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Often what clients really need is a little reassurance

Financial professionals can better serve clients in turbulent market conditions by offering reassurance rather than trying to instruct them on complicated financial and economic issues, says Susan Czochara of Northern Trust Asset Management. She suggest advisors present clients with historical data that shows market downturns are followed by periods of…

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Survey: “Advisor” title has favorable connotation for consumers

Investors expected a higher level of service from financial professionals using the title “financial advisor,” “investment advisor” or “financial planner” than those called “stockbroker,” “investment salesperson” or “life insurance agent,” a study by the Mercatus Center at George Mason University found. Participants felt that professionals with advice-oriented titles were more…

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Improve communication to boost productivity, client loyalty

Improving communication can help insurance agents be more productive and benefit client relationships, writes Mike Furlong of Indio Technologies. He offers five tips for agents including streamlining communications, giving clients options and staying organized. InsuranceNewsNet Magazine online

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5 trends facing financial advisors

Financial advisors must integrate technology to survive, says Michael Kitces, who outlined five trends advisors should be aware of at a recent conference. In addition to technology reshaping the industry, he noted the importance of advisors finding a way to differentiate themselves. ThinkAdvisor

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Experts offer 7 tips for creating LinkedIn prospecting messages

Advisors should follow the “7 C’s” when drafting LinkedIn messages to prospects, write Stephen Boswell and Kevin Nichols of The Oechsli Institute. Among their tips are to begin the message with something you may have in common with the prospect, offer context to the recipient and keep things conversational. WealthManagement

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Commentary: Address clients’ feelings throughout the planning process

Advisors should pay close attention to how the financial-planning process affects clients emotionally, acknowledge their feelings and revisit the topic regularly, suggest clinical psychologist Stanley Teitelbaum and estate-planning expert Martin Shenkman. They also advocate breaking planning down into smaller steps to help clients feel less overwhelmed. WealthManagement

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long-term-care-insurance

Advisors share some of their biggest mistakes

Nine advisors share stories about mistakes they’ve made and how they fixed the issue. Mistakes include assuming all clients are being truthful about spending and only engaging one person in a couple during the planning process. ThinkAdvisor

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5 ways advisors can use their time more wisely

Advisors spend more than one-fifth of their time dealing with administrative matters, according to a recent study. “Administrative tasks don’t give advisors a competitive advantage,” writes Rob Klapprodt of Vestmark, who offers five tips for maximizing efficiency. Financial Advisor online

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10 things advisors should watch out for

Increasing technology use and decreasing fees will affect retirement plan advisors in the next few years, suggests Fred Barstein of The Retirement Advisor University. He looks at these and eight other factors, including cybersecurity, regulations and the “convergence of retirement and benefits.” InvestmentNews

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How to determine your target client base

It is “nearly impossible” to create a successful marketing plan without first identifying your target market, contends marketing expert Bob Hanson. He offers five tips to help advisors narrow down their target client base. Advisor Perspectives

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