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Financial Planning June 1, 2010 Bob Veres	Wheel of Competence When looking to transition to retirement, advisors should reach for the skills they have accumulated over time-for working with both clients and staff.
Registered Rep. March 1, 2008 Matt Oechsli	Ph.D. In Sales Required People often neglect to factor in the importance of sales skills to the financial advisory-job market.
Financial Planning September 1, 2008 Stephanie Bogan	Who Will Succeed? There is little doubt that current and anticipated growth, the challenges of managing firms and related human capital dynamics will lead us further into uncharted waters.
Registered Rep. June 13, 2012 Matt Oechsli	Prospect Facetime: Five Affluent Faux Pas To Avoid Don't be afraid to sell, but mind these pitfalls.
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 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.
Registered Rep. June 21, 2013 Mindy Diamond	The Ghost Generation There's a shortage of younger advisors entering the field, and it's only going to get worse. Firms need to beef up their training programs and explore new sources of talent.
Investment Advisor November 2009 Angela Herbers	Marketing Is Everyone's Job Following are ideas for advisors to incorporate into their strategic marketing initiatives.
Financial Advisor April 2005 Sydney LeBlanc	Advisor And Manager: A Symbiotic Relationship Trust and respect are essential ingredients in establishing a lasting bond between a financial advisor and investment manager.
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.
Registered Rep. June 18, 2014 Matt Oechsli	Building a Multigenerational Wealth Management Team The most common exit strategy for a veteran advisor getting ready to retire is to sell his or her book according to the guidelines established either by their firm or industry valuations standards.
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.
Registered Rep. August 28, 2013 Carina S. Diamond	We Need More Female Advisors When it comes to attracting women to our ranks, the industry still has a long way to go
On Wall Street September 1, 2010 Howard J. Stock	Talent Shortage Grips Firms As Financial Advisors Age After years of recruiting only established, top advisors in the so-called "war for talent" instead of hiring younger employees and training them, the industry is now facing a shortage.
Investment Advisor April 2008 Mark Tibergien	The Long and Short of Business Life Advisory firms can live on when their owners take steps to build continuity.
Financial Planning October 1, 2013 Dave Grant	Smart Career Plan for Advisors Want to help your advisors expand their skills? Use these steps to create customized career tracks.
AFP eWire August 20, 2012	The New ABCs of Selling and Persuading Daniel Pink, whose new book is To Sell is Human: The Surprising Truth about Moving Others, spoke at the closing session of the recent annual conference of the American Society of Association Executives and included a number of insightful ideas of use to fundraisers.
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. February 9, 2012 Boswell & Nichols	Fast Track: Less Verbiage -- Better Results Rainmakers win the confidence of affluent prospects by framing everything in direct and simple language.
Registered Rep. February 27, 2003 Will Leitch	Wealthy Clients Growing Disenchanted with Advisors A just-released report from the Spectrem Group, a Chicago-based consulting firm specializing in the affluent market, says only 59 percent of high net-worth clients are pleased with their advisors' performance. That's down from a 79 percent satisfaction rate just two years ago.
Financial Planning October 1, 2009 Donald B. Trone	Born to Lead What are leadership chracteristics unique to the role of financial advisor?
On Wall Street October 1, 2010 Denise Federer	The Behavior Profile Are you a perceptive financial advisor? Being able to identify your client's financial decision-making and investment style is important in communicating effectively with them.
Financial Planning November 1, 2012 Craig Pfeiffer	Developing New Talent: Better Approach Needed for Training Advisors The profession needs a new training model that attracts and develops the next generation of 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.
Registered Rep. November 27, 2015 Anne Field	The OSJ Way to Grow? Mark McGonagle needs to decide his ultimate business vision. Does he see himself building a large office of financial advisors and spending the majority of his time recruiting and doing compliance and supervisory work?
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 April 1, 2013 Deena Katz	Passing the Baton to Next-Gen Advisors When it comes to handing off your firm, make sure you communicate clearly with your next-gen advisors.
