 1, 2012 John J. Bowen, Jr.	Elite Advisors' Best Practices: What Makes for a Successful Planner How do the best financial planners become successful? Developing a vision and a plan for your business takes focus, collaboration and consistency. And it s how the best performers enhance their success.
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.
Financial Planning May 1, 2008 John J. Bowen	The Right Ally Forming strategic alliances with the right professional advisors -- such as CPAs and attorneys -- is one of the best avenues for advisors to acquire additional high-net-worth investors.
Registered Rep. February 1, 2005	So Whose Fault Is That? In a survey of nearly 800 affluent investors by PNC Advisors, about half worry their children will grow up feeling entitled.
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.
Financial Planning May 1, 2011 John J. Bowen, Jr.	Going Private Private client events can have a sizable impact on the success of your practice-helping you build credibility with existing clients and attract new business. Yet many advisors overlook these events or conduct them poorly.
Financial Planning August 1, 2009 John J. Bowen Jr.	Expert Positioning You must position yourself so that the clients you want to target see you as a true expert who can address their full range of problems, issues and opportunities.
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, 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. April 1, 2005 Matt Oechsli	Appearances Matter Wealthy clients weigh a lot of factors when choosing a financial advisor --- cost of services is one of them, but it is far from the most important.
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 5, 2012 Matt Oechsli	Speaking the Same Language For affluent women, communication with their financial advisor is key. Here's how to speak the same language.
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.
Financial Planning May 1, 2012 John J. Bowen, Jr.	Borrow From the Best One of the best ways to learn what it takes to succeed in our business is to look at the best practices of elite financial advisors who are enjoying tremendous success in the marketplace.
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 Planning April 1, 2011 John J. Bowen, Jr.	Listen Up! Want to build great long-term relationships with clients, professional partners and centers of influence in your market niche? Here's a secret: Do a lot less talking and lot more listening.