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Financial Advisor January 2006 Karen DeMasters	Sudden Wealth, Sudden Mess? Windfall recipients may need special handling by financial advisors -- and maybe a kick in the pants. Done right, that relationship can translate into a multigenerational client.
On Wall Street August 1, 2013 Lorie Konish	Five Questions with Susan Bradley Susan Bradley, founder of the Sudden Money Institute, discusses how advisors can best work with clients who win the lottery or inherit a large sum.
Financial Planning September 1, 2011 Scott Schutte	Suddenly Wealthy Newfound wealth may bring a major life change for clients, often stirring a range of complex emotions.
On Wall Street June 5, 2009 Denise Federer	Understanding and Guiding Client Behavior Financial professionals face the complex challenge of effectively responding to the financial and emotional needs of their clients, while managing their own emotional reactions to the current turbulent markets.
Financial Advisor February 2005 Raymond Fazzi	The Mistakes Investors Make A new survey suggests there are some common investing mistakes, and defined patterns of behavior, that advisors can look for in their clients.
Investment Advisor April 2008 Susan Bradley	E Pluribus Unum When clients have a sudden change in their money situation, collaboration among their advisors is crucial.
Registered Rep. November 1, 2002 Ruth Halcomb	When Affluenza Strikes It can be every advisor's dream. But for those unprepared, it can become a nightmare. Lesson No. 1: The nouveau riche aren't like you or me. Emotions can run high as erstwhile family members and charities look for a chunk of their money; truly, handholding can become a huge part of your job.
Financial Advisor March 2012 Joni Youngwirth	When To Prune One can find good reasons to cut clients and good reasons not to. Advisors who do are typically happy they took action.
Investment Advisor March 2007 Olivia Mellan	Do You Believe in Magic? When it comes to financial matters, clients may think or act in seemingly irrational ways due to their fear of bad luck, their hopes for good fortune, or a belief that a certain outcome has resulted solely from chance. If you encounter such situations, here are some ideas on how to handle them.
Investment Advisor December 2006 Mark Tibergien	Trading Places Succession planning specialists say that only about one out of three family businesses successfully transfer from the first generation to the second. Although family business transfers have not been commonplace among independent financial advisors, this appears to be shifting.
On Wall Street June 1, 2009 Denise Federer	Understanding and Guiding Client Behavior Financial professionals face the complex challenge of effectively responding to the financial and emotional needs of their clients
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.
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.
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.
Investment Advisor July 1, 2011 Olivia Mellan	Paralysis Analysis The markets have recovered -- but some clients haven't. Here's how to help them unfreeze and get moving again.
Job Journal November 30, 2008 Carole Kanchier	Mastering Change When something changes, you can fight it and try to avoid it, or you can accept it and even embrace it. Things are constantly changing, for better or worse, and our readiness and willingness to adapt can be the difference between success and failure.
On Wall Street April 1, 2012 Denise Federer	Are You A Succession Saboteur? Adjust your plan as necessary so that you can fulfill your commitment to securing not only your future, but the future of the people that you care about: your clients, your team and your family.
Investment Advisor January 2008 Susan L. Hirshman	Referrals Revisited:Part II Matching financial advisory clients' perceptions of your value with the reality.
Financial Planning April 1, 2013	Retirement Advisor Confidence Index: Reality Check for Planners Advisor sentiment slips after a giddy start to the year, as clients sound a cautious note.
Registered Rep. January 5, 2011 Mindy Diamond	Lining Up Your Pros And Cons The following is a list of some of the pain points advisors who want to leave their firm often describe.
Investment Advisor October 2006 Olivia Mellan	Nothing but Fear Itself When clients are grappling with psychological fears that exceed their tolerance level, financial advisors may be able to help them calm down and deal with their hobgoblins in a more rational way. Here, for example, are ideas on how to handle a number of scary situations.
Registered Rep. May 26, 2011 Diana Britton	Coming Into Money: Advisors Should Anchor Clients Clients that have just come into new money -- bequests, lottery jackpots, lawsuit settlements, among others -- can provide a challenge for financial planners, but it's up to advisors to anchor these clients and keep them stable.
Financial Advisor May 2008 Kurt J. Rossi	Great Expectations Advisors must be cognizant of the fact that tuning into the emotional needs of clients is the key to helping them remain on the track to realizing their goals and dreams.
