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Investment Advisor July 2010 Ray Sclafani	The High-Performance Coach: The Five Myths of Professional Networks Why you need professional advocates.
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.
Financial Advisor December 2005 Grove & Prince	Raising The Bar On Value-Added Services There is an unequaled opportunity for growth when financial advisors leverage the expertise and resources of financial institutions and partner with their product providers.
Financial Advisor March 2012	In Advisors We Trust At a time when John Q. Public views the nation's financial and political systems with high levels of cynicism and distrust, a recent survey of investors' trust in institutions and individuals found that people think highly of their financial advisors.
Investment Advisor February 2010 James J. Green	Raising Your Game Ray Sclafani's coaches help advisors provide advice and guidance.
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 Planning February 1, 2012 John J. Bowen, Jr.	This Time, It's Personal Sharing a powerful story about yourself - one that gives some insight into who you are and what you stand for - makes listeners want to know you better. It's also one of the best ways to set the stage for a long-term advisor-client relationship.
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 Advisor November 2003 Blomfield & Hamil	Who Puts Clients First? Client-centered financial advisors have an edge over ones focused on investments.
Financial Planning November 1, 2006 Ray Sclafani	Ask a Coach Whatever your goals may be, a seasoned coach can help financial advisors take advantage of the opportunities that are present in a changing competitive business landscape.
Financial Planning December 1, 2011 John J. Bowen, Jr.	Strategies for 2012 and Beyond In these volatile times, you have an excellent opportunity to build relationships with high-net-worth investors who are actively looking for advisor alternatives. With that firmly in mind, here are some key strategies and tactics that will make a big difference over the next year and beyond.
Investment Advisor April 2010 Ray Sclafani	Demystifying Referrals To build a client acquisition system, break the process down into nuggets.
Registered Rep. January 5, 2011 Mindy Diamond	Lining Up Your Pros And Cons The following is a list of some of the pain points advisors who want to leave their firm often describe.
Investment Advisor September 2010 Ray Sclafani	The High-Performance Coach: Ten Ways to Engage Clients Now, Part 1 How top advisors are re-engaging with clients at a tenuous time.
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.
Investment Advisor March 2010 Lewis Schiff	The Affluentialist: What Do Counselors Think About Clients? Advisors to wealthy families speak out about clients and careers.
Registered Rep. December 4, 2012 Megan Leonhardt	(No) Experience Necessary When it comes to being a financial advisor, the more experience -- the more years you have on you -- the better, right? Not quite. A new study shows that firms should be cautious when bringing aboard advisors heavy on experience.
Investment Advisor April 2008 Lewis Schiff	Like Client, Like Advisor New research reveals the personality traits and practices that help advisors become millionaires themselves.
Financial Planning March 1, 2013 John J. Bowen, Jr.	For Advisors, a Client-Centered Shift More advisors are shifting toward a broader approach and away from investment management.
Financial Planning January 5, 2008 John J. Bowen Jr.	Better Than Average Making a New Year's resolution to improve your practice? A new survey lets you benchmark your performance against the broader advisory community.
Investment Advisor July 2008 Kara P. Stapleton	Lone Investors Many affluent individuals still haven't grasped the benefits of having professional advisors.
Financial Planning September 1, 2007 Ray Sclafani	The Future is in Retirement By helping clients envision later-life goals, You can build value in your practice. An exclusive conversation with coach Dan Sullivan.
Financial Planning May 1, 2008 Ray Sclafani	To Each His Own For many advisors, teaming up with a coach just makes sense -- and dollars.
Financial Planning February 1, 2008 John J. Bowen Jr.	The Wow Factor Never underestimate the role that client service plays in your advisory business.
Financial Planning August 1, 2007 Ray Sclafani	Get Some Support An increasing number of B-Ds are recognizing the importance of coaching and training for advisors -- especially their top producers.
Financial Advisor June 2008 Andrew Gluck	Rethinking Thinking A conversation with Nancy Kline, author of Time to Think, about rethinking how we listen to others, and how advisors can use this in the client-advisor relationship.
Financial Advisor October 2005 Chris Radford	Practice Management: What The Survey Doesn't Say Because there are no surefire business plans for success, it takes a unique combination for each financial advisor to find the "x-factor" -- that intangible number in every business opportunity that equals ultimate success.
Financial Advisor March 2012 Joni Youngwirth	When To Prune One can find good reasons to cut clients and good reasons not to. Advisors who do are typically happy they took action.
Registered Rep. October 1, 2004 Matt Oechsli	Coaching Decisions Here are seven steps to finding the right financial advisor personal coach.
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.
Financial Advisor April 2007 William Glasgall	Why Marketing Works Over the years, many advisors, being analytical people at heart, have relegated marketing to a minor role behind crunching numbers for clients' financial plans and investment portfolios. Now, that attitude seems to be undergoing a long-needed change.
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.
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 Planning May 1, 2007 Ray Sclafani	Finding Your Inner Coach As your clients approach retirement, they may need guidance on more than their investments.
Investment Advisor July 2010 Ray Sclafani	Ask These Questions To help its coaching clients build a "professional advocate" network, ClientWise has formulated questions to ask prospective members of your network.
On Wall Street April 1, 2013 Lorie Konish	Five Questions with Matt Matrisian The director of practice management at Genworth Financial offers advisors tips on avoiding common blind spots.
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.
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.
Financial Planning June 1, 2008 Julie Littlechild	Is Loyalty Enough? When it comes to client relationships, though, client loyalty should not be the primary objective.
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 July 2012	It's A Trust Thing People trust their financial advisor more than their primary doctor, according to a recent survey of investors by John Hancock Financial.
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 Advisor October 2010 Michael Patrick Jacobs	Investors Demand More This advisor provides highlights of what he's found clients today are looking for when they seek advice.
Financial Planning June 1, 2008 John J Bowen Jr	Help From My Friends Here are some of the most important issues to consider when working with a financial institution.
Investment Advisor March 2010 Angela Herbers	The Fast Track: Blue Chips Overly corporate firms aren't keeping young advisors happy.
On Wall Street June 1, 2010	Five Questions With Gurinder Ahluwalia The President/CEO of Genworth Financial Wealth Management talks about his company's goals and services.
Financial Planning July 1, 2010 Marion Asnes	Envestnet's Fiduciary Opportunity Bill Crager, president of Envestnet, is not going to wait for Washington to figure out the fate of the fiduciary standard. The way he sees it, the market has already spoken.
Registered Rep. April 1, 2012 Kristen French	Due Diligence: "Fee-Based" is a Four Letter Word for Financial Advisor Clients Do you use the term "fee-based" with clients and prospects? If so, well, don't.
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 2007 Mark Fadiman	Nurturing Growth How CEG Worldwide helped wealth management evolve from buzzword to industry discipline.