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Financial Advisor August 2005 Leo J. Pusateri	Addressing Value Challenges Employing a Post-Call Value Analysis: How to strategically review your previous meeting to determine how well you delivered your real value as a financial advisor, and revisit your follow-up strategy.
Financial Advisor April 2005 Leo J. Pusateri	Responding To Value Challenges How well a financial advisor handles a value challenge will, in many cases, determine whether he or she earns the right to manage a client's or prospect's wealth.
Financial Advisor May 2004 Leo Pusateri	Are You Ready To Deliver Your Value? Integrating passion, respect and confidence into interactions with wealth management clients.
Financial Advisor September 2004 Leo J. Pusateri	Delivering Your Value: The Value Mindset Skill Model Five steps for financial advisors to properly begin the client dialogue, demonstrate a leadership position by directing the flow of the converstaion, and initiate a meeting with a mindset of value.
Financial Advisor November 2004 Leo J. Pusateri	Delivering Your Value: Identifying Value To begin the process of becoming a "world-class" financial advisor, first learn how to get to the heart of what your clients need.
Financial Advisor July 2004 Leo Pusateri	Delivering Your Value How financial advisors can earn the right to the value connection.
Financial Advisor November 2003 Leo Pusateri	Advanced Applications For The Value Ladder Use key questions directed at potential clients to connect back to your unique message.
Financial Advisor January 2005 Leo J. Pusateri	Delivering Your Value: Identifying Value Learning how to get to the heart of what your financial advisory clients need.
On Wall Street February 1, 2012 Todd Colbeck	The Ultimate New Client Presentation In this article, I will share the five steps to making a sale. Please remember that the sales ideas I discuss will need to be customized for your situation within the compliance guidelines of your firm.
Financial Planning December 1, 2012 John J. Bowen, Jr.	Making Introductions Happen: Request and Receive Referrals From Existing Clients Use this 9-step process to request (and receive) referrals from your existing clients.
On Wall Street July 1, 2010 Gerri Leder	Life Events: Moments To Build Trust And Relationships When your competence as an advisor is met with the comfort of a caring friend, trust is solidified.
Registered Rep. July 5, 2012 Anne Field	Central Casting for Prospects Clients tend to fall into classic types. Here's how to identify and woo a few common ones.
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.
Financial Advisor January 2005 Steve Sanduski	Getting To The Heart Of The Matter Here's how to connect with your prospective financial advisory clients.
Financial Advisor December 2005 Leo J. Pusateri	Conducting The Real Value Audit A grave mistake many financial advisors make is to assume that their clients really understand the real value being delivered. This audit is insurance that your client and you have an aligned vision on the value of the relationship.
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.
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.
On Wall Street April 1, 2011 Denise Federer	Reaching Your Ultimate Emotional Goal By engaging in small, achievable steps, allowing for accurate feedback and making appropriate adjustments, you will achieve your ultimate goal and reach your highest potential.
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. March 8, 2012 Boswell & Nichols	The 3-Step Process for Closing New Prospects Many advisors put a great deal of thought into how they'll find affluent prospects, but less on how they'll convert these prospects in to clients.
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.
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 Advisor February 2012	Choosing Your Clients In his new book, Ross Levin focuses on how advisors can build their businesses. This excerpt examines different kinds of clients.
Financial Advisor June 2004 Joel P. Bruckenstein	Converting Prospects Into Clients A new online tool promises to help you do just that, but can it deliver? The platform marries a sales/client education process with a portfolio construction/portfolio management process.
Financial Planning December 1, 2008 Scott Schutte	Setting Yourself Apart The wave of retiring baby boomers in the coming years will pave the way for advisors who wish to move away from traditional investment management and focus on specialized financial planning and wealth management services.
Financial Planning May 1, 2011 Karen C. Altfest	Presumed Guilty Even if we think we've been successful for a long time, we never can stop presenting our credentials and accomplishments, and demonstrating our stability to those who are new. As you sit in prison, Bernie Madoff, thanks for the reminder.
Registered Rep. December 25, 2012 Lauren Barack	Playing The Digital Dating Game A client's onboarding experience can affect how wiling they are to make referrals, and the faster a rep can sign one client, the quicker they can find more. New digital onboarding tools can help.
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.
Registered Rep. August 18, 2011 Matt Oechsli	Capitalizing on Crisis Four steps to get a handle on your practice and capitalize on this crisis.
Registered Rep. November 27, 2014 Matt Oechsli	The New Cold Calling? The following is an excerpt from The Indispensable LinkedIn Sales Guide for Financial Advisors that I co-authored with Kevin Nichols.
Entrepreneur August 2006 Asheesh Advani	Friends With Money Looking to raise capital for your new business? Start by approaching the people who know you best.
Investment Advisor May 2007 Olivia Mellan	Standing Out When every other financial advisor is trumpeting their own virtues, how can you blow your own horn and get heard?
Financial Planning July 1, 2008 Dan Veto	Open Up! How do you demonstrate to your new prospects the financial services equivalent of good bedside manner? One way is to recognize that clients have differences and preferences in how they would like you to conduct your professional interactions.
On Wall Street June 1, 2012 Denise Federer	The Legacy Advisor The ultimate goal of a being a legacy advisor is to guide your clients to identify the emotional concerns that transcend the financial facts and could potentially impede family relationships.
On Wall Street August 1, 2011 Denise Federer	Guiding Choices to Secure A Client's Future As an advisor you have the potential to play a powerful role in guiding your clients to make tough choices and initiate steps that ensure their family's financial futures.
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, 2008 John J. Bowen Jr.	The Wow Factor Never underestimate the role that client service plays in your advisory business.
Investment Advisor April 2010 Mark Tibergien	Formulas for Success: What Are You Known For? As competition for new business heats up, how will prospects notice you?
Registered Rep. February 1, 2003 Steve Gresham	Are Managed Accounts Right for You? It's nearly impossible to ignore the rallying call for managed accounts. 90% of advisors netting $300,000 or more annually collect some fee revenue, and more than half of them garner at least 25 percent from fees, according to a 2000 survey. Is it time for you to get on board?
Financial Planning October 1, 2012	Retirement Advisor Confidence Index: Planner Confidence Growing Financial Planning's Retirement Advisor Confidence Index - a monthly barometer of business conditions for wealth managers - rose in its latest reading, a bullish sign for the planning industry.
Entrepreneur November 2005 Barry Farber	Mind If I Ask... You don't have to be a master inquisitor to ask your prospects all the right questions. Learn how to set yourself up to seal the deal every time.
Financial Planning March 1, 2005 Kinder & Galvan	Practice Tips Financial advisers can be caught off guard when faced with the emotional reactions clients may experience in response to financial life circumstances. Here's how to improve your relationship skill set.
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.
Investment Advisor January 2008 Susan L. Hirshman	Referrals Revisited:Part II Matching financial advisory clients' perceptions of your value with the reality.
Financial Planning October 1, 2009 Marc S. Freedman	Get Serious Advisors have the ability to serve the mass affluent well, and earn money too. This is a segment of our population that is ready to get serious right now.
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.
Entrepreneur August 2006 Barry Farber	Sales Shape-Up Ready to ramp up your sales -- fast? Our 30-day action plan takes your business to new heights.
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 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?
Registered Rep. May 1, 2004 Anne Field	Role Reversal What happens when adult children take over part or all of their parents' finances - at the request of Mom or Dad? How should an advisor approach such situations?