When a client loses a loved one, advisers often tell them to "call anytime," but bereavement consultant Amy Florian says advisers should take the initiative and call the client themselves. She suggests a structured approach in which the adviser provides an outline of topics and outcomes covered in the client…
A client who has a social relationship with a financial adviser is more likely to recommend that adviser to others compared with a client who has a business-only adviser relationship, write Stephen Boswell and Kevin Nichols of The Oechsli Institute. Advisers can use a metric to determine how likely a…
In a survey of financial advisers and investors conducted by Jefferson National, 86% of respondents said customer experience will become increasingly important for attracting and retaining new clients. According to Nationwide's Mitchell Caplan, "[P]utting the client first is not just a regulatory requirement, it's a business necessity that is increasing…
The financial goals of advisers and clients are often similar, writes columnist John Bowen Jr., who outlines seven steps for accumulating exceptional wealth. They include carefully selecting the endeavors most likely to be fruitful and using failures as opportunities to refocus and improve. Financial Planning online
Welcome to the relaunch of our popular Self-Directed Power Lunch (SDPL) meetings. At our SDPL meeting on Thursday, May 18 2017 co-host Peter Holmes CLU, ChFC, RHU, REBC, CASL (Life Insurance Consultant at The Guardian Life Insurance Company of America) did a superb job addressing questions posed and shared a…
Emma Seppälä, Contributor May 12, 2017, 1:30 PM We think charisma is a gift, a special charm that some people have and others don't. In researching my book "The Happiness Track," however, I found that charisma is not so much a gift as a learnable skill you can master. What presence…
There are numerous occasions when financial advisers and estate planners could benefit from working together, lawyer Rashad Wareh said recently at a conference, but the onus is on advisers to reach out because they interact with clients most. He outlines six scenarios in which advisers should call on estate planners….
Sharing your clients and prospects with other salespeople in exchange for them doing the same could lead to more business with better clients, writes Lew Nason of Insurance Pro Shop. Sharing clients with other reputable salespeople can help you establish yourself as a trusted advisor and prevent you from losing…
One of the most important parts of building good advisor-client relationships is demonstrating your professional credentials to a prospective client at the outset of the relationship, write financial experts Chris White and Richard Koonce. Also important is the ability to connect with people, they say, because clients hire people, not…
Financial planners offer their advice to retirees and those nearing retirement in light of the results of this month's elections. Among other things, they advise deferring taxable results and any estate plan changes until the new year in anticipation of possible interest-rate cuts. MarketWatch (11/25)
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