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Registered Rep. December 1, 2004 Anne Field	Practice Makeover Like many advisors, Gary Hager has decided to focus on the small-business community, and for good reason. With about 20 million small businesses in the U.S., the market comprises a wide-open opportunity.
Financial Planning July 1, 2007 Suzanne McGee	Serving Small Business Forging solid relationships with small-business owners gives financial planners a chance to grow with clients.
On Wall Street April 1, 2013 Lorie Konish	Talking to Small Business Owners in Transition When speaking with small business owners, be prepared with specialized knowledge, willingness to coordinate, and the ability to handle emotions.
Registered Rep. December 13, 2011 Charles Paikert	What Advisors Should Know About the Small Business Owner Market The good news: 50 percent of small business owners could use an advisor, and the best prospects, according to the survey, are women, younger owners, and owners who are thinking about retiring.
Financial Advisor October 2010 David Lawrence	A View From Both Sides To successfully retire, financial advisors have to carefully plan and develop a clear direction before taking action.
Registered Rep. July 1, 2004 Grove & Prince	A Different Breed Tending to the financial needs of a family-owned small business is a complex affair, but it's not nearly as unique a task as it might seem at first blush.
Registered Rep. November 1, 2004 Will Leitch	The Advisor as Traffic Cop As high-net-worth investors spread their assets around more liberally, they are finding themselves in need of a traffic cop -- a central advisor who can sit in the middle of all the financial activity and make sense of it all.
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. 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.
Financial Advisor August 2007 Tracey Longo	What's Your Retirement Brand? Unless you're branding yourself a retirement income planning specialist and it's clear in clients' minds you're going to do retirement income planning for them, your client relationships honestly may be in peril.
Investment Advisor March 2008 Angela Herbers	Words of Wisdom Keeping older professionals in the industry should be a priority. And if we don't do something to rectify this situation sooner rather than later, we face the prospect of watching the experience of a whole generation literally walk out the door.
Financial Planning October 2, 2007 Jack W. Callahan	Embrace Change Advisors have to adapt their practices to accommodate retiring clients.
Investment Advisor April 2006 Maya Ivanova	Self Improvement In the recent supplement to the 2005 Rydex AdvisorBenchmarking Survey, many advisors recognize that simply maintaining the status quo is not enough. They're continuously examining their business plans and investment processes to look for improvements.
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 Advisor July 2005 Raymond Fazzi	Defining Wealth Management The term "wealth manager" has provided more sizzle than clarity in recent years, as more and more advisors have adopted the name as they transition to more comprehensive practices geared toward affluent clients.
Financial Planning November 1, 2006 Elizabeth O'Brien	The Thing You Can't Ignore (Anymore) Seven industry experts discuss the topic of financial advisory practice management. Success breeds competition, and the advisors who come out ahead will know how to run their practices like businesses.
Financial Planning June 1, 2007 Kathy Gevlin	Advisor Pulse The happiest financial advisors really do put their clients first, asserts the first study of advisor satisfaction.
Financial Planning March 1, 2011 Stephanie Bogan	Growth: Realizing Your Potential To build your advisory practice into what you dream it will be, you need to see it clearly and then think like a businessperson, streamline operations and market yourself.
Financial Planning May 1, 2013	Ameriprise's Don Froude: 'Take Care of My Family' For the head of Ameriprise Financial s Personal Advisors Group, the ultimate compliment is to have a client turn to his planner in time of crisis.
Registered Rep. February 1, 2005 David A. Gaffen	Small Game Hunting About 30% of the 22 million U.S. households have somewhere between $100,000 and $500,000 in net worth, including the equity in their homes. Many of them are feeling neglected by their financial advisors.
On Wall Street October 1, 2011 Elizabeth Wine	Retirement Rules for Small Business Clients Retirement plans are fast becoming an important tool for small businesses to attract and retain talent.
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.
Registered Rep. October 1, 2006 Kristen French	It's Triage Time There are millions of baby boomers zooming toward retirement who have vastly underestimated their future financial needs. In other words, for financial advisors and their clients, it's triage time.
Financial Advisor April 2007 Grove & Prince	Tune In To America's Core Wealthy Small business owners represent that greatest potential for growth and wealth in America. Historically, they have been a lucrative and complex client for financial advisors and will remain so.
