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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.
Investment Advisor January 2007 Susan L. Hirshman	Making a Statement While any advisor can help determine basic financial goals, the mission statement offers a creative and innovative way for affluent families to not only manage their wealth but also create a structure of stewardship for that wealth for their future generations.
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 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.
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 Planning October 1, 2013 Ann Rieder	Connect with Clients' Kids: 5 Steps Is your firm prepared for the transfer of assets from your clients to their heirs?
Financial Planning May 1, 2006 John Parise	Meet the Family Using a family meeting approach can help your financial advisory clients avoid financial conflicts between the generations and can also help maximize the growth potential of your advisory business.
Investment Advisor November 2006 Chris Blunt	Advisors: Natural Facilitators Generations welcome advisors' help in tackling wealth transfer talks.
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 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.
Investment Advisor October 2010 Olivia Mellan	A Willful Purpose There's more to life -- and death -- than money. A purposeful will embodies and affects the transfer of a client's emotional legacy along with financial wealth.
Registered Rep. January 1, 2011 Jerry Gleeson	Getting the Boot Often after the inheritance of an estate advisors mishandle their relationship with the heirs, focusing on the clients at hand and neglecting the next generation.
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.
Financial Advisor October 2005 David J. Drucker	The Parent Care Solution Smart financial advisors have spent at least a little time thinking about ways to keep their clients from straying. They've also thought about protecting their clients from the ravages of old age. Now these seemingly unconnected demands have a common link.
Financial Planning October 2, 2007 Barry Glassman	'Tis Better to Give As a financial advisor, it's important for you to recognize that charitable giving is a consequential part of many of your clients' lives.
Financial Planning July 1, 2009 Dune Thorne	Charitable Connection American women are poised to become major influencers in the world of philanthropy, shaping social policy around the globe for future generations.
Financial Planning February 1, 2005 Jennifer A. Liptow	White Paper Oh, Woe (What a $10 Million Nest Egg Brings): Many wealthy individuals haven't taken the basic steps necessary to protect their assets, leaving their legacy and their families' financial security to chance.
Investment Advisor January 2006 Olivia Mellan	The Psychology of Advice: The Silent Generations A huge chunk of our nation's wealth is in the hands of baby boomers' parents. Whether you represent older parents or a grownchild, better intergenerational communication is as important to you as it is to your financial advisory clients.
On Wall Street August 1, 2012 Denise Federer	The Perks and Perils of Working in the Family Business You may not work with your relatives but many of your clients probably do. Being aware of the personal and financial impact of such unresolved conflict can enhance your understanding of some of the issues your clients in family businesses may be facing.
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.
HBS Working Knowledge March 30, 2015 Davis & Pellegrin	Managing the Family Business: Preparing to Sell Most families are loath to sell the legacy business, but there are good reasons to do so, says John A. Davis.
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.
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 Planning November 1, 2005 Maureen Mohyde	The New Generation Gap Estate planning is one of the most important steps your clients can take to help their families. Planning can help make things easier for everyone when difficult times arise. But a study shows parents are more at ease discussing their estate plans than their boomer children.
Registered Rep. June 7, 2011 Charles Paikert	Wealth Managers Wooing Gen Y Heirs with Conferences and Workshops The intense focus on offering educational programs to children of wealthy clients is being fueled by both a practical need to cultivate new customers and genuine demand, say industry executives.
U.S. Banker February 2007 Karen Krebsbach	'Once Upon a Time, There Was a Very Rich Family...' Wealth managers can be instrumental in helping parents teach their children about the value of money-and managing for optimum portfolio longevity. The key? Starting early.
BusinessWeek January 29, 2007	Philanthropy: Get 'Em Started Early PNC's Bruce Bickel explains how to teach your kids money management and charitable giving.
Financial Planning January 1, 2007 John J. Bowen	It's a Coalition Effort Wealth management works -- that is, if everyone at your financial advisory firm works to make it happen.
Registered Rep. April 1, 2007 Kevin McKinley	Financing Tomorrow Here's why and how you should use your skills to foster money harmony between generations, and ensure a position as the family's primary financial advisor today and tomorrow.
Registered Rep. May 11, 2011 Charles Paikert	Wealth Managers Vying for Trillions From Intergenerational Wealth Transfer Over 90 percent of heirs promptly change advisors when they receive their inheritances, and 70 percent of families lose control of their assets when an estate is transitioned to the next generation.
Financial Planning October 1, 2006 John Nersesian	Fitting the Profile Successful advisors recognize that interviews are the best way to learn about clients' objectives, motivations and expectations, all of which are key to framing comprehensive, integrated wealth management solutions.
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.
Registered Rep. September 1, 2005 Kevin McKinley	Fomenting The (Financial Literacy) Revolution An interview with Carrie Schwab Pomerantz, senior vice president and chief strategist of consumer education for Charles Schwab & Co., as well as president of The Charles Schwab Foundation on her work focusing on providing financial literacy, especially to teens.
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 March 1, 2011 John J. Bowen, Jr.	Rediscovering Your Clients Think you know your clients inside and out? Chances are, you don't, and the gap between what you think your clients care about and what is actually on their minds could be costing you plenty.
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.
Financial Advisor May 2004 Jeff Schlegel	The Philanthropy Disconnect For many financial advisors, talk about values and charitable giving don't mix.
Foundation News & Commentary Jan/Feb 2006 Sharna Goldseker	Beyond Duty and Obligation The more a family can see that "involving the kids" does not merely mean adding children to an existing foundation system but shifting the paradigm to become multigenerational philanthropy, the better prepared they will be for the next phase of their foundation's evolution.
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.
On Wall Street December 1, 2012 Denise Federer	Communicating with Various Generations With four different generations in the workplace, communication is an essential skill for working with high-net-worth families.
Financial Advisor April 2010 Andrew Gluck	Special Trip Family retreats may be a good way to explore the complexities of your wealthiest clients, says this consultant.
Financial Planning October 1, 2006 Cal Brown	Legacy Planning Clients want to pass on more than money to their heirs. Once legacy planning is complete, there are many benefits for clients, their children and the planner.
Financial Planning December 1, 2006 Marshall Eckblad	Advisor Pulse According to a recent survey, financial planners may be missing a golden opportunity to establish advisory relationships with their clients' children.
Investment Advisor December 2006 Olivia Mellan	Gone, but Not Forgotten When clients are contemplating the kind of legacy they want to pass on to their family, to society, or to a certain charitable cause, consider helping them to take stock of their deeply cherished values, beliefs, and life goals before they focus on the financial aspects of legacy transfer.
Financial Planning October 1, 2011 John J. Bowen, Jr.	Listen Deep At the heart of successful client relationships is your ability to understand clients on a meaningful level.
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 October 2012 Michael J. McDermott	Our House How can financial planners help those with three generations living at home? A multigenerational household certainly has financial complexities that need to be addressed.
Financial Planning April 1, 2005 Mitchell Rose	Emotional Rescue By tending to family dynamics during the estate planning process, financial advisers can prevent wounds and conflicts years before they might occur.
Financial Planning November 1, 2007 John J. Bowen	Advanced Planning Basics Here's an overview of what it means to offer advanced planning -- and how best to provide those services to your clients.
Financial Advisor November 2012 Kate Statler	The Generation (And Other) Gaps Financial advisors must keep many demographic trends in mind to stay ahead.