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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.
Registered Rep. March 22, 2011 Charles Paikert	Traditional Media Key To Wealth Management Marketing Social media may be all the rage, but traditional media plays a more important role in wealth managers' marketing plans for high net worth clients.
Financial Planning April 1, 2008 John J Bowen	Referrals for the Asking The majority of advisors are ignoring one of the most effective, efficient and obvious sources for new referrals: their existing clients.
Registered Rep. April 23, 2015 Anne Field	How Long Should You Take to Land a Prospect? Most advisors have a process for bringing in potential new accounts -- a certain number of meetings, a series of topics to cover -- but many find the trickiest part of the chain is the final close.
Investment Advisor July 2010 Ray Sclafani	The High-Performance Coach: The Five Myths of Professional Networks Why you need professional advocates.
Registered Rep. June 1, 2004 Matt Oechsli	Five Steps to Rebranding In order to attract the most lucrative clients, advisors understand they need to transform themselves from investment managers to wealth managers. The problem is communicating this shift to clients.
Registered Rep. December 1, 2002 Walter H. Zultowski	Who Wants a Wealth Manager? Are potential clients excited about the prospect of receiving wealth management services? And of those who are, what characteristics do they share? Phoenix, which specializes in this market, set out to answer these questions in a survey of the high-net-worth population.
Financial Planning March 1, 2008 John J Bowen	Getting an Edge For many financial advisors, the choice to offer wealth management services isn't easy. They wonder if wealth management is really worth it. The answer is yes.
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 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.
Registered Rep. May 1, 2005	13 Percent Percentage of advisors who say they have switched to a wealth management model.
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 Advisor March 2004 Grove & Prince	Thinking And Acting Like A Wealth Manager It's the difference between offering products and providing solutions.
Financial Planning March 1, 2010 John J. Bowen, Jr.	Group Therapy Thanks to some positive developments in the markets and economy, advisors have been able to move away from defensive activities and focus on offensive maneuvers designed to win new business and build their practices.
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.
On Wall Street October 1, 2013 Alix Stuart	A Social Media Presence May Enhance Business Now that advisors are (finally) allowed to use it, social media is finding its place in the marketing arsenal.
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 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 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. August 19, 2011 Kevin Nichols	Five Tactics for Leveraging Social Media in Volatile Markets The following are five social media tactics forcommunicating your calm presence, bolstering your brand and simultaneously finding new prospects in tough times.
Registered Rep. August 3, 2011 Charles Paikert	Wealth Management Practice By and For Women Launched By San Diego Firm A San Diego wealth management firm has launched a separate practice group staffed by women and targeted at women, specifically high-net-worth women over 45 who own their own businesses, are going through a divorce or have become widows.
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. July 1, 2006 Kristen French	Trading Up The Wealth Advisor Institute, a new trade group for advisors who cater to the wealthy, opened its doors in June.
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.
Registered Rep. February 1, 2006 Russ Alan Prince	Rep's Honor Here is how wealth management readily translates into additional assets under management for financial advisers and what they can do reach this target market.
Investment Advisor August 2006 Susan L. Hirshman	The Wealth Advisor: Lessons From the Best With a targeted client plan consisting of an integrated approach for client segmentation, actively pursuing referrals, and furthering meaningful client contact, financial advisors will be on their way to meeting their clients' financial needs.
Financial Advisor January 2006 Grove & Prince	Key Mistakes Of New Wealth Managers Wealth management is a serious decision for advisors that can be disruptive to their business and difficult to implement. Future generations of advisors can benefit by using these findings to build skills, reorient focus and settle in to the role of wealth manager.
Financial Advisor April 2004 Sydney LeBlanc	What Have You Done For Me Lately? Are advisor marketing tools and business development what they should be?
On Wall Street April 1, 2011 Todd Colbeck	High-Net-Worth Marketing In Three Easy Steps High-net-worth clients are less likely to respond to direct mail seminars and advertising. Introductions are the preferred way for them to meet a new advisor. Try these techniques.
Financial Planning September 1, 2010 Marion Asnes	Real Wealth Wealth management is a study in anxieties, as advisors relate how even their multimillionaire clients are struggling to unload overpriced homes and pay astronomical college tuition bills. You have to wonder: What is wealth, anyway?
On Wall Street April 1, 2013 Donald Jay Korn	Ultra-Wealthy Wary of Trusting a Single Advisor While ultra-wealthy individuals tend to put their trust in wealth managers, the bad news is most tend to use multiple advisors.
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 July 2006 Robert F. Keane	Getting It All Done While for many advisors taking the wealth management route is a no-brainer, it's not without potential pitfalls. Wealth management covers much more than just how much money the client has.
Registered Rep. May 19, 2014 Anne Field	Breathing New Life Into an Old Marketing Strategy Often, advisors can take a while before they understand the importance of using social media to solidify their reputation, at the least, and, at best, to attract real business.
Registered Rep. March 1, 2005 Grove & Prince	In Name Only Financial advisors who fancy themselves "wealth managers" are having trouble walking the talk.
Financial Advisor July 2006 Grove & Prince	Accountants As Wealth Managers Accountants offering wealth management can be double-edged swords -- simultaneously delivering tremendous opportunities and thorny challenges to the firms and professionals they work with each and every day.
Registered Rep. March 22, 2012 Boswell & Nichols	10 Ways to Make Social Media Work for Advisors When it comes to social media, advisors have a resounding question, "How do we actually use it and how do we get value from it?" We decided to answer this question.
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 Planning February 1, 2008 John J. Bowen Jr.	The Wow Factor Never underestimate the role that client service plays in your advisory business.
Financial Advisor February 2012	Social Media Losing Some Appeal With Financial Advisors Despite the hype about the benefits social media can bring to financial advisors, most advisors don't find it very useful in their businesses.
Trusts & Estates May 2002	Think Like A Shrink Understanding Today's High Net Worth... Advisors Should Make a Diagnosis, Then Think About Product... Recognizing the Role of the Family Founder... Understanding the Cultures, Values and Beliefs of the Family... etc.
Financial Planning February 1, 2011 John J. Bowen, Jr.	What CPAs Want Almost 82% of wealth managers have told CEG Worldwide that referrals from other professionals, such as CPAs, are a very important source of new clients.
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 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. July 21, 2006 Kristen French	Advisors Not Filling High-Net-Worth Retirement Needs, Survey Says Although few high-net-worth investors are prepared for the kind of retirement they expect, advisors continue to focus on wealth accumulation at the expense of long-term financial planning.
Registered Rep. August 24, 2011 Charles Paikert	Family Businesses Offer Opportunities -- and Pitfalls -- for Wealth Managers Advisors have to be more aware of the interplay between a family's personal portfolio and its business.
On Wall Street November 1, 2008 Matthew Leung	Keeping Current Is Critical in Challenging Markets Clients' needs rule the day, so take advantage of existing educational sources, even in disparate areas of your work life.
Registered Rep. August 10, 2011 Boswell & Nichols	Shaky Markets, Substantial Opportunities With memories of 2008 looming in the background, the Dow plunging in response to a AAA downgrade and media pundits fueling fear and uncertainty everywhere you turn, it's natural for investors and advisors to become a bit nervy.
Investment Advisor August 2008 James J. Green	Standouts How financial advisors can use branding, marketing, PR, and new media to differentiate themselves.
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.