Registered Rep. December 1, 2004 Anne Field	Planning for the Handoff Despite the obvious importance, for most small-business owners, careful planning of whom to turn the business over to and when to do it is just about the last thing on their minds. Advisors must persevere to get this job done.
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 April 2004 Sydney LeBlanc	What Have You Done For Me Lately? Are advisor marketing tools and business development what they should be?
Investment Advisor September 2008 Robert F. Keane	Far From Retired Tony Purpero thought he was headed into retirement when he returned to southern California, but instead finds himself working harder than ever to help other current and future retirees.
Investment Advisor August 2007 Maya Ivanova	A Victim of Success? A recent survey of registered investment advisors reports that while advisors recognize that marketing is a key component of their business, few devote enough time to this vital activity.
Financial Planning August 1, 2007 Marshall Eckblad	Advisor Pulse If a new survey is to be believed, advisors who help their clients with retirement planning -- and that's most of you -- will soon face a difficult choice: Change the way you service clients or watch your profits shrink.
Registered Rep. January 1, 2003 David A. Gaffen	Wachovia Software Emphasizes Goals Wachovia Securities wants advisors to know where their clients want to be, not just where they are now. The firm plans early this year to unveil a new software package for its advisors to help clients figure out their retirement goals and the appropriate investments to get them there.
Investment Advisor September 2005 Greg Salsbury	Harvest Time As Americans live longer, advisors need to switch their emphasis from accumulating assets to making existing assets last.
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 Advisor July 2006 Dorothy Hinchcliff	Climbing A Stairway To Heaven As boomers age and spend their savings, financial advisors will need to adapt their practices.
Investment Advisor November 2006	Now and Then When it comes to plowing through the complexities that are associated with retirement planning, advisors need all the help they can get. Fidelity looks ahead to dominate retirement planning now.
On Wall Street November 1, 2010 Gallant & Schneider	Navigating The Retirement Business The demand for retirement income support will continue to grow rapidly in the coming years as the aging of the baby boom generation is inevitable.
Financial Advisor September 2008 Mike Sheets	Satisfying Your Self-Made Clients Some of the most challenging clients to help transition into retirement are business owners or career professionals who have had some success managing their own money during their working years.
Investment Advisor March 2007 Melanie Waddell	Leading the Way This year is shaping up into one in which advisors will have to stay compliant with a plethora of retirement planning rules and regs if they expect to stay firmly rooted in the retirement planning arena -- and doing what's best for their clients.
Investment Advisor February 2008 Angela Herbers	Barring the Door How to stop training your (future) competition.
Financial Advisor June 2005 David J. Drucker	The Ethics Of Paying CPAs For Referrals Sure, financial advisors can pay CPAs for referrals, but is it right?
Investment Advisor November 2009 Angela Herbers	Marketing Is Everyone's Job Following are ideas for advisors to incorporate into their strategic marketing initiatives.
Investment Advisor October 2010 Angela Herbers	Show Yourself the Money Advisors need to learn to pay themselves first
Financial Planning November 1, 2007 David Grau	Protecting Equity As independent advisors move to evaluate, build and realize the equity in their growing practices, one holdover succession practice threatens to undermine their progress.
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 Savita Iyer	DC Advisor-Sponsor Matchmaker The relative lack of corporate advisors is a result of inertia on the part of plan sponsors; despite pronouncing themselves dissatisfied with their retirement plans, plan sponsors do not take the easy step of finding a new advisor.
Financial Advisor October 2006 Raymond Fazzi	Embracing The Small Client The trend is to seek out big accounts, but many investment managers and planners continue to value relationships with small clients.
Financial Advisor June 2007 Tracey Longo	Finding Even Greater Growth The Financial Advisor Symposium in Las Vegas focused on practice growth strategies.
Registered Rep. November 21, 2014 Anne Field	Plug And Play? Matthew Westhoff and his partners have a successful practice and want to expand it by letting other advisors plug into their operation. How can they structure a competitive contract and attract qualified candidates?
The Motley Fool October 30, 2006 Dan Caplinger	Avoid the Boiler Room Some financial advisors know more about sales than they do about investing. Finding good financial advice is tough. Investors with little or no knowledge about their finances are extremely vulnerable to disreputable professionals.
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.