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Investment Advisor April 2010 Lewis Schiff	Advisor, Understand Thyself Financial advisors need to understand themselves and their inner drivers, as well as their clients'.
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.
Registered Rep. June 28, 2011 Charles Paikert	Listen Up: Improving Client Relationship Skills Gaining Priority For Wealth Managers The trend is being driven by demographics, fall-out from the financial crisis and the bottom line.
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.
Registered Rep. August 24, 2011 Charles Paikert	Family Businesses Offer Opportunities -- and Pitfalls -- for Wealth Managers Advisors have to be more aware of the interplay between a family's personal portfolio and its business.
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 July 1, 2007 John J. Bowen	Deep Listening Research shows that financial advisors often don't understand the needs of their affluent clients. Here's how to clear up the misconceptions.
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.
Financial Planning April 1, 2011 John J. Bowen, Jr.	Listen Up! Want to build great long-term relationships with clients, professional partners and centers of influence in your market niche? Here's a secret: Do a lot less talking and lot more listening.
Financial Advisor March 2012 Bernie Clark	The Changing Affluent Investor Advisors must prepare for new affluent clients and the changes, attitudes and expectations they will bring with them.
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.
Registered Rep. March 1, 2005 Grove & Prince	In Name Only Financial advisors who fancy themselves "wealth managers" are having trouble walking the talk.
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.
Financial Planning November 1, 2006 John J. Bowen	Women of Wealth Financial advisors can use their knowledge of affluent women to create a unique value proposition, and put themselves in a tremendous position to serve a group that's been too long ignored -- and capture more business than ever before.
Investment Advisor May 2010 Lewis Schiff	The Affluentialist: Raising Responsible Children Advisors to wealthy families can offer sensitivity and guidance.
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.
Investment Advisor June 2010 Lewis Schiff	The Affluentialist: Growing Up Rich and Responsible Financial literacy for the children of affluence starts early -- just as models of nonproductive behavior do.
Investment Advisor October 2009 Lewis Schiff	The Affluentialist: Beyond the Numbers The more intricate the financial and personal lives of clients, the more likely clients will ask for non-financial advice.
On Wall Street November 1, 2009 Parisi & Leung	Intergenerational Wealth Transfer: The New Advisor Challenge A new survey estimates that 80% to 90% of financial advisors lose assets when their client dies -- mainly because the advisor doesn't know the client's children or heirs.
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.
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 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 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.
Registered Rep. July 1, 2006 Kristen French	Trading Up The Wealth Advisor Institute, a new trade group for advisors who cater to the wealthy, opened its doors in June.
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 October 2005 Melanie Waddell	The Playing Field: Welcome to the Family Becoming a wealth manager is not quite as easy as it looks. But the mid-tier millionaires are underserved, so honing skills and capturing some of them as clients should be on every financial adviser's list.
Financial Planning December 1, 2010 John J. Bowen, Jr.	Team Player Many advisors have asked me for more specifics about expert teams-what they should look like and how best to build them.
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?
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.
Investment Advisor May 2008	Whither Client Loyalty? Are you certain that your clients will follow you where'er you roam? According to new research by Spectrem Group, clients may not be as steadfast as Mary's little lamb.
Investment Advisor August 2006 Susan L. Hirshman	The Wealth Advisor: Lessons From the Best With a targeted client plan consisting of an integrated approach for client segmentation, actively pursuing referrals, and furthering meaningful client contact, financial advisors will be on their way to meeting their clients' financial needs.
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 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.
Registered Rep. February 1, 2005 Ruth Halcomb	In the Same Boat Landing a wealthy family can make your practice, but it's important to know that managing the assets often requires becoming involved in family matters.
Financial Advisor October 2005 Grove & Prince	Understanding The Middle-Class Millionaire Middle-class millionaires are the "ideal clients" for most financial advisors. They are wealthy enough to require the services of high-quality financial advisors, yet not so wealthy that most financial advisors end up in over their heads.
Registered Rep. April 13, 2011 Charles Paikert	Under-50s Seen as Lucrative Opportunity for Wealth Managers Wealth managers are ignoring potential clients under 50 years old at their own peril, according to a new study by Cisco Internet Business Solutions Group.
Investment Advisor July 2010 Ray Sclafani	The High-Performance Coach: The Five Myths of Professional Networks Why you need professional advocates.
Financial Advisor November 2005 Grove & Prince	A Dangerous Disconnect Many advisors don't understand what their wealthy clients want -- or need. By being able to deal with the planning concerns of the affluent by brining in the proper experts, the financial advisor will end up growing his or her business.
Registered Rep. September 1, 2005 Grove & Prince	Theory to Practice For many advisors, the evolution to wealth manager remains a matter of theory, not practice. Sure, they're calling themselves wealth managers, but they're still behaving like financial advisors.
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 October 2006 Chris Blunt	Advancing the Conversation Advisors' role in helping clients and heirs address end-of-life issues -- Behind the Numbers: 72% of parents said they would encourage their own financial advisor to discuss... etc.
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.
Financial Advisor November 2009 David J. Drucker	Listening More, Talking Less With Barbara Culver's Purposeful Planning, the humanistic side of financial advice takes on a new dimension.
Investment Advisor July 2007 Melanie Waddell	Gen Xers: The Optimal Client? The best new clients for financial advisors may be high-net-worth Gen Xers, but the trick will be luring these young millionaires away from the banks.
Financial Planning October 1, 2008 John J Bowen Jr	Wealth Transfer It's important for financial advisors to understand the profound effects that inherited money has on inheritors when developing a strategy to work with them.
Investment Advisor November 2009 Lewis Schiff	The Affluentialist: Reading Your Clients A key differentiator between financial advisors who help their client achieve positive returns and those who help their clients achieve superior returns is moral and emotional competency.
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.
Registered Rep. December 2, 2013 Diana Britton	Leaving Home We ask why aren't advisors doing a good job of capturing the assets of their clients' kids?
Financial Advisor August 2007 Grove & Prince	Corporate Executives Need Special Treatment Corporate executives can bring important growth opportunities to their advisor -- a long-term relationship filled with changing needs and expanding wealth, and access to their colleagues who may have similar needs and priorities.
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.