Financial plans have to adapt to life’s twists and turns Adviser Don Martin describes how he helped a client modify his plans to fit new life goals after a cancer diagnosis. The Wall Street Journal (tiered subscription model) (11/12)
Advisers discuss their successful prospecting strategies Advisers have many strategies that they say have brought them success in finding clients. Among the approaches cited by advisers: extensively using social media and holding events that allow in-person communication. Research magazine (11/2013)
Commentary: Business may dry up without young advisers and agents Some forward-thinking companies are working hard to attract young advisers and agents, but many others are putting their business in peril by failing to take steps to bring in new talent, writes David Port. “The reality in financial and insurance…
The November Power Session LIVE — Friday, Nov. 8 — “Tax, LTC and Legacy Planning Strategies” Taxes and their inevitable increase is of common concern to many Americans. Utilization of effective planning tools will reduce this apprehension for clients. November’s Power Session LIVE features Jason Smith, coach, speaker, entrepreneur and…
Commentary: Be a partner, not a preacher, to attract younger clients Financial advisers may need to learn a new approach to win over the children of their older clients, writes Cam Marston, who suggests tips for speaking to these prospects. InvestmentNews (free registration) (10/31)
Commentary: 4 steps for life insurers to reach the modern customer Today’s life insurance customers are more diverse, more connected and more likely to change carriers, writes Patrick Lyons of Accenture. To cater to these customers, insurance professionals must make information immediately available, move to solution-based sales, harness analytics to…
Commentary: Personal service, in some form, will remain in the digital world It’s likely that more investors will turn toward self-service as financial technology becomes easier and more accessible for consumers, JP Nicols writes. But a large segment will continue to seek the help of experienced advisers, albeit with new…
Advisers’ value lies in clarifying clients’ needs, goals The key value from seeing a financial adviser is to help clients avoid common mistakes and understand the rationale behind investment plans, behavioral finance expert Daniel Crosby says. Advisers can simplify financial information and pass along what is relevant to each client,…
Avoid overwhelming clients with too many priorities Giving clients a long list of financial goals with the suggestion that they should be able to achieve all of them can be overwhelming and can lead to inaction, writes Michael Kitces. A better approach is to help clients choose what’s most important…
How back-office service centers help advisers Creating internal client-service centers can ensure that advisory clients get personalized service and attention and that advisers get to focus on the actual job of advising, Angie Herbers writes. “Because we hire people specifically for client service work, who enjoy the back-office work and…
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