Investment Advisor March 2006 Mark Tibergien	Formulas for Success: Preparing for the Fall Are you succeeding at succession? This question increasingly comes up as advisors see each month flip away, and each year change a digit. In the autumn of your career, are you prepared for the inevitable?
On Wall Street July 1, 2009 Gerri Leder	Family Office: Frontier or Fad? Some advisors are jumping on the multifamily-office bandwagon, looking for the "new, new thing" that will transform their practices, revive their books, and restore their enjoyment for the business.
Financial Planning November 1, 2011 Stephanie Bogan	It's Raining, It's Pouring! Regardless of challenging market conditions, and in some ways furthered by them, experts believe the planning profession has yet to see its heyday.
Investment Advisor October 2007 Mark Tibergien	Exit, Stage Left There comes that awful realization in every advisor's life when he finds himself in the netherworld between wisdom and obsolescence. As the leader of the business, how do you know when it's time to step aside?
Financial Planning November 1, 2008 Robert Hoyt	The New Normal Clients (as well as practitioners) are hoping to understand what their investment lives will look like when the economy settles down. How will we know when things are back to normal? And what will that normal be?
Entrepreneur January 2007 Mark Henricks	Let It Rain Get out your umbrella - hiring a rainmaker can make profits pour.
Investment Advisor October 2008 Angela Herbers	One Small (Big) Step The advisory industry has taken a giant leap forward in the past year. Attendees at this year's FPA NexGen conference clearly have made progress at getting small pieces of equity in their firms.
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.
Investment Advisor January 2007 Ivanova & Kahler	The ABCs Of Retirees To meet the needs of retiree clients, financial advisors will need to beef up their knowledge not only of investment-related retirement issues, but also non-investment areas.
AskMen.com December 9, 2001 Rashmikant Patel	Trusting Your Advisor Many of us are looking back at our investments over the last couple of years, and blaming our advisors for the less than stellar performance. It all comes down to one issue: do you trust your financial advisor?
Registered Rep. March 30, 2011 Matt Matrisian	Bridging the Succession-Planning Gap Too many advisors need help planning their financial futures. Today, only about 18 percent of independent advisors have a well-defined business succession plan that is ready to implement.
Registered Rep. December 16, 2013 Mindy Diamond	Coming Together One way for advisors to be prepared in the event of something going wrong is to team with other advisors.
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 July 1, 2012	Women Advisors Forum/Boston: Growing Networks The financial planning industry is waking up to the fact that women advisors possess unique skills they can leverage to build strong practices.
Registered Rep. May 12, 2011 Matt Oechsli	7 Key Attributes of Top Assistants The increasing importance that the advisor-assistant relationship plays in the loyalty of today's affluent client prompted the Oechsli Institute to conduct a study on advisors and assistants. Here are the findings.
Financial Planning June 1, 2007 Deborah Doyle McWhinney	Independents' Day As investment advisors become more popular and profitable, they must find new ways to keep ahead of the competition.
Financial Advisor June 2004 Sydney LeBlanc	SMAs and Due Diligence: Streamlining The Process Software tools and common sense can help advisors enter the separately managed accounts (SMA) business.
Financial Advisor September 2005 Bill Bachrach	Six Do's And Six Don'ts Of A Successful Practice Most financial advisors say they want to build a business that generates a sizable income and lets them live the life they want. Yet few advisors consistently do what it takes to create that kind of business.
Registered Rep. November 9, 2011 Boswell & Nichols	Keys to Generating New Advisor Introductions Introductions are an extremely high impact activity when done correctly and they can be just as effective for someone who is brand new to the business as they are for a 30 year veteran.
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.
Financial Planning October 1, 2009 Stephanie Bogan	Marketing that Works While attractive, referrals should not be the sole strategy for driving steady, sustainable growth of your financial advisory business.
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 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.