Investment Advisor January 2009 Bob Clark	Compassion Fatigue In times like these, when clients are emotional, financial advisors more than ever need to be objective and professional.
On Wall Street December 1, 2011 Denise Federer	The Advisor's Guide To Stress Management This past year has been both challenging and profitable for many of the financial advisors that I coach.
Investment Advisor January 1, 2011 Lewis Schiff	What's Money Got to Do With It? For some clients, positive growth isn't enough -- they still need their emotional ROI.
Registered Rep. October 22, 2015 Mindy Diamond	Should an Advisor Move When Markets Are Choppy? We have repeatedly been asked if these unpredictable market swings have a negative impact on financial advisors moving to new firms.
Investment Advisor May 2009 Nick Giacoumakis	Expert's Corner: Stage Fright Recognizing the four emotional and psychological stages clients go through during a market downturn can help advisors better understand how to cope with market volatility and avoid some common pitfalls.
AskMen.com June 15, 2003 Brian MacKenzie	What's Stopping You From Being Successful? As long as you meet your personal goals and work hard at being the best "you" possible, you have succeeded. That is all that really counts.
Registered Rep. November 1, 2010 Vic Preisser	The Children of the Wealthy Fire Their Parents' Advisors -- Most of the Time That means to grow your advisory business, financial advisors have to go out and find/recruit a replacement for the estate that just left, and then go out and try to find other affluent investors.
Investment Advisor March 2010 Lewis Schiff	The Affluentialist: What Do Counselors Think About Clients? Advisors to wealthy families speak out about clients and careers.
Investment Advisor April 2008 Norman M. Boone	Getting Comfortable With Change Here are some communication tips for introducing change to your clients.
Financial Planning February 1, 2007 Len Reinhart	Longevity Insurance Wealthy baby boomers fear outliving their money, but they want more than immediate annuities. For financial advisors, there are three action points to follow to help ensure your clients' peace of mind.
Financial Planning December 1, 2008 Stephen Savage	What Just Happened The magnitude of this market decline exceeds the frame of reference of nearly every advisor in business today, and most of their clients. What approach can advisors take with shell-shocked clients?
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.
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.
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 December 1, 2009 Denise Federer	Fostering Financial Resiliency in Your Clients The ultimate challenge facing financial advisors is how to guide clients to manage their anxieties, move forward and take the necessary steps to ensure their financial futures.
Registered Rep. February 9, 2011 Diana Britton	IMCA Helps Financial Advisors Pick Up Women Three out of four wealthy women are looking or thinking of looking for a better financial advisor.
Financial Planning October 2, 2007 Suzanne McGee	Higher and Higher Today, there are more than 9 million Americans with at least $1 million to invest. Even for the best-prepared and best-educated advisor, a time may come when they need to consider whether continuing to work with their ultra-affluent client is in the best interests of both parties.
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 Planning May 1, 2011 Scott Schutte	The Kids Are All Right (Maybe) Countless studies find that family fortunes often dwindle away by the end of the second generation. I wonder how many of those families, with the help of a capable advisor, could have preserved the legacies previous generations built so painstakingly.
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 Advisor April 2010 Roy Diliberto	Whose Discovery Is It? The questions we ask our clients in our quest to serve them may end up being therapeutic for them.
Financial Advisor October 2011 Joni Youngwirth	The Replacements The pros and cons of choosing an internal successor.
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.
Investment Advisor July 2009 James J. Green	Numerology: Wealthy Remain Wary The wealthy are even more risk-averse than advisors might have thought.
Investment Advisor April 2010 Lewis Schiff	The Affluentialist: The Challenges of Advising the Affluent Advisors need to focus on more than just assets with their very wealthy clients.
Financial Advisor September 2008 Wayne von Borstel	Who's Running Your Practice? One of the toughest obstacles for advisors is telling clients what they need to hear instead of what they want to hear. Some people simply don't want candor. Some people refuse to be coached.
Job Journal June 26, 2011 Deborah Brown-Volkman	Career Pros: The Fear Factor in Your Career We all have fears. Some are reasonable, but most are unwarranted worries that hold us back from achieving the lives and careers we are truly capable of.