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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 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 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. January 1, 2003 Amy Leavitt	Don't Sell, Help In clients' minds, your fees are a leading indicator of the value they will realize from your services. Communicate clearly the value of your services to potential clients to make certain they understand the value they will realize for their fee. One tool to do this with is pricing.
Financial Planning July 1, 2013 Bob Veres	How to Fix the AUM Fee Model Advisors are trying a dizzying variety of compensation plans. Some have been a lot more successful than others.
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 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 2007 David J. Drucker	Time-Wasters Of The Human Variety How do you deal with financial advisory clients who take more of your time than you bargained for?
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.
On Wall Street September 1, 2009 Bill Willis	Staying the Course No More Wealth managers at the major firms are seeing a proliferation of practicable ideas in recent months, offering products that are a call to action for both their advisors and clients.
Financial Planning October 2, 2007 Elizabeth O'Brien	Advisor Pulse A new study reveals that while 95% of all financial advisors believe they've talked about fees with their clients, only 66% of customers say their advisor has initiated a fee discussion with them.
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 May 2011 Jennifer M. Wolfsberg	A Lesson From Jerry Maguire With the tumultuous market conditions over the last decade, how do advisors rebuild their business financially? More importantly, how do we rebuild and strengthen client relationships?
Financial Advisor June 2009 Marla Brill	ETF Portfolios To Go ETF portfolio management services pitch to financial advisors.
Financial Advisor June 2005 Leo J. Pusateri	Addressing Value Challenges How well you handle a value challenge will, in many cases, determine whether you earn the right to manage an individual's wealth. Here's how to respectfully address these challenges with confidence, while always restating your value.
Registered Rep. May 3, 2007 Kevin Burke	Fund Shareholders to Advisors: We Need Ya', Big Guy If you are among the mutual-fund only caste of advisors, don't lose heart: Investors really do need your advice.
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.
Investment Advisor September 2005 Mark Tibergien	Formulas for Success: The Price of Everything... If you're not adding profit into what each financial advisory client costs, you're losing money. Advisors who use a combination of performance fees tied to assets and a retainer tied to more complex planning are able to consistently demonstrate their value.
The Motley Fool September 5, 2006 Dan Caplinger	How to Pick a Financial Advisor If you don't have the time or inclination to manage your finances on your own, it can be extremely beneficial to get help from an outside advisor. By following these basic suggestions, you can find a suitable advisor to keep you on the road to financial stability and independence.
Financial Advisor May 2004 Leo Pusateri	Are You Ready To Deliver Your Value? Integrating passion, respect and confidence into interactions with wealth management clients.
The Motley Fool July 15, 2008 Tom Hutchinson	Mutual Fund Advisory Madness If you use a financial advisor, you've probably been approached to invest in a diversified group of funds or a mutual fund advisory program. But be careful before you accept -- they may cost you more than your portfolio can afford.
Financial Advisor August 2006 David L. Lawrence	A Prescription For Success Here are three examples of subscription data service Web sites for financial advisors: Morningstaradvisor.com... Standard & Poor's Advisor Insight... Sageworks...
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.
The Motley Fool September 6, 2006 Dan Caplinger	Fend Off Fund Fees Here are tips on how to avoid unnecessary mutual fund fees and keep the money for yourself.
Registered Rep. December 4, 2012 Jerry Gleeson	Don't Fear Your Fees RIAs are loathe to increase rates, believing it alienates clients. But industry insiders say advisors have more juice than they suspect. Here's how to get a raise.
Financial Advisor June 2004 Marla Brill	The Cash Conundrum Should fund managers let cash build or stay fully invested at all times?
The Motley Fool March 8, 2007 Dan Caplinger	Conspiring for a Better Retirement Are people saving too much for retirement? Don't believe it. Don't give in to conspiracy theories that threaten your ability to meet your financial goals.
Investment Advisor March 2007 Kathleen M. McBride	From Morningstar, Select Stock Baskets Advisors looking at separately managed accounts may want to examine a new offering from Morningstar Investment Services -- Managed Portfolios Select Stock Baskets.
Investment Advisor February 2010 Robert F. Keane	The Green Advisor: Adding ESG to Asset Allocation New portfolios aim to help advisors align values and diversification.
Investment Advisor January 2008 Bob Clark	Part of the Solution For financial advisors, a fund you run yourself (with help) can solve some thorny issues.
Registered Rep. August 1, 2007	The Art Of The Deal A true story that highlights how NOT to win a financial advisory client.
The Motley Fool February 3, 2010 Amanda B. Kish	This May Save the Mutual Fund Industry Finally, investment advisors are wising up. An ongoing change in how many financial advisors get paid is having broad implications for the business.
Financial Planning March 1, 2007 John Nersesian	Making a Map Your business plan is the road map that ensures your advisory practice goes in the direction you want to achieve your goals. A properly drawn business plan will ensure that you are heading in the right direction.
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?
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 June 2004 Tracey Longo	Winning Women Clients According to leading financial advisors and trainers across the country, it takes advisors longer to prospect and cultivate women. Here's what you need to know to build a good roster of women investors.
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. November 6, 2012 Kathleen Burns Kingsbury	Darlin', Don't Worry Your Pretty Little Head About It The top five mistakes advisors make working with women in couples.
Registered Rep. January 1, 2006 Susan Konig	Getting In By Taking the Worry Out Small business owners can be anxious clients at first, but after or so, many advisors say the nature of the relationship changes. What they want is an informed, competent and honest advisor.
Financial Advisor January 2004 Jeffrey A. Hollowniczky	Good Portfolio Reports Are Customized For Clients While the innovations in portfolio reporting technology have provided advisors with mountains of information and increased efficiency in their back-office operations, the client's specific needs have often been forgotten in the process.
Investment Advisor October 2008 Kodialam & Adolf	Gold Medal You can deliver exceptional service throughout the client lifecycle.
The Motley Fool July 28, 2010 Selena Maranjian	The Amazing Disappearing, Reappearing Fund Fee A fee by any other name will still cost just as much.
Financial Advisor February 2007 David J. Drucker	The Retirement Dilemma Will your aging client base kill your financial advisory business?
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 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 Advisor August 2010 Joel P. Bruckenstein	Star Appeal In a few short years, Morningstar has improved its advisor platform so much that it truly has become an "office."
Investment Advisor December 2005 Kathleen M. McBride	Hybrid Vehicles? Mutual funds have brought Main Street into investing and been the lifeblood of most advisors' practices. In the future, will there be a better way to invest?
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.
Investment Advisor April 2008 Norman M. Boone	Getting Comfortable With Change Here are some communication tips for introducing change to your clients.
Registered Rep. October 31, 2014 David Armstrong	Editor's Letter: November 2014 Since the financial crisis, money has poured into liquid alts. Morningstar research shows some $300 billion net assets in alternative mutual funds, up from $50 billion in 2008.