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Financial Planning October 1, 2006 John Nersesian	Fitting the Profile Successful advisors recognize that interviews are the best way to learn about clients' objectives, motivations and expectations, all of which are key to framing comprehensive, integrated wealth management solutions.
On Wall Street December 1, 2010 Denise Federer	Creating Better Branch Manager Relationships Have you ever considered the role your branch manager's actions play in your success and satisfaction as a financial advisor?
On Wall Street February 1, 2012 Denise Federer	The Couples Conundrum Research indicates that a majority of male investors would prefer their spouse have a more involved role in money decisions.
Financial Advisor May 2012 Mitch Anthony	The "More Time" Myth Advisors lose sight of what is possible with clients when they don't vary their scripts.
Investment Advisor January 2008 Susan L. Hirshman	Referrals Revisited:Part II Matching financial advisory clients' perceptions of your value with the reality.
Financial Advisor July 2012 Mitch Anthony	The Story, The Characters And The Plot An advisor needs to hear clients' stories to determine what's influencing them.
Financial Advisor October 2011 Robert Laura	Getting Personal Sharing personal stories and adding humor helps develop deeper relationships with clients, but advisors need to avoid sending the wrong message.
Investment Advisor November 2006 Chris Blunt	Advisors: Natural Facilitators Generations welcome advisors' help in tackling wealth transfer talks.
On Wall Street August 1, 2009 Jim McCarthy	Managing Retirement Risk: It's All About Attitude Managing retirement risk for clients with less than $5 million in assets is quite possibly the most difficult job faced by a financial advisor.
On Wall Street February 1, 2010 Matthew Leung	Improving Asset Retention- Keeping Open Dialogue Is Key The top piece of advice from branch managers: Know where all of the client's assets are located.
InternetNews December 6, 2010	Facebook Tunes Up Profile Pages Facebook unveils a major overhaul to its site design, taking the wraps off of new profile pages aimed at telling members' stories at a glance.
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 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 Advisor January 2009 Rebecca Pomering	Turning Turbulence Into Growth Turmoil is creating big opportunities.
Registered Rep. December 7, 2015 Brian P. Hull	View From The Top: Customized Outcomes What was true in 1990 remains true in 2015: There is still a need for financial advisors to build and sustain a trusted and valued relationship with their clients
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.
Investment Advisor March 2008 Lewis Schiff	The Prospect Said What? When working with high-net-worth clients, you may need to dig and sift for the information you need; for many affluent and ultra-affluent clients, the initial impulse is to speak guardedly to protect their privacy.
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.
Investment Advisor October 2006 Black & Bakker	Life Support A reader survey suggests how asset managers can be true partners with investment advisors.
Financial Planning December 1, 2009 Deena Katz	Can We Talk? When working with clients (in fact, with everyone), we need to understand that each of us experiences the world differently.
Investment Advisor March 1, 2011 Jim Komoszewski	Creating a Business Plan (You Will Actually Use) The trick is to think small -- about 3x5 to be exact. A one-page plan that is implemented and executed is better than a 20-page plan that is being used to stabilize a wobbly desk.
Financial Planning June 1, 2010 John J. Bowen, Jr.	The Perfect Profile Looking for the ideal client? Write a detailed description of the top clients you have now, by answering eight simple questions.
Financial Planning January 5, 2008 Mark Penske	Land of Uncertainty Although it can seem like an impossible task to find the right successor for your financial advisory business, stories and experiences from those who have crossed this line confirm that there is life after the big decision, both short and long term.
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.
Financial Planning October 1, 2011 John J. Bowen, Jr.	Listen Deep At the heart of successful client relationships is your ability to understand clients on a meaningful level.
Registered Rep. January 28, 2013 Anne Field	Grooming the Reluctant Apprentice A New Jersey advisor thought he had the perfect match for a junior partner, until she got cold feet about moving into the client spotlight. Our panel of experts helps them reconcile opposing goals.
Entrepreneur February 2008 Romanus Wolter	Let It Shine In business, your best asset is the power of you -- so use it.
Financial Advisor December 2009 Richard B. Wagner	We Need Better Words ... Financial planners' words need to address the relationship between money and the other important aspects of our lives.
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 January 2006 Steve Moeller	The Business of Advice: When Talk Isn't Cheap Have bigger conversations with financial advisory clients; both of you will benefit.
On Wall Street September 1, 2010 Allan Flader	Why Risk It? Don't judge, just advise. That has always been one of our mantras as we've developed strong relationships with our clients over the years.
Investment Advisor June 2009 Mark Tibergien	Formulas for Success: Clients Have Rights, But Also Responsibilities Advisors and their clients must alter their approach to future relationships.
On Wall Street January 1, 2009 Larry Silver	The Success Formula 2008 was a year we would all rather forget. Yet the lessons learned could direct both advisors and clients on new roads to successful investing this year.
Financial Advisor April 2005 Tibergien & Pomering	The Challenge Of Growth Most financial advisory firms are too big and yet too small. The profession is at an entrepreneurial crossroads.
Financial Advisor July 2006 Littlechild & Pomering	Unlocking Client Value The first question financial advisors should ask is not "how" to survey clients but "why" you should do it in the first place. In addition to allowing you to stay on top of changing client needs, interests and expectations, the reasons abound.
Financial Advisor February 2009 Mitch Anthony	Taking Your Client's Pulse A new study says your clients don't blame you for the market crash, but you need to sit down with them and confront the damage.
Financial Planning August 1, 2008 Chris Radford	Choices in Bad Times While a recessionary market is a trying time for any advisor, it's also a great opportunity to preserve your current clients and grow your business.
AFP eWire September 24, 2014	Incorporating Stories Into Your Fundraising Program Stories are what connect us as human beings. We use them to teach our children right from wrong. And, yes, we use them to raise money for our wonderful causes.
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 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.
Financial Planning November 1, 2006 Howard Sontag	How Are We Doing? With constant communication about goals and portfolio construction, financial advisors can remind clients that investing is a long-term process that may require patience in the short term when there are bumps in the road.
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 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 September 2007 Mark Tibergien	The Price of Duty Once a financial advisor moves past the survival stage on the course to self-fulfillment and personal financial success, he can afford to share more of his wealth (of knowledge and money) with others -- but not at the cost of his other obligations.
Financial Planning July 1, 2011 John J. Bowen, Jr.	Consultation, Not Just Advice Financial advisors offer advice, of course, but they'd be much better off if they thought of themselves as consultants.
Investment Advisor June 2006 Tibergien & Littlechild	Consider the Clients If you are one of the many who is thinking about buying, or merging, your book of business or a substantive advisory firm, no doubt you have thought about risk. Hint: it's the firm's clients who determine its true value. So talk to them.
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.
Search Engine Watch April 29, 2011 Jason Cormier	Social Design Strategy: Working from the Outside In Insights on what social media marketers should keep top of mind when helping businesses meaningfully engage with their customers.
Financial Planning December 1, 2005 Marshall Eckblad	Bookshelf Your Client's Story: Know Your Clients and the Rest Will Follow by Scott West and Mitch Anthony shows how financial planners who take the time to learn prospects' life stories will make clients for life.
CIO February 28, 2012 Thom Singer	How CIOs Can Make Time for Social Media A social media enthusiast gives busy executives tips for spending their time wisely on sites like LinkedIn and Twitter.