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Financial Planning March 1, 2010 John J. Bowen, Jr.	Group Therapy Thanks to some positive developments in the markets and economy, advisors have been able to move away from defensive activities and focus on offensive maneuvers designed to win new business and build their practices.
Financial Planning May 1, 2005 John J. Bowen	A Captive Audience Despite their often-spotty track record, financial advisers shouldn't give up on seminars as a valuable prospecting tool.
Financial Planning December 1, 2009 John J. Bowen Jr.	Ten for 2010 Here are five steps that advisors can take right away, followed by five more that will help them position their practices for long-term success.
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.
Financial Planning November 1, 2010 John J. Bowen, Jr.	Wow Right Now Starting now, you need to delight your clients if you want to keep their business and maintain their loyalty going forward.
Financial Planning September 1, 2013 John J. Bowen, Jr.	How to Reach Million-Dollar Clients To move your practice onward and upward, you may need to reconfigure the way you do business. Here s how.
Financial Planning August 1, 2009 John J. Bowen Jr.	Expert Positioning You must position yourself so that the clients you want to target see you as a true expert who can address their full range of problems, issues and opportunities.
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.
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.
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 Planning July 1, 2012 John J. Bowen, Jr.	From Hunter to Farmer Hunting for new investors every day doesn't work well anymore, certainly not with highly desirable affluent prospects. Now, people don't want to be beaten over the head or be sold to.
Financial Planning September 1, 2012 John J. Bowen, Jr.	Planners: Reset Your Social Media Strategy to Attract Affluent Clients Improve your efforts to attract affluent clients through LinkedIn and Facebook (and not Twitter).
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 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.
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.
Investment Advisor January 2010	Soapbox: Your Best Resolution for Growth in 2010 This year and in the years ahead, to be a successful advisor requires you to narrowcast.
Financial Planning March 1, 2005 John J. Bowen	A Tack Worth Taking CEO organizations are one way for financial planners to get in front of business owners and other wealthy clients.
Financial Advisor December 2003 Grove & Prince	The Financial Life Of Senior Executives Who do America's top executives favor as their primary financial advisor and how did they find that advisor?
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 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.
Investment Advisor July 2006 Susan Hirshman	The Wealth Advisor: Providing More Than a Commodity Clients come for the advice; Good financial advisors get them to stay for the experience. Clients are more than their demographic and should also be grouped by emotions or passions.
Financial Advisor February 2005 Grove & Prince	Why This Business Is So Tough The first in a series of articles about the risks, rewards and challenges of being a wealth manager, as well as the ever-changing tools of the trade.
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.
Financial Planning September 1, 2007 John J. Bowen Jr.	Authority Figure Establishing credibility and becoming a recognized authority to your clients can't happen overnight. You need to start with a base and then build upon it layer by layer. This 12-step process can get you going.
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.
Financial Advisor April 2004 Grove & Prince	Creating A Wealth Management Team Team members are competitive, but that shouldn't hurt their service.
Investment Advisor July 2010 Ray Sclafani	The High-Performance Coach: The Five Myths of Professional Networks Why you need professional advocates.
Financial Planning February 1, 2013 John J. Bowen, Jr.	5 Ways to Act Like an Entrepreneur Whether you run your own firm or your practice is part of a larger organization, an entrepreneurial strategy will help you create long-term success.
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.
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. June 6, 2012 Matt Oechsli	Debunking the Brochure Myth Promotional material doesn't influence prospects. Advisors are their own brand.
Registered Rep. March 1, 2005 Grove & Prince	In Name Only Financial advisors who fancy themselves "wealth managers" are having trouble walking the talk.
Financial Planning April 1, 2013 John J. Bowen, Jr.	5 Success Tips From High-Performing Advisors A new study of high-earning advisors offers 5 clear success tips.
Registered Rep. May 25, 2005 John Churchill	Millions to Choose From Advisors gunning for millionaire clients now have more prospects to choose from -- and a blueprint for what they're looking for -- according to a new survey which says that 1.3 million new American households became millionaires in 2004.
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 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.
Registered Rep. November 1, 2005 Grove & Prince	Elusive Loyalty It's a serious conundrum for financial advisors: Their success hinges on their ability to cultivate loyalty in their most affluent clients, but many are having a tough time building that loyalty. But financial advisors can learn the skills that promote client loyalty.
Registered Rep. May 5, 2011 Matt Oechsli	Build Trust, Win Affluent Clients, Become a Rainmaker Much is required of today's financial advisors in order to earn a recommendation.
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.
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 March 1, 2007 John J. Bowen	Your Network of Experts Working with experts outside of your advisory firm is a key component of successful wealth management. But choosing the right professionals to work with isn't easy. Here's how to do it.
Financial Planning December 1, 2006 John J. Bowen	Building Equity You might not want to sell your financial advisory firm right now, but running it as if you do could make your business more profitable.
Investment Advisor September 2008 Adolf & Kodialam	Brick by Brick How to implement an active marketing program to compliment the traditional word-of-mouth method of finding new clients.
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 Planning May 1, 2008 John J. Bowen	The Right Ally Forming strategic alliances with the right professional advisors -- such as CPAs and attorneys -- is one of the best avenues for advisors to acquire additional high-net-worth investors.
Financial Planning June 1, 2010 John J. Bowen, Jr.	The Perfect Profile Looking for the ideal client? Write a detailed description of the top clients you have now, by answering eight simple questions.
Financial Planning May 1, 2012 John J. Bowen, Jr.	Borrow From the Best One of the best ways to learn what it takes to succeed in our business is to look at the best practices of elite financial advisors who are enjoying tremendous success in the marketplace.
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 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.
Financial Planning August 1, 2010 John J. Bowen, Jr.	Publish or Perish If you can show people that your ideas are valuable enough to be in print, they will see you as an expert whom they should